Course

Course Summary
Credit Type:
Course
ACE ID:
SDCM-0149
Organization's ID:
Marketing 306
Organization:
Study.com, LLC
Location:
Online
Length:
Self-paced. 17 weeks (40 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 3 Sales Management
Description

Objective:

The course objective is to describe and evaluate sales strategies, sales planning methods, sales force management approaches, and customer relationship management technologies.

Learning Outcomes:

  • Evaluate buyer attributes and behaviors that influence the business-to-consumer and business-to-business buying process.
  • Utilize customer acquisition management skills.
  • Analyze solutions available for customer relationship management.
  • Apply strategies for establishing mutually satisfactory long-term partnerships with customers.
  • Develop winning sales pitches and approaches leading to successfully closing the sale.
  • Develop prospecting and forecasting plans.
  • Demonstrate self-management practices that are essential in developing sales opportunities.
  • Evaluate sales behaviors in order to maintain high ethical standards.

General Topics:

  • Selling to Businesses and Consumers
  • Consumer Buying Behavior and Influences
  • Business Buying Behavior and Influences
  • Post-Sale Customer Relationship Management
  • Communication Skills for Selling
  • Sales Forecasts and Budgets
  • Sales Force Management
  • The Sales Planning Process
  • Selling Strategies
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials

Methods of Assessment:

  • Examinations
  • Quizzes
  • Written Papers

Minimum Passing Score:

70%
Supplemental Materials