Course

Course Summary
Credit Type:
Course
ACE Course Number:
YRUP-0029
Organization Course Number:
YRUP-0029
Organization:
Location:
Hybrid
Length:
7 weeks (37 hours)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Lower-Division Baccalaureate 3 retail sales and operations
Description

Objective:

The course objective is to engage in a set of hands-on activities, where students will gain familiarity with foundational concepts, processes, and strategies that are used to be a successful and proactive part of a sales team; practice navigating customer engagement situations with the purpose of building rapport, articulating the value proposition of a company's products, and moving a customer through the sales cycle, gaining an understanding of how market, client and other sales related data is used to identify and quality leads, drive sales activities, and improve sales performance.

Learning Outcomes:

  • articulate the different stages of the sales cycle, skills essential for success at each stage and how different roles interact with the customer throughout the sales cycle
  • utilize strategies for articulating a product's value proposition and tailoring a sales pitch to the needs / concerns of a customer; utilize strategies for building rapport with customers during sales interactions
  • utilize strategies for building relationships with customers over time
  • utilize strategies for identifying and closing on opportunities for upselling and cross-selling during a customer interaction (including active listening, problem solving, negotiation, effective inquiry, researching company resources, and leveraging insights from customer profiles
  • articulate and implement common selling techniques and methods; articulate common usages of market, client and other data to drive sales activities and improve sales performance; utilize strategies for developing and identifying sales leads through social media and other digital marketing channels
  • gather and utilize prospective account information to qualify a lead
  • articulate common characteristics of a sales work environments and key strategies for managing performance through scorecards and metrics.
  • Apply various research techniques to understand prospective customers
  • Define a product's features and benefits and articulate value propositions to customers
  • Apply selling methods/techniques (e.g., following a sales flowchart, using a sales script) and practice closing techniques
  • And describe and interpret the stages of the sales cycle and define key sales funnel metrics and their importance in measuring success
  • gather and utilize prospective account information to qualify a lead
  • articulate common characteristics of a sales work environments and key strategies for managing performance through scorecards and metrics.
  • Prepare for and practice outbound and inbound customer calls
  • articulate the purpose of sales in an organization, common types of sales roles and sales support roles (i.e. inside sales, inbound sales, sales support, sales operations, sales analytics), how sales interacts with customer service, and how each role works to drive sales outcomes
  • Upon completion of the course, the student will be able to describe the role of sales in an organization, types of sales, and how sales departments function in various industries
  • Write important customer communications and understand impact of tone and voice inflection
  • Qualify sales leads effectively
  • Identify and navigate gatekeepers and decision-makers
  • Recognize how to deal with dry spells in sales
  • articulate the purpose of sales in an organization, common types of sales roles and sales support roles (i.e. inside sales, inbound sales, sales support, sales operations, sales analytics), how sales interacts with customer service, and how each role works to drive sales outcomes
  • utilize strategies for articulating a product's value proposition and tailoring a sales pitch to the needs / concerns of a customer; utilize strategies for building rapport with customers during sales interactions
  • utilize strategies for building relationships with customers over time
  • utilize strategies for identifying and closing on opportunities for upselling and cross-selling during a customer interaction (including active listening, problem solving, negotiation, effective inquiry, researching company resources, and leveraging insights from customer profiles
  • articulate and implement common selling techniques and methods; articulate common usages of market, client and other data to drive sales activities and improve sales performance; utilize strategies for developing and identifying sales leads through social media and other digital marketing channels
  • Recognize and practice upselling opportunities to customers

General Course Topics:

  • Introduction to sales, understanding customers and products, introduction to the sales process, sales metrics, and effective sales techniques
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Computer Based Training
  • Discussion
  • Laboratory
  • Learner Presentations
  • Lectures
  • Practical Exercises

Methods of Assessment:

  • Case Studies
  • Examinations
  • Performance Rubrics (Checklists)
  • Presentations
  • Quizzes
  • Written Papers

Minimum Passing Score:

70%
Supplemental Materials