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MKT 120
COURSE DESCRIPTION: This course is a study of the personal selling process with special emphasis on determining customer needs and developing effective communications and presentation skills.
COURSE OBJECTIVES: Upon completion of this course the student will be able to:
1. Define selling. 2. Explain what is involved at the various levels of selling to include the industrial level, the manufacturing level, the distribution level, and the retail level. 3. Explain “proposition.” 4. Define suspect, prospect, and customer. 5. Define motivation and explain the difference between rational and emotional motivation. 6. Outline Maslow’s hierarchy of human needs theory and explain each level from a sales point of view. 7. Explain nonverbal communication and its role in selling. 8. Explain the importance of being a good listener to a salesperson. 9. Explain the use of I.Q. tests, aptitude test, personality tests, and interest tests in determining one’s sales personality. 10. Explain the benefits of product knowledge to a salesperson. 11. Make a list of types of knowledge a salesperson should have about his product; his company. 12. List both internal and external sources of knowledge. 13. Convert product features into customer benefits. 14. List and explain a minimum of six different methods that a salesperson may use to locate prospects. 15. Explain “pre-approach” and give several reasons for it. 16. List a number of different items of information that a salesperson should know about a prospect. 17. State the objectives of the approach phase of a sales interview. Syllabus Fall 2009 PowerPoint Ch 1 |