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Center for Curriculum and Transfer Articulation
Principles of Sales
Course: MKT267

First Term: 2018 Fall
Lecture   3.0 Credit(s)   3.0 Period(s)   3.0 Load  
Subject Type: Occupational
Load Formula: S - Standard Load

Description: Analyzes and applies the steps and techniques used in personal selling. Highlights the role of the professional sales representative and his/her functions as they relate to the company`s mission and customer expectations.

MCCCD Official Course Competencies
1. Summarize the personal characteristics that contribute to excellent sales performance and identify opportunities in a selling career. (I, VI)
2. Differentiate between the various sales environments (II)
3. Analyze the characteristics and conditions in the domestic and international marketplace in order to adapt the selling process. (II, V, VI)
4. Describe the functions of the marketing process and sales management as they relate to the successful operations of an organization. (III)
5. Explain why individuals in selling should develop skills in communication and perception. (IV)
6. Demonstrate how information about the customer, the company, competitors, products and/or service, and the marketplace can facilitate the selling process. (IV, V)
7. Identify the favorable conditions that are important in approaching buyers. (IV, V)
8. Relate the pre-approach activities to the function of prospecting and qualifying. (V)
9. Develop and present an effective sales presentation by utilizing the major characteristics of a well-planned presentation. (V)
10. List and describe the major techniques for negotiating and overcoming objections. (V)
11. Describe the various buying signals that suggest it is time for a trial close or close. (V)
12. Identify the major types of follow-up and customer-service activities. (V)
13. Explain the importance of maintaining or developing trust in yourself and your customers as it relates to developing long-term business relationships. (VI)
14. Describe how the Internet and technology tools are used in the selling process. (VI)
MCCCD Official Course Outline
I. Personal characteristics of successful sales people and opportunities in selling careers
   A. Personal characteristics
      1. Self motivation
      2. Dependability and trustworthiness
      3. Communication skills
      4. Creativity
      5. Ethical behavior
   B. Opportunities in selling careers
      1. Managing your career
      2. Entry level position in sales
      3. Preparation for sales management
II. Character of the sales environment and marketplaces (industries, geographic segments, customer segments, etc.)
   A. Understanding the trends, conditions, or events that influence the sales environment for a given marketplace
      1. Economic, political, legal
      2. Technological
      3. Competitive
      4. Social/cultural
      5. Global
   B. Characteristics of different marketplaces, domestic and international
   C. Motives of buyers within a marketplace
III. Overview of the marketing process and sales management
   A. Definition of marketing process
   B. Marketing mix and its relationship to sales
   C. Planning, organizing, directing, and controlling sales
   D. Use of the Internet and technology tools
IV. Need for basic selling skills
   A. Preparation for creative selling
      1. Understanding ethical and legal issues
      2. Buyer behavior and the buying process
      3. Relationship building
   B. Communicating with customers
V. The selling process
   A. Acquiring background information - customer, company, product and/or service, competitor, and marketplace
   B. Prospecting and qualifying
   C. Approach and needs exploration
   D. Sales presentation and demonstration
   E. Negotiating resistance or objections
   F. Confirming and closing the sale
   G. Follow-up
VI. Achieving excellence in the selling process
   A. Servicing the account
   B. Use of the Internet and technology tools
   C. Ethical practices
MCCCD Governing Board Approval Date: May 1, 2018

All information published is subject to change without notice. Every effort has been made to ensure the accuracy of information presented, but based on the dynamic nature of the curricular process, course and program information is subject to change in order to reflect the most current information available.