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

First Term: 1994 Fall
Lecture   3 Credit(s)   3 Period(s)   3 Load  
Subject Type: Occupational
Load Formula: S

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. Describe the character of the market place. (II)
3. Describe the functions of the marketing process and sales management as they relate to the successful operations of an organization. (III)
4. Explain why individuals in selling should develop skills in communication and perception. (IV)
5. Demonstrate how customers, company, product and/or service, competitor and marketplace information can facilitate the selling process. (IV-V)
6. Relate the pre-approach activities to the function of prospecting and qualifying. (V)
7. Identify the favorable conditions that are important in approaching buyers in the U.S. and internationally. (V)
8. Develop and present an effective sales presentation, by utilizing the major characteristics of a well-planned presentation. (V)
9. List and describe the major techniques for negotiating and overcoming objections. (V)
10. Describe the various types of buying signals that suggest it`s time for trial close or close. (V)
11. Identify the major types of follow-up and customer-service activities. (V)
12. Explain the importance of maintaining or developing trust in yourself and your customers and relate to the current emphasis on long-term business relationships. (VI)
MCCCD Official Course Outline
I. Personal Characteristics of and Opportunities in Selling Careers
II. Character of the Marketplace
   A. Understanding markets
   B. Motives of buyers
III. Overview of Marketing Process and Sales Management
   A. The definition of marketing
   B. The marketing mix and its relationship to sales
   C. Planning, organizing, directing, controlling sales
IV. Need for Basic Selling Skills
   A. Preparation for creative selling
   B. Communicating with customers
V. The Selling Process
   A. Acquiring background information - customer, company, product and/or service, competitor, and marketplace information
   B. Prospecting and qualifying
   C. The pre-approach
   D. The approach
   E. Making the sales presentation and demonstration
   F. Negotiating resistance or objections
   G. Confirming and closing the sale
   H. Follow-up
VI. Achieving Sales Excellence
   A. Servicing the account
   B. Ethical practices
MCCCD Governing Board Approval Date: 5/24/1994

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.