MKT 2108 - Sales
This course provides information specific to planning, implementing, and controlling the firm's personal selling function. It involves the discussion of sales territories; management of recruitment, selection, training, and motivation of sales personnel; and the evaluation of sales performance while focusing on the customer's perceived product value and customer need satisfaction.

Learning Outcomes:
  • Examines the 10-step selling process.
  • Explains how personal selling fits into a firms marketing program.
  • Illustrates the impact of social, ethical, and legal issues on a firm's operations.
  • Discusses buyer behavior.
  • Introduces basic verbal and non-verbal communication.
  • Demonstrates an overview of sales knowledge.
  • Demonstrates an overview of sales knowledge.
  • Explains the importance of sales call planning.
  • Describes the different sales presentation methods.
  • Presents four types of questioning techniques for use within a presentation.
  • Discuss the purpose and essential steps of sales presentation.
  • Describe what to do when objections arise.
  • Discuss the 12 ways to a successful close.
  • Integrate the 8 steps involved in increasing sales.
  • Calculate a salesperson's break-even point.
  • Explain the two major elements involved in staffing.
  • Review three approaches to leadership in sales.
  • Integrate the course concepts through interaction with other Learners and your Mentor.
  • Introduce self and explain course expectations.
  • Access information efficiently and effectively.
  • Evaluate information critically and competently.
  • Practices ethical behavior in regard to information and information technology.