Aug 09, 2022  
College Catalog 2021-2022 
    
College Catalog 2021-2022 [ARCHIVED CATALOG]

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MKTG 2010 - Professional Selling

Credit Hours: 3.00


Prerequisites: MKTG 1010  

This course will identify principles and develop skills used by successful salespeople. Students will learn to prepare well-organized, creative and professional sales presentations. Emphasis is placed on developing a consultative relationship with the customer throughout all steps in the sales process.

Billable Contact Hours: 3

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OUTCOMES AND OBJECTIVES
Outcome 1: Upon completion of this course, students will be able to identify characteristics of a successful trust-based relationship selling strategy.

Objectives

  1. Compare and contrast different types of sales relationships.
  2. Discuss the different types of buyers and how to identify their need.
  3. Explain the importance of trust in a buyer/seller relationship.
  4. Explain the importance of collaborative two-way communication.
  5. Discuss how to effectively integrate technology into the sales process.
  6. Examine time and territory management methods.
  7. Identify the importance of developing a long-term customer relationship management strategy.

Outcome 2: Upon completion of this course, students will be able to explain the steps in the personal selling process.

Objectives:

  1. Describe the major prospecting methods and give examples of each method.
  2. Link buying motives to product or service benefits, support claims made for benefits, and reinforce verbal claims made.
  3. Describe the key characteristics of effective sales dialogue.
  4. Compare and contrast the methods for responding to buyer objections.
  5. List and explain the commitment-earning techniques that enhance relationship building.
  6. Explain how to follow up to assess customer satisfaction.

Outcome 3: Upon completion of this course, students will be able to prepare and present components of a sales presentation tailored to a specific customer.

Objectives:

  1. Develop presentation content specific to each step in the trust-based relationship selling process.
  2. Participate in a structured and/or unstructured sales situational role play.
  3. Identify and adapt presentations to different communication styles.
  4. Analyze role plays and sales presentations.

COMMON DEGREE OUTCOMES (CDO)
• Communication: The graduate can communicate effectively for the intended purpose and audience.
• Critical Thinking: The graduate can make informed decisions after analyzing information or evidence related to the issue.
• Global Literacy: The graduate can analyze human behavior or experiences through cultural, social, political, or economic perspectives.
• Information Literacy: The graduate can responsibly use information gathered from a variety of formats in order to complete a task.
• Quantitative Reasoning: The graduate can apply quantitative methods or evidence to solve problems or make judgments.
• Scientific Literacy: The graduate can produce or interpret scientific information presented in a variety of formats.

CDO marked YES apply to this course:
Communication: YES
Critical Thinking: YES
Information Literacy: YES
Quantitative Reasoning: YES
COURSE CONTENT OUTLINE

  1. Introduction to Trust-Based Relationship Selling
    1. Overview of the professional sales world
    2. Building trust in a sales relationship
    3. Understanding buyer behavior
    4. Developing communication skills
  2. Preparing for a Sales Dialogue - Initiating Customer Relationships
    1. Strategic prospecting strategies
    2. Prospecting methods
    3. Planning sales dialogues and presentations
    4. Developing sales objectives
  3. Engaging in Sales Dialogue - Developing Customer Relationships
    1. Creating and communicating value in a sales dialogue
    2. Encouraging buyer feedback
    3. Anticipating and addressing concerns and objections
    4. Securing commitment
  4. Expanding and Enhancing Internal and External Customer Relationship Management
    1. Assessing customer satisfaction
    2. Post-purchase follow-up techniques
    3. Maintaining open communication
    4. Using technology to expand and enhance CRM
    5. Adding value through self-leadership and teamwork
    6. Developing, directing and evaluating the company sales force
    7. Time and territory management

Primary Faculty
Rice, Joe
Secondary Faculty
Doll, Monique
Associate Dean
Johnson, Elise
Dean
Balsamo, Michael



Official Course Syllabus - Macomb Community College, 14500 E 12 Mile Road, Warren, MI 48088



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