MKTG 2010 - Professional Selling

Credit Hours: 3.00

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.
8. Discuss the importance of social selling.

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.

• 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.

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
   8. Social selling opportunities