COURSE DESCRIPTION
Presents a fundamental, skills-based approach to the professional selling of products, services and ideas. Emphasizes learning effective interpersonal communication skills in all areas of the sales process through skill-building activities. Examines entry-level sales careers in retailing, wholesaling, services and industrial selling. Focuses on building a positive self-image, following ethical behavior, understanding buyer needs, and appreciating the importance of a positive customer relationship strategy. Concludes in a professional sales presentation to buyers ranging from individual consumers to corporations. Lecture 3 hours per week
GENERAL COURSE PURPOSE
MKT 110 is a one-semester course designed to provide the student with an introductory knowledge and application of professional selling techniques. It examines sales careers in retailing, wholesaling, services, and industrial selling. Students learn how to apply sales communication and behavioral science theories and principles to their own selling situation through sales presentations and other skill-building activities. It is an elective course for students in the Marketing and Business Management Programs.
ENTRY LEVEL COMPETENCIES
An understanding of marketing principles and basic business activities is desirable.
COURSE OBJECTIVES
After completion of this course the student will be able to:
a. Understand the career opportunities available in the industry.MAJOR TOPICS TO BE INCLUDED
b. Demonstrate successfully the role of personal selling in the marketing process.
c. Appreciate the role of effective communication in the selling process.
d. Explain the importance of a professional image in selling.
e. Develop a good sales strategy for the market niche or individual.
f. Qualify a prospect and develop prospect profiles.
g. Relate theories of human motivation to developing a successful customer strategy.