bscom386 | undergraduate
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Ethics in Sales Communications
- Analyze the influence of ethics in selling.
- Define the traits that make a salesperson successful.
- Contrast company policies with the ethical conduct of sale personnel.
The Role of Communication Styles in Selling Relationships
- Explain what makes for a strong or what makes for a weak salesperson.
- Define the difference between B2C and B2B sales.
- Describe the different communication styles in selling relationships.
- Identify the major elements in the communication process models.
- Identify how sales, marketing, public relations, and advertising interact.
Linking Sales Promotion and Marketing Strategy
- Identify the elements of integrated marketing communications.
- Understand the basic steps in a sales promotion and marketing product strategy.
- Relate sales tactics to the marketing process.
- Determine the role of sales promotion in an organization’s integrated marketing program.
Developing a Customer Strategy
- Describe the role of consumer behavior in sales.
- Develop functional sales strategies for B2C and B2B.
- Explain how B2C and B2B strategies differ and are similar.
- Apply customer strategies to various buyer types.
Communicating Through The Sales Process
- Assess customer needs and concerns.
- Describe the different customer communication styles and best approaches for each.
- Design sales process closing methods.
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