Contrast company policies with the ethical conduct of sale personnel.
Communicating Through the Sales Process
Design sales process closing methods.
Assess customer needs and concerns.
Developing a Customer Strategy
Apply customer strategies to various buyer types.
Develop a functional sales strategy.
Linking Sales Promotion and Marketing Strategy
Determine the role of sales promotion in an organization’s integrated marketing program.
Relate sales tactics to the marketing process.
Identify the elements of integrated marketing communications.
The Role of Communication Styles in Selling Relationships
Identify the major elements in the communication process models.
Describe the role of consumer behavior in sales.
Explain communication styles in selling relationships.
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