Sales Communications – com373 (3 credits)

This course addresses the elements of sales communications. Topics include sales promotion, direct sales, personal selling, and customer relationship management as marketing communications tools. 

This undergraduate-level course is 5 weeks. This course is available to take individually or as part of a degree or certificate program. To enroll, speak with an Enrollment Representative.

The Role of Communication Styles in Selling Relationships

  • Describe the role of consumer behavior in sales.
  • Identify the major elements in the communication process models.
  • Explain communication styles in selling relationships.

Linking Sales Promotion and Marketing Strategy

  • Identify the elements of integrated marketing communications.
  • Relate sales tactics to the marketing process. 
  • Determine the role of sales promotion in an organization’s integrated marketing program.

Developing a Customer Strategy

  • Develop a functional sales strategy.
  • Apply customer strategies to various buyer types.

Communicating Through the Sales Process

  • Assess customer needs and concerns.
  • Design sales process closing methods.

Ethics in Sales Communications

  • Contrast company policies with the ethical conduct of sale personnel.
  • Analyze the influence of ethics in selling.

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