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Sales Tools And Strategies –
mkt445
(3 credits)
This course is an examination of basic principles involved in the sales process, the relationship between sales and business objectives, and managing the sales force and customer relationships. Emphasis is placed on sales planning, developing specific goals to meet the business objectives, and adapting to changes in the market.
This undergraduate-level course is 5
weeks.
To enroll, speak with an Enrollment Advisor.
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Sales Planning
- Determine the impact of business area functions on the sales function.
- Evaluate the appropriate forecasting methods for a business.
- Design a goal-based sales plan.
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The Sales Process
- Differentiate between the different types of activities for business-to-business and business-to-consumer sales.
- Describe the elements of a sales process.
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Sales Management: The Customer and The Sales Force
- Compare different management techniques used to optimize sales personnel performance.
- Analyze various sales management tools.
- Evaluate the impact technology has on sales management.
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Managing Customer Relationships
- Compare and contrast the cost of customer retention versus customer acquisition.
- Develop a plan for ongoing customer relationships.
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Sales Growth Opportunities
- Evaluate a sales plan for incremental opportunities.
- Evaluate how external changes affect the sales plan.
- Identify various sales performance measurement tools.
- The University of Phoenix reserves the right to modify courses.
- While widely available, not all programs are available in all locations or in both online and on-campus formats. Please check with a University Enrollment Advisor.
- Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice.
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Find out how we can help you meet your goals. Not all courses are available to residents of all states. Ask your Enrollment Advisor for details.
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