bscom386 | undergraduate

Sales Communications

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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 To enroll, speak with an Enrollment Representative.

Course details:

Credits: 3
Continuing education units: XX
Professional development units: XX
Duration: 5

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    Linking Sales Promotion and Marketing Strategy

    • Apply 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.
    • Identify how the elements of integrated marketing communications interact to create an effective selling environment.

    Developing a Customer Strategy

    • Describe the role of consumer behavior in sales.
    • Determine customer needs using a consultative questioning strategy.
    • Develop effective sales strategies for B2C and B2B.
    • Apply customer strategies to various buyer types.

    Communicating Through The Sales Process

    • Discuss the various influences that shape customer buying decisions.
    • Assess customer needs and concerns.
    • Describe the different customer communication styles and best approaches for each.
    • Develop a presentation strategy.

    Ethics in Sales Communications

    • Analyze the influence of ethics in selling.
    • Discuss factors that influence the ethics of salespeople

    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.
    Tuition for individual courses varies. For more information, please call or chat live with an Enrollment Representative.

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    Teacher Rate: For some courses, special tuition rates are available for current, certified P-12 teachers and administrators. Please speak with an Enrollment Representative today for more details.

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    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.