mkt310 | undergraduate

Personal Selling

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This course provides students with the tools and techniques necessary to understand the personal sales process. After completion of this course, students will be able to create a personal sales presentation, describe sales negotiations, compare and contrast the categories of prospect objections, summarize the elements of the closing process, and identify ethical frameworks associated with sales professional associations.

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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    Matching Products to Prospects

    • Evaluate the alignment between the selling process and buyer behavior.
    • Identify methods for developing and qualifying a prospect base.
    • Develop an effective sales presentation using basic principles.
    • Explain how to position products to meet customer wants and needs.

    Negotiation and Closing the Sale

    • Build value for customers based on satisfying customer needs.
    • Develop persuasive presentation strategies.
    • Negotiate buyer concerns.
    • Apply appropriate methods for closing a sale.

    Ethics and Customer Relationships

    • Determine strategies to manage customer relationships after the sale.
    • Describe the ethical issues associated with personal selling.

    The Nature of Personal Selling

    • Define personal selling and the role it plays in the marketing process.
    • Identify the strategies associated with developing a personal selling philosophy
    • Define value creation and how it applies to the Customer Value model.
    • Define strategic selling and how it applies to the Consultative Selling model

    Establishing a Relationship and Effective Communication

    • Explain how a relationship strategy creates value.
    • Develop communication styles for personal selling.
    • Utilize adaptive selling strategies to improve communication.
    • Explain the importance of product knowledge and developing a product strategy
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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.