Mar 29, 2024  
2022-2023 General Catalog 
    
2022-2023 General Catalog [ARCHIVED CATALOG]

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MKT 136 - Intro to Selling


Last Date of Approval: Fall 2019

3 Credits
Total Lecture Hours: 45
Total Lab Hours: 0
Total Clinical Hours: 0
Total Work-Based Experience Hours: 0

Course Description:
Selling is a fundamental part of business and everyday life. We are called upon to sell all the time, whether it is an idea, product, service, or point of view. This course is designed to teach you about selling and how to sell effectively. While the focus will be on selling in a business environment, the concepts discussed in class will be of great relevance to your ability to function effectively in the general work environment.

Prerequisites/Corequisites: None

Mode(s) of Instruction: traditional/face-to-face, virtual, and/or online

Credit for Prior Learning: There are no Credit for Prior Learning opportunities for this course.

Course Fees: ebook: $120.00

Common Course Assessment(s): All assessments are common amongst all sections.

Student Learning Outcomes and Objectives:
  • To explore and further your understanding of a personal selling philosophy that incorporates the marketing concept
    • Examine the relationship selling opportunities in the information economy  Summarize the evolution of selling models that complement the marketing concept
    • Articulate your core beliefs, mission, and vision   Analyze your competitive advantage.
    • Prepare viability tests using “the economics of one unit.”   Calculate the value of a business.

 

  • To develop skills that allow continuous learning and adaptation of a product strategy that incorporates creative product solutions that add value
    • Understand ethics; the foundation for partnering relationships that create value
    • Recognize and demonstrate creating value with a relationship strategy
    • Identify and evaluate communication styles: a key to adaptive selling today

 

  • To attain a broader understanding of a relationship strategy that creates customer value in an ethical context
    • Examine creating product solutions
    • Differentiate product-selling strategies that add value

 

  • To develop skills that allow continuous learning and adaptation of a customer strategy that addresses buyer behavior
    • Identify and evaluate the buying process and buyer behavior
    • Explain developing and qualifying prospects and accounts
    • Develop skills for approaching the customer with adaptive selling
    • Determine customer needs with a consultative questioning strategy
    • Demonstrate creating value with the consultative presentation  Develop skills in negotiating buyer concerns & adapting the close and confirming the partnership
    • Demonstrate proper development of servicing the sale and building the partnership

 

  • To assess a process of self-management
    • Understanding opportunity management: the key to greater sales productivity
    • Identify primary functions of management of the sales force



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