Professional Selling/Salesmanshipwveis Code 0431

Professional Selling/SalesmanshipWVEIS Code 0431

This course focuses on the purpose of the promotional strategy of selling and its role in the marketing environment. Emphasis is placed on the purpose and steps of the sales process, and the importance of completing each step in the presentation. Professional Selling as a career is also explored.

Standard 1: Fundamentals of Marketing (0431.S.1)

Describe the Fundamentals of Marketing.

Fundamentals of Marketing Objectives

The student will:

0431.1.1Define the role of marketing and its importance.

0431.1.2Explain the functions of marketing.

0431.1.3State the marketing concept.

0431.1.4Describe the economic benefits of marketing.

0431.1.5Identify the 4 P’s of the marketing mix.

0431.1.6Illustrate the use of product positioning.

0431.1.7Analyze variables in both the consumer and industrial markets (demographics, geographics, psychographics) that determine the target market.

0431.1.8Construct a customer profile.

Standard 2: Promotion (0431.S.2)

Define Promotion.

Promotion Objectives

The student will:

0431.2.1Explain the role of promotion.

0431.2.2Explain the concept of the promotional mix.

0431.2.3Develop a promotional plan.

0431.2.4Evaluate ethical standards of various promotional media.

0431.2.5Distinguish between personal selling, advertising, publicity, sales promotion and visual merchandising.

Standard 3: Selling as a Promotional Tool (0431.S.3)

Explore Selling as a Promotional Tool.

Selling As a Promotional Tool Objectives

The student will:

0431.3.1Identify the characteristics and benefits of selling.

0431.3.2Explore sales as a career.

0431.3.3Distinguish between the different types of sales positions.

0431.3.4Identify the characteristics of a successful salesperson.

0431.3.5Differentiate between consumer and industrial sales.

0431.3.6Identify the steps in the sales process.

0431.3.7Recognize cultural differences that are encountered in sales.

0431.3.8Write a sales manual.

0431.3.9Conduct a sales presentation.

Standard 4: Know Your Customer (0431.S.4)

Analyze the Importance of Knowing Your Customer.

Know Your Customer Objectives

The student will:

0431.4.1Distinguish between rational and emotional buying motives.

0431.4.2Explain the customer decision-making process.

0431.4.3Differentiate between a consumer and a customer.

0431.4.4Identify various customer personality types.

Standard 5: Product Knowledge (0431.S.5)

Analyze the Importance of Product Knowledge.

Product Knowledge Objectives

The student will:

0431.5.1Identify features and benefits of a product or service.

0431.5.2Demonstrate product/company knowledge needed for effecting selling.

0431.5.3Research sources of product knowledge.

Standard 6: Preapproach Activities (0431.S.6)

Identify Preapproach Activities.

Preapproach Activities Objectives

The student will:

0431.6.1Prepare a prospect list.

0431.6.2Quality the customer for the list.

0431.6.3Identify stock keeping and house keeping activities.

0431.6.4Review sales records concerning the customer.

0431.6.5Prepare sales materials.

Standard 7: Approach Activities (0431.S.7)

Identify Approach Activities.

Approach Activities Objectives

The student will:

0431.7.1Discuss the purpose and importance of the approach.

0431.7.2Identify types of retail approaches.

0431.7.3Identify activities in the industrial approach.

Standard 8: Determine Customer Needs (0431.S.8)

Explain Why Determining Customer Needs is Essential in the Sales Process.

Determine Customer Needs Objectives

The student will:

0431.8.1Describe methods used for determining customer needs.

0431.8.2Discuss various questioning techniques.

0431.8.3Consider the importance of nonverbal communication.

0431.8.4Explain the necessity of effective listening.

Standard 9: Demonstration/Presentation (0431.S.9)

Identify Characteristics of a Demonstration/Presentation.

Demonstration/Presentation Objectives

The student will:

0431.9.1Demonstrate how selling points are used in the demonstration/presentation.

0431.9.2Explain how products are selected for the demonstration/presentation.

0431.9.3Identify products to present to customer.

0431.9.4Display the product for customer consideration.

0431.9.5Involve the customer in the demonstration/presentation.

0431.9.6Prepare sales aids.

0431.9.7Utilize proper vocabulary to demonstrate product.

0431.9.8Evaluate customer feedback.

Standard10: Handling Customer Objections and Questions (0431.S.10)

Identify Methods to Handle Objections and Questions.

Objections and Questions Objectives

The student will:

0431.10.1Explain the difference between an excuse and an objection.

0431.10.2Prepare an objection and analysis sheet.

0431.10.3Identify common sources of objections.

0431.10.4Explain the process of handling objections.

0431.10.5Identify specialized methods of handling objections.

0431.10.6Give examples of open ended and closed ended questions.

Standard11: Closing the Sale (0431.S.11)

Identify Techniques for Closing a Sale.

Closing the Sale Objectives

The student will:

0431.11.1List buying signals that a customer sends.

0431.11.2Explain the general rules for closing a sale.

0431.11.3Describe specialized methods of closing the sale.

0431.11.4Recognize the importance of closing the sale.

0431.11.5Evaluate the reasons for failing to close a sale.

0431.11.6Demonstrate methods of closing a sale.

Standard12: Suggestion Selling (0431.S.12)

Identify the Importance of Suggestion Selling.

Suggestion Selling Objectives

The student will:

0431.12.1Identify the benefits of suggestion selling.

0431.12.2Explain the rules of suggestion selling.

0431.12.3Demonstrate methods of suggestion selling.

Standard13: Follow-Up Activities (0431.S.13)

Identify Follow-Up Activities.

Follow-Up Activities Objectives

The student will:

0431.13.1Define the importance of relationship marketing.

0431.13.2Summarize the importance of after-sale activities.

0431.13.3Send thank you letters.

0431.13.4Process payments.

0431.13.5Identify sources of customer support.

Standard14: Selling Math Activities (0431.S.14)

Perform Selling Math Activities.

Selling Math Activities Objectives

The student will:

0431.14.1Perform procedures associated with the handling of cash, credit cards, and checks (e.g. making change, preparing and closing cash drawers, correcting register errors).

0431.14.2Describe the arrangement of currency and coins in a cash register.

0431.14.3State the rules for safeguarding money in the cash register.

0431.14.4Operate a calculator to calculate tax, discounts and net sales.

0431.14.5Process exchanges, returns, allowances, layaways and other types of sales transactions.

0431.14.6Prepare a purchase order and invoice.

0431.14.7Calculate shipping costs.

0431.14.8Identify methods of fraud protection.

Standard15: Sales Management (0431.S.15)

Identify Sales Management Activities.

Sales Management Activities Objectives

The student will:

0431.15.1Track sales figures.

0431.15.2Prepare a sales report.

0431.15.3Identify techniques for motivating employees.

0431.15.4Prepare sales goals.