Course Number and Title:
MKT 219 Sales & Sales Management
Campus Location
- Dover
- Georgetown
- Wilmington
Prerequisites
Prerequisite: BUS 101 or ENT 101
Course Credits and Hours
3 credit(s)
3 lecture hours/week
0 lab hours/week
Course Description
This course applies the principles of sales, including prospecting, identifying customer wants, needs, and buying motives. This course also examines creating effective sales presentations, handling buyer resistance, closing the sale, providing after sales support, and managing a sales force.
Core Course Performance Objectives (CCPOs)
- Explain personal selling and its impact on the global economy. (CCC 1, 2, 5; PGC 2, 6, 7; MKT 1, 2, 3, 7)
- Evaluate the importance of building long-term customer relationships. (CCC 1, 2, 4, 5; PGC 1, 2; MKT 1, 2, 3, 7)
- Demonstrate effective product selling strategies.(CCC 1, 2, 3, 4, 5, 6; PGC 1, 2, 5, 6, 7; MKT 1, 2, 3, 7)
- Discuss the importance of customer prospect lists.(CCC 1, 2, 4, 5; PGC 2, 5, 6, 7; MKT 1, 2, 3, 7)
- Develop an effective sales presentation. (CCC 1, 2, 5; PGC 2, 4, 6, 7; MKT 1, 2, 3, 7)
- Apply various negotiation strategies focused on win-win outcomes. (CCC 1, 2, 3, 4, 5, 6; PGC 1, 2, 5, 6, 7; MKT 1, 2, 3, 7)
- Evaluate the importance of sales ethics. (CCC 1, 2, 4; PGC 1, 3; MKT 1, 2, 3, 7)
- Explain the role of sales management to plan, organize, lead, and control the selling process. (CCC 1, 2, 4, 5, 6; PGC 1, 2, 4, 6, 7; MKT 1, 2, 3, 7)
See Core Curriculum Competencies and Program Graduate Competencies at the end of the syllabus. CCPOs are linked to every competency they develop.
Measurable Performance Objectives (MPOs)
Upon completion of this course, the student will:
- Explain personal selling and its impact on the global economy.
- Describe the contributions of personal selling to the global economy.
- Discuss personal selling as an extension of the marketing mix.
- Define consultative and transactional selling.
- Explain how the personal selling process includes collaborating with other departments within the organization.
- Describe characteristics of the personal selling career and work environment.
- Evaluate the importance of building long-term customer relationships.
- Explain the importance of developing a win-win relationship strategy.
- Consider key groups with whom the salesperson needs to develop relationship strategies.
- Discuss personal characteristics and behaviors needed to develop long-term selling relationships.
- Assess major factors that shape a salesperson’s image.
- Demonstrate conversational strategies.
- Describe self-management and time management strategies.
- Explain the purpose of a records management system.
- Demonstrate effective product selling strategies.
- Articulate reasons why product knowledge is beneficial to salespeople and to the customer.
- Explain the importance of developing a product strategy including a consideration of the competition and product differentiation.
- Describe a value-added positioning strategy.
- Describe how product features translate into buyer benefits.
- Discuss aspects and influences of customer’s behavior and motives.
- Discuss commonly accepted buying decision theories.
- Describe the major communication styles and models.
- Explain how to identify the preferred communication style of your customer and why style flexing is so important.
- Discuss the importance of customer prospect lists.
- Discuss the importance of a prospect base.
- Discuss various sources of prospects and criteria for qualifying prospects.
- Describe the steps in developing a prospecting and sales forecasting plan.
- Develop an effective sales presentation.
- Describe the role of objectives in developing the presale presentation plan.
- Discuss the basic steps of the pre-approach.
- Differentiate between a canned and a planned presentation strategy.
- Discuss individual, team, and group presentation strategies.
- Explain the purpose of informative, persuasive, and reminder presentations.
- Demonstrate the use of questions and effective listening to determine the prospect’s needs.
- Practice three types of need-satisfaction presentation strategies.
- Discuss various advantages of a properly planned sales demonstration.
- Demonstrate how selling tools can strengthen the sales presentation.
- Apply various negotiation strategies focused on win-win outcomes.
- Describe common types of buyer resistance.
- Apply general strategies and specific methods for negotiating buyer resistance.
- Explain how to recognize closing clues.
- Employ various methods of closing the sale.
- Discuss the importance of servicing the sale.
- Discuss various customer service activities.
- Explain how customer service can stimulate repeat business and referrals.
- Demonstrate how to deal with objections effectively.
- Evaluate the importance of sales ethics.
- Discuss the importance of appropriate ethical standards between a company and its customers.
- Consider the factors that influence the ethical conduct of a sales force.
- Compare and contrast legal and ethical standards.
- Describe how role models influence the ethical conduct of sales personnel.
- Discuss the influence of company policies and practices on the ethical conduct of salespeople.
- Explain the role of sales management to plan, organize, lead, and control the selling process.
- Describe how leadership skills can be applied to sales management.
- Discuss how salespeople are recruited and selected.
- Explain the importance of new sales force member orientation and training.
- Describe sale compensation plans.
- Discuss various criteria used to assess sales force productivity.
Evaluation Criteria/Policies
The grade will be determined using the Delaware Tech grading system:
| 90-100 |
= |
A |
| 80-89 |
= |
B |
| 70-79 |
= |
C |
| 0-69 |
= |
F |
Students should refer to the
Catalog/Student Handbook for information on the Academic Standing Policy, the Academic Integrity Policy, Student Rights and Responsibilities, and other policies relevant to their academic progress.
Final Course Grade
Calculated using the following weighted average
|
Evaluation Measure
|
Percentage of final grade
|
|
4-6 Exams (summative) (equally weighted)
|
50%
|
|
Sales Presentation (summative)
|
25%
|
|
Formative Assessments (Activities/Discussion Boards/Article Summaries/homework exercises)
|
25%
|
|
TOTAL
|
100%
|
Program Graduate Competencies (PGCs are the competencies every graduate will develop specific to his or her major)
- Integrate professional, ethical and legal standards into business practice.
- Employ the various theories of management and marketing in a business.
- Develop integrated sales presentations.
- Utilize graphic design elements to develop professional hard-copy and electronic marketing/advertising materials.
- Apply e-Marketing techniques to create a competitive presence.
- Analyze the marketing strategic planning process of an organization.
- Evaluate the actions taken to acquire and retain customers.
Core Curriculum Competencies (CCCs are the competencies every graduate will develop)
- Apply clear and effective communication skills.
- Use critical thinking to solve problems.
- Collaborate to achieve a common goal.
- Demonstrate professional and ethical conduct.
- Use information literacy for effective vocational and/or academic research.
- Apply quantitative reasoning and/or scientific inquiry to solve practical problems.
Students in Need of Accommodations Due to a Disability
We value all individuals and provide an inclusive environment that fosters equity and student success. The College is committed to providing reasonable accommodations for students with disabilities. Students are encouraged to schedule an appointment with the campus Disabilities Support Counselor to request an accommodation needed due to a disability. The College's policy on accommodations for persons with disabilities can be found in the College's Guide to Requesting Academic Accommodations and/or Auxiliary Aids Students may also access the Guide and contact information for Disabilities Support Counselors through the Student Resources web page under Disabilities Support Services, or visit the campus Advising Center.