Northeast Wisconsin Technical College
10-104-101 020583 Selling Principles
Outline of Instruction

Course Information
Description10-104-101 SELLING PRINCIPLES ...selling as a career; success factors in selling; personality development; product knowledge; and the sales process involving preparation, approach, presentation-demonstration, handling objections, and closing the sale successfully.
Total Credits3
Prior Learning Assessments
None
Course Competencies
  1. Formulate effective buyer-seller relationships
  2. Relate today's personal selling to the marketing concept.
  3. Gather adequate product information for a successful sales presentation.
  4. Deduce the importance of careful preparation for the sales presentation
  5. Initiate the sales presentation with an effective approach
  6. Identify customer needs, wants and desires through a consultative sales presentation.
  7. Relate merchandise benefits to customer needs in a sales demonstration
  8. Use effective techniques in negotiating buyer resistance
  9. Apply closing skills in a sales presentation.
  10. Recognize customer service as a component in long-term selling relationships.