Northeast Wisconsin Technical College
10-104-101 020583 Selling Principles
Outline of Instruction
|10-104-101 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.|
Prior Learning Assessments
Formulate effective buyer-seller relationships
Relate today's personal selling to the marketing concept.
Discover opportunities for applying personal selling
Gather adequate product information for a successful sales presentation.
Predict buyer behavior on the basis of motivation
Suggest appropriate sources for building a prospect list.
Deduce the importance of careful preparation for the sales presentation
Initiate the sales presentation with an effective approach
Identify customer needs, wants and desires through a consultative sales presentation.
Relate merchandise benefits to customer needs in a sales demonstration
Use effective techniques in negotiating buyer resistance
Apply closing skills in a sales presentation.
Recognize customer service as a component in long-term selling relationships.