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
Course Competencies
  1. Formulate effective buyer-seller relationships
  2. Relate today's personal selling to the marketing concept.
  3. Discover opportunities for applying personal selling
  4. Gather adequate product information for a successful sales presentation.
  5. Predict buyer behavior on the basis of motivation
  6. Suggest appropriate sources for building a prospect list.
  7. Deduce the importance of careful preparation for the sales presentation
  8. Initiate the sales presentation with an effective approach
  9. Identify customer needs, wants and desires through a consultative sales presentation.
  10. Relate merchandise benefits to customer needs in a sales demonstration
  11. Use effective techniques in negotiating buyer resistance
  12. Apply closing skills in a sales presentation.
  13. Recognize customer service as a component in long-term selling relationships.