Maricopa Community Colleges  MKT277   19916-19945 
Official Course Description: MCCCD Approval: 03/26/91
MKT277 19916-19945 LEC 3 Credit(s) 3 Period(s)
Advanced Sales
Implementation of advanced selling and communications techniques. Prerequisites: MKT267.
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MCCCD Official Course Competencies:
 
MKT277   19916-19945 Advanced Sales
1. Explain the process of marketing, define personal setting, explain the relationship of the process of marketing to the personal setting, and describe the advantages and disadvantages of a career in selling. (I)
2. Describe the steps in the selling process. (II)
3. Develop a personal time management system including goal setting, priority establishment of goals, steps to acheive goals, evaluation and revision of goals; and develop a territory management system including follow-up procedures, intensive versus extensive selling, account management, and sales call routing. (III)
4. Discuss the factors concerning the supervision of a sales force including planning, organizing, staffing, directing, and controlling. (IV)
5. Explain motivation and positive attitude development. (V)
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MCCCD Official Course Outline:
 
MKT277   19916-19945 Advanced Sales
    I. An Overview of Selling Principles
        A. Process of marketing
        B. Definition of personal setting
        C. Relationship of the process of marketing to the personal setting
        D. Advantages and disadvantages of a career in selling
      II. The Selling Process
          A. Product information
          B. Prospecting
          C. Pre-approach
          D. Openings
          E. Demonstrations
          F. Objections
          G. Closing
        III. Time and Territory Management
            A. Personal time management techniques
              1. Goal setting
              2. Priority establishment of goals
              3. Steps to achieve goals
              4. Evaluation and revision of goals
            B. Territory management
              1. Follow-up procedures
              2. Intensive versus extensive selling
              3. Account management
              4. Sales call routing
          IV. Sales and Supervisory Management
              A. Planning
              B. Organizing
              C. Staffing
              D. Directing
              E. Controlling
            V. Motivation and Positive Attitude Development
                A. Motivation
                  1. Self motivation
                  2. Subordinate motivation
                B. Positive attitude development
              IV. The Management Process and Sales
                  A. Functions of management
                  B. Interrelation between management and sales
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