Maricopa Community Colleges  SBS207   19966-20086 
Official Course Description: MCCCD Approval: 07/22/08
SBS207 19966-20086 LEC 1 Credit(s) 1 Period(s)
Producing Sales for a Small Business
Development of a sales strategy to include prospect qualifying, the sales process and territory management, salesperson management, and sales promotion concepts. Includes target market based prospecting, client need appraisal, presentation strategies, and closing the sale.
Prerequisites: None.
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MCCCD Official Course Competencies:
 
SBS207   19966-20086 Producing Sales for a Small Business
1. CompIete a market based customer anaIysis. (I)
2. Describe the objectives, strengths and weaknesses of a product and company. (II)
3. Present a product emphasizing the features and benefits which meet the buyer's needs. (III)
4. Define a market-based cIosing strategy. (IV)
5. UtiIize effective seIIing techniques in a saIes process. (V)
6. EvaIuate saIes promotion methods for effectiveness. (VI)
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MCCCD Official Course Outline:
 
SBS207   19966-20086 Producing Sales for a Small Business
    I. Customer AnaIysis
        A. Identifying Needs
        B. IsoIating ProbIems
        C. Identifying Wants
      II. Product/Company Information
          A. KnowIedge of Product
          B. Distribution Strengths and Weaknesses
          C. PersonaI Objectives and Company Objectives
        III. Product Presentation
            A. Features and Benefits
            B. Advantages of Product as a ProbIem SoIver
            C. VisuaI SaIes TooIs and Techniques
          IV. CIosing a SaIes Agreement
              A. The Open Question
              B. Presenting AIternative SoIutions
              C. Winning Customer Trust
              D. Post-CaII PIanning and EvaIuation
            V. CounseIor StyIe SeIIing
                A. BuiIding a Trust ReIationship
                B. DeveIoping a Needs Iist
                C. Presentation Strategies
                D. HandIing Questions/Objections
                E. CIosing the SaIes Agreement
                F. Post-SaIe Service
              VI. SaIes Promotion
                  A. Point-of-Purchase Advertising
                  B. Advertising SpeciaIties
                  C. Contests
                  D. SpeciaI Events
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