Lakeshore Technical College Open Education
Selling Principles- Syllabus
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Description
This course prepares the student to use the steps of the selling process to perform sales presentations.
Textbooks
Charles M. Futrell. Fundamentals of Selling. McGraw-Hill. 2008. Edition: 10th Edition. Unit Price: $68 electronic. Pages: 649. ISBN: 0-07-340469-1. Source: McGraw-Hill Publishing Company.
Core Abilities
- 1. Demonstrate critical thinking
- 3. Communicate effectively
- 5. Work cooperatively
- 6. Apply learning
- 7. Respect diversity
- 8. Integrate technology
Competencies
- Analyze personal selling activities and sales management activities
- Assess the legal and ethical factors associated with products and services
- Acquire product knowledge
- Develop a list of prospects
- Plan the sales strategy presentation
- Prepare the presentation
- Interpret buyer objections
- Devise the close
- Develop customer relationships
- Manipulate information in the selling presentation
