This course is an overview of the role of the sales manager, both at headquarters and in the field. The course covers managing salespeople, as well as person selling, resources, and the functions of marketing. Problems such as organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. Finally, a variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force.
• Describe the applications of personal selling.
• Discuss the nature and scope of personal selling and sales management in marketing.
• Identify the contributions of selling
• Depict some of the new concepts used in selling.
• Explain why salesmanship is an art rather than a science.
• Elaborate on why salesmanship can be taught and learned.
• Outline the responsibilities and motives of the buyer.
• Identify the three C’s of credit.
• Describe the three basic types of sales presentations.
• Chapter 1: Selling: Its development and role in the American society
• Chapter 2: The Salesperson’s Responsibilities and Qualifications
• Chapter 3: Selling as a Career
• Chapter 4: Motivation and Consumer Behavior
• Chapter 5: Information on the Company, Product, Competition, and Advertising
• Chapter 6: Credit, Pricing, and Discounts
• Chapter 7: The Selling Process and Prospecting
• Chapter 8: Types of Sales Presentations and Considerations for Effective Delivery
• Chapter 9: Opening the Sales Interview
• Chapter 10: Handling Objections
• Chapter 11: Closing the Sale
• Chapter 12: Customer Relations
• Chapter 13: Ethics in Selling
• Chapter 14: Personal Planning and Control
• Chapter 15: Retail Selling
• Chapter 16: Industrial Selling
• Chapter 17: Sales Management
• Chapter 18: Selecting and Training of Salespeople
• Chapter 19: The Sales Force of the Future
Please see the state requirements section on the course catalog page.
This course has been approved for 12 hours.
The student will be required to pass the final exam with a 70% in order to receive course credit
Upon successful completion of this course, the student will be able to print their certificate online.
ABOUT THE SUBJECT MATTER EXPERT:
Dr. Jae K. Shim is Professor of Business at California State University, Long Beach,
California. Dr. Shim received his MBA and Ph.D. degrees from the University of California at Berkeley (Haas School of Business.) He has co-authored over 50 professional business books and has been a consultant to commercial and nonprofit organizations for over 30 years.