Marketing Design
MKTC1200: Professional Sales
The Marketing Design Program at DCTC offers a great experience for students in the MKTC1200 Professional Sales course. The course allows students to meet with professionals working in the sales field to better understand the selling process. These sales professionals meet with the students in either information interviews or through job shadowing experiences. These types of connections allow the students to better understand sales professionals' various selling styles. The students also have the opportunity to ask advice about their future sales careers.
We invite sales professionals to contact Carie.Statz@dctc.edu if they are interested in participating as a mentor to students.
Course Description
Course examines the knowledge and skills required of an effective salesperson. Students will examine methods of identifying prospects, securing appointments, pre-approach planning, gaining attention and interest, understanding prospects' wants and needs, obtaining agreement of concerns and solutions, showcasing product benefits, handling sales resistance, identifying and responding to buying signals, sale-closing techniques, post-call analysis and customer retention techniques.
Course Goals
The following list of course goals will be addressed in the course. These goals are directly related to the performance objectives.
- Gain knowledge from sales professionals in the field.
- Explain methods to evaluate sales efficiency
- Understand target customers
- Explain ethical considerations when negotiating
- Define inbound/outbound calls
- Define telemarketing objectives
- Capture customer attention/interest
- Explain the use of promotions
- Respond to buying signals
- Anticipate customer needs and wants
- Showcase your product or service
- Confirm communication message
- Develop customer retention strategies
- Define method of approach
- Determine customer solvency
- Critique your sales techniques
- Explain how to obtain referrals
- Explain a "warm call"
- Explain salesperson compensation programs
- Utilize observation skills
- Plan several types of sales contacts
- Use verbal visualization
- Clarify objections
- Prepare statistical facts/figures
- Write sales proposals
- Determine negotiation strategies
- Explain the value of demographic information
- Evaluate expenses incurred in sales
- Share best practices
- Prepare displays for sales shows/expos
- Communicate sales orders to internal customers
- Do cost benefit analysis
- Explain competitive bid process
- Differentiate between profit and non-profit customers/prospects
- Identify presentation team members
- Track progress
- Record activity
- Explain when follow-up is appropriate
- Evaluate discounting principles
- Turn a no into a yes
- Conversational control techniques
- Show them the benefits
- Understand the current laws pertaining to a sales career
- Compare and contrast your competition
- Create a proposal
- Job shadow sales professionals
- Identify Time Management Tactics
- Identify how new technology aids in the sales process
