Home
0
Home
Use Landscape to see Search/Filter
Item Types:
Field of Study:
Authors:
CPE Hours:
Keyword:
Hide left panel Collapse Menu
Show left panel
Recent Searches
No recent searches found.
Recent Searches
No recent searches found.
Course Details

Sales Management: Products and Services (Course Id 31)

Registry   Add to Cart 
Author : Jae K. Shim, Ph.D., CPA
Status : Production
CPE Credits : 11.0
IRS Credits : 0
Price : $103.95
Passing Score : 70%
Primary Subject-Field Of Study:

Marketing - Management for Course Id 31

Description :

This book is an overview of the role of the sales manager, both at headquarters and in the field, in managing salespeople, personal selling, IT resources, and functions of marketing. The problems of organizing, forecasting, planning, communicating, evaluating, and controlling sales are analyzed. A variety of techniques and pertinent concepts of behavioral science are applied to the management of the sales effort and sales force. Key trends, such as online advertising and social media, affecting sales organizations and sales managers today are highlighted.

Usage Rank : 0
Release : 2012
Version : 1.0
Prerequisites : None.
Experience Level : Overview
Additional Contents : Complete, no additional material needed.
Additional Links :
Advance Preparation : None.
Delivery Method : Self-Study
Intended Participants : Anyone needing Continuing Professional Education (CPE).
Revision Date : 31-Oct-2012
NASBA Course Declaration : Participants must complete the final examination within one year of purchase and with a minimum passing grade of 70% or better to receive CPE credit unless otherwise noted on the Course History page (i.e. California Ethics must score 90% or better). After logging in click on the Course History links on your My Courses page for the Begin date and Expire date for the Final Exam.
Approved Audience :

NASBA Registry - 31

Keywords : Marketing, Sales, Management, Products, Services, cpe, cpa, online course
Learning Objectives :

Chapter 1
SALES MANAGEMENT AND SELLING: ITS DEVELOPMENT AND ROLE IN THE AMERICAN SOCIETY

After reading this chapter you will be able to:
    1. Define “sales management.”
    2. Describe the applications of personal selling.
    3. Discuss the nature and scope of personal selling and sales management in marketing.
    4. Identify the contributions of selling.
    5. Depict some of the new concepts used in selling.
    6. Explain why salesmanship is an art rather than a science.
    7. Elaborate on why salesmanship can be taught and learned.

Chapter 2
THE SALESPERSON'S RESPONSIBILITIES AND QUALIFICATIONS

After reading this chapter you will be able to:
    1. Outline the responsibilities of the buyer.
    2. Explain and give examples of the responsibilities of the company.
    3. Document the qualifications for selling.
    4. Identify the necessary qualifications required by a salesperson.

Chapter 3
SELLING AS A CAREER

After reading this chapter you will be able to:
    1. Explain the rewards of selling.
    2. List the disadvantages of selling.
    3. Identify the types of selling careers available.
    4. Describe professional certification for sales.

Chapter 4
MOTIVATION AND CONSUMER BEHAVIOR

After reading this chapter you will be able to:
    1. Explain the characteristics of motivation.
    2. List the basic kinds of motivation.
    3. Differentiate among the primary, selective and patronage motives.
    4. Identify the factors of product motivation.
    5. Differentiate between positive versus negative motives.
    6. Explain the difference between basic versus acquired wants.
    7. Clarify emotional versus rational motives.
    8. Explain the difficulties in analyzing motives.
    9. Identify the three basic theories of motivation.
    10. Characterize consumer attitudes.
    11. Define consumer behavior in terms of learning processes.
    12. Explain the concept of “dyadic interaction”.

Chapter 5
INFORMATION ON THE COMPANY, THE PRODUCT, COMPETITION, AND ADVERTISING

After reading this chapter you will be able to:
    1. Explain why knowledge of company information is required.
    2. Clarify and demonstrate product information.
    3. Compare information on the competition.
    4. Differentiate between advertising and selling.

Chapter 6
CREDIT, PRICING, AND DISCOUNTS

After reading this chapter you will be able to:
    1. Identify the three “C’s” of credit.
    2. List the different ways price is used.
    3. Describe and give examples of the major laws regulating prices and trade practices.

Chapter 7
THE SELLING PROCESS AND PROSPECTING

After reading this chapter you will be able to:
    1. List the steps involved in the selling process.
    2. Give examples of prospecting methods.
    3. Identify other considerations for effective prospecting.
    4. Outline the guidelines for using the telephone.
    5. Explain the uses of direct-mail selling.

Chapter 8
TYPES OF SALES PRESENTATIONS AND CONSIDERATIONS FOR EFFECTIVE DELIVERY

After reading this chapter you will be able to:
    1. Describe the three basic types of sales presentations.
    2. Explain effective delivery methods.

Chapter 9
OPENING THE SALES INTERVIEW

After reading this chapter you will be able to:
    1. Outline the objectives of the opening.
    2. Explain the importance of attitude and approach in selling.
    3. Identify things to avoid in the opening sales pitch.
    4. Clarify if making an appointment is necessary.
    5. Ascertain first-call obstacles.

Chapter 10
HANDLING OBJECTIONS

After reading this chapter you will be able to:
    1. Identify the common causes for rejection.
    2. Summirize common types of objections.
    3. Devise effective considerations for handling objections.
    4. List and explain several methods for answering objectives.

Chapter 11
CLOSING THE SALE

After reading this chapter you will be able to:
    1. Diagnose the symptoms that create difficulties in closing a sale.
    2. Develop effective closing strategies.
    3. Identify a variety of methods for closing.
    4. Develop and utilize special techniques for closing.

Chapter 12
CUSTOMER RELATIONS

After reading this chapter you will be able to:
    1. Develop good relations with customers.
    2. List and explain the ten ways to lose a sale.

Chapter 13
ETHICS IN SELLING

After reading this chapter you will be able to:
    1. Identify personal and professional standards of behavior.
    2. Discuss the salesperson’s responsibility to the consumer.
    3. Explain the salesperson’s moral responsibility to his/her company.
    4. State the salesperson’s responsibility to his/her competitors.
    5. Elaborate on the salesperson’s responsibility to society and family.
    6. Outline SMEI’s codes of ethics.

Chapter 14
PERSONAL PLANNING AND CONTROL

After reading this chapter you will be able to:
    1. Formulate and establish work goals.
    2. Control and make better use of selling time and energy.
    3. Develop daily plans.
    4. Analyze and control expenses.
    5. Document and implement a system for record keeping.
    6. Critique the use of off-the-job and on-the-job use of time.
    7. Prepare a subjective performance evaluation.
    8. Outline the need and ways to maintain good health.

Chapter 15
RETAIL SELLING

After reading this chapter you will be able to:
    1. Identify and list the processes and purposes of retail selling.
    2. Describe the three types of opening lines used to approach retail customers.
    3. Explain the methods for increasing sales.
    4. Explain the need to know your merchandise.
    5. Discuss the history and development of the stores services and products.
    6. Define and give examples of substitute selling.
    7. Elaborate on the five things to do after a successful sale.
    8. State how to handle different types of customers.
    9. Develop a method to handle more than one customer.
    10. Demonstrate how to handle complaints and returns.

Chapter 16
INDUSTRIAL SELLING

After reading this chapter you will be able to:
    1. Classify the five basic categories of industrial products.
    2. Explain the characteristics of industrial selling.
    3. Describe the industrial salesperson’s requirements and qualifications.
    4. Identify industrial buying practices.
    5. Outline industrial sales presentations.

Chapter 17
SALES MANAGEMENT

After reading this chapter you will be able to:
    1. Differentiate between sales managers and human resources managers.
    2. Define the major responsibilities of the sales manager.
    3. Discuss the role of the sales manager and personal selling.
    4. Implement a sales forecasting system using current methodologies.
    5. Explain the need and benefits of sales quotas.
    6. Detail several plans for salesperson’s compensation.
    7. Explain the four basic methods for paying expenses.
    8. Identify the characteristics of a successful sales manager.

Chapter 18
SELECTION AND TRAINING OF SALESPEOPLE

After reading this chapter you will be able to:
    1. Identify the current methods for selecting sales personnel.
    2. Discuss the two types of personnel interviews.
    3. Develop the effective use of the group interview.
    4. List and identify psychological tests used in the selection process.
    5. Explain the purpose of training.
    6. Recognize the content of a typical training program.
    7. Distinguish among the sources of personnel used for training.
    8. Describe the five methods commonly used to conduct training programs.
    9. Identify mistakes to avoid in training programs.

Chapter 19
THE SALES FORCE OF THE FUTURE

After reading this chapter you will be able to:
    1. Describe the characteristics of the sales manager of the future.
    2. Identify new techniques for sales success.
    3. Detail the activities that can improve the sales force productivity.
    4. List the three steps to incur alpha changes.
    5. Measure sales force productivity utilizing the beta process.
Course Contents :

1.      Sales Management and Selling: Its Development and Role in the American Society 

 

2.      The Salesperson’s Responsibilities and Qualifications 

 

3.      Selling as a Career

 

4.      Motivation and Consumer Behavior 

 

5.      Information on the Company, the Product, Competition, and Advertising

 

6.      Credit, Pricing, and Discounts

 

7.      The Selling Process and Prospecting 

 

8.      Types of Sales Presentations and Considerations for Effective Delivery

 

9.      Opening the Sales Interview 

 

10.  Handling Objections

 

11.  Closing the Sale  

 

12.  Customer Relations

 

13.  Ethics in Selling 

 

14.  Personal Planning and Control

 

15.  Retail Selling

 

16.  Industrial Selling

 

17.  Sales Management

 

18.  Selecting and Training of Salespeople

 

19.  The Sales Force of the Future

 

Glossary

Marketing Course 31 Home: https://www.cpethink.com/marketing-cpa-courses
Thank you for taking one of our free courses. We would like to be able to let you know when we add free courses or have special offers and will never spam you or share your address with anyone. If you are Ok with that please reply with "Ok" or if not please reply "No Thanks". Either way enjoy your free CPE course.
  
Exam completed on .

Do you want to add the course again?