|Author :||Jae K. Shim, Ph.D., CPA|
|CPE Credits :||11.0|
|IRS Credits :||0|
|Passing Score :||70%|
|Primary Subject-Field Of Study:||
Marketing - Marketing for Course Id 31
The book for this sales management course provides 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|
|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 :||
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.
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.
2. List the disadvantages of selling.
3. Identify the types of selling careers available.
4. Describe professional certification for sales.
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”.
2. Clarify and demonstrate product information.
3. Compare information on the competition.
4. Differentiate between advertising and selling.
2. List the different ways price is used.
3. Describe and give examples of the major laws regulating prices and trade practices.
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.
2. Explain effective delivery methods.
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.
2. Summirize common types of objections.
3. Devise effective considerations for handling objections.
4. List and explain several methods for answering objectives.
2. Develop effective closing strategies.
3. Identify a variety of methods for closing.
4. Develop and utilize special techniques for closing.
2. List and explain the ten ways to lose a sale.
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.
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.
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.
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.
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.
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.
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
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