VIEWS: 3 PAGES: 1 CATEGORY: Sales & Marketing POSTED ON: 8/10/2010
Mainly rely on personal selling salesman subjective dynamic role to play, using various techniques to convince the purpose of sale. Personal selling with marketing than the other more significant because the effect of personal selling is often higher than other forms of marketing. The personal selling in the early development of small and medium enterprises utmost particularly important.
THE AMERICAN BUSINESS SCHOOL PARIS COURSE TITLE : PERSONAL SELLING COURSE NUMBER : MKT 380 CREDITS : 3 PREREQUISITE : MKT 210 ECTS CREDITS : 6 OFFERED : SPRING SEMESTER HOURS : 45 COURSE DESCRIPTION & OBJECTIVES : This course tries to furnish the student with an understanding of all aspects of the selling process from the sales management to the sales force point of view. It summarizes the effect of selling in a market economy and applies theories of buyer motivation. To examine effective selling techniques, you have to understand the company, its products and the selling environment. Students learn to demonstrate a product and/or service. Students learn to develop applications of advertsing and effective sales presentations in the preparation of a complete sales presentation step by step. INSTRUCTIONAL METHODOLOGY : The course is developed through lectures, discussion and group/individual presentations of case studies and role plays. Students are expected to thoroughly read text materials and participate in class discussion. Will be covered in class : - Personal selling & the Marketing Concept ; Factors influencing the relationship - Communication styles ; Acquiring Product Information ; Choosing a product & service - Developing Product-Selling strategies ; Prospecting & opening presentations - Understanding Buyer Behavior ; Developing a Prospect Base - Approaching the Customer ; Securing Desire - Conducting the Sales Demonstration; Negotiating Buyer Resistance - Handling Objections ; Closing & Confirming the Sale - Servicing the Sale; Closing the Sale & Building Customer Relations - Management of the Sales Force ; Management of the Self - Telephone prospecting - Ethical Problems ; Career Opportunities TEXTS : Personal Selling, Anderson, 2nd Edition, Houghton-Mifflin, 2007 EVALUATION : The final grade will be made up of a class participation, articles and case studies handed in, role plays a mid-term test and the final examination.
Pages to are hidden for
"THE AMERICAN BUSINESS SCHOOL PARIS COURSE TITLE _ PERSONAL SELLING "Please download to view full document