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PERSONAL SELLING
MKA 2021
CATALOG DESCRIPTION
MKA 2021 Personal Selling (3)(A.A.S./A.S.). Three hours per week. This course focuses on
the fundamentals underlying the modern idea of the role of personal selling in society; the
requirements to prepare for a career in selling; an analysis of the selling process and its use
through case study application; and attitudes and ethics of a salesperson. Sales organization
and operation are studied at the introductory level to round out the course. (Spring)
PERFORMANCE OBJECTIVES
Upon successful completion of this course, the student should be able to:
1.
Describe the relationship of personal selling to the American economic system.
2.
Describe how personal selling fits into the marketing area.
3.
Identify the four broad conceptual areas that make up the selling process model.
4.
Describe the impact of self-image or success in the field of selling.
5.
Describe how communication style bias influences inter-personal relations.
6.
Describe the way nonverbal communication influences the image we project.
7.
Describe how knowledge of competition improves personal selling effectiveness.
8.
Identify the most important kinds of product knowledge that should be acquired by
sales people.
9.
Identify the factors that influence people to make buying decisions.
10.
Identify the basic steps of the preapproach.
11.
Describe the process of planning and prospecting.
12.
Demonstrate the steps in the sales presentation.
13.
Develop strategies for handling sales resistance.
14.
Demonstrate the process of closing a sale.
15.
Describe the importance of follow-up after the sale.
Date of last revision: 02/07/02
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