If you do well in this course, you will be able to:

• Explain how sales and marketing management fit into a corporate marketing plan.
• Describe career opportunities and the benefits of personal selling.
  Define industry “Best Practices” required in the selling process of a product, service or idea.
• Develop a successful sales strategy to meet specific client needs and stay on target to achieve planned sales goals.
  Exhibit appropriate communication skills during presentations, negotiations and closings.
• Identify sound client prospecting skills and problem-solving techniques to locate and analyze potential buyers.
• Analyze why a given selling technique or sales presentation is applicable in a particular sales interaction.
• Explain team selling and the importance of working as a team member to meet and support client needs.
• Evaluate use of the Internet and other resources to expand market opportunities and to track competitive activities within the industry.
• Show sales leadership through knowledge of sales management skills and be able to create and manage a sales force.
• Explain the legal and ethical factors that apply to the sales process.
• Illustrate an understanding of the selling process through a sales presentation.