Overview of Promotion - Sales Techniques

Components of Promotion - Sales Techniques

 

In this course you will need to:

•     read the content in each of the four sections

•     complete Assignments and/or Projects at the end of each section.

•     complete the final project.

There is no time limit attached to these assignments/projects.  You are able to work through them at your own pace, accessing any of the course material while completing them.  Remember to save your work after each question, however do not submit your assignment until after you have entirely completed all of it. 

 

Once you have completed all of the assignments, you are ready to move on to the final /projects.



Concepts and Specific Outcomes

Specific Outcomes

The Salesperson

The student will:

  1. define selling and discuss the role of the salesperson

  2. discuss the effect of ethical and legal considerations on the role of the
    salesperson

  3. identify personality traits that are needed by salespeople and indicate
    their importance

  4. describe how sales support activities link to success in sales

  5. list characteristics that customers expect to find in a salesperson; their
    importance and effect

Achieving Customer Satisfaction

The student will:

  1. describe motivators for why people buy

  2. describe different customer types

  3. describe what produces satisfaction when making a personal purchase
    including evaluating alternatives, purchasing, and re-evaluating the
    purchase

Steps of a Sale

The student will:

  1. explain what is required in a successful sales presentation

  2. describe how a salesperson prepares for the customer including motives and product information

  3. research and analyze information related to prospective customers and product information

  4. explain how the welcome statement can help get attention and establish customer rapport

  5. practice and demonstrate using different approaches for a variety of situations: social, service, merchandising

  6. explain the effectiveness and timing used to identify the customer's needs and wants

  7. develop a series of questions to determine the customer's needs

  8. describe the importance of determining the type of customer and tailoring the sales presentation to encourage the customer

  9. explain how the salesperson can recognize buying signals

  10. suggest possible sales activities/responses for customer personality types

  11. describe the use of sensory appeal in sales demonstrations and its effectiveness

  12. identify other techniques that are user by salespersons to encourage customers

  13. identify and lists at least ten unique selling points for a product

  14. turn product features or USPs into customer benefits

  15. explain how a salesperson can counteract customer excuses and objections

  16. describe possible techniques for answering objections and how to use as an answering method

  17. prepare a variety of customer objections and describe how to overcome them

  18. describe how a natural close can be achieved

  19. describe the conditions under which a salesperson determines the appropriate time to close a sale

  20. explain the purpose of the trial close and how to include it in the sales discussion

  21. identify a variety of closing techniques and when to use each

  22. describe lost sales, errors in closing a sale and preparing for the next sale

  23. identify the techniques to support more sales now and in the future

  24. demonstrate the mechanics of closing: ringing in the sale, wrapping/bagging merchandise, taking leave

BIT stands for Business, Administration, Finance and Information, and Technology. BIT courses are a part of a group that represents occupations related to those areas listed above. These areas have a number of broad industry commonalities and are aligned with the National Occupational Classification. The CTS program as defined by Alberta Education consists of five clusters. Management and Marketing courses all fit under the BIT Cluster. Participating in Management and Marketing courses will help you learn knowledge, skills and attitudes related to careers in the above areas.

The focus of the BIT Cluster is for students to develop and apply important knowledge, skills and attitudes as they can implement efficient systems and strategies of management and marketing and use electronic technologies to collect, structure, manipulate, retrieve and communicate information with individual, family, workplace, community and global contexts.

The management and marketing courses housed in the BIT cluster are part of a specialized skills pathway. [Alberta Education, Program Organization, CTS, 2009] If you would like more information about the management and marketing courses fit into specific occupational pathways, please visit the Alberta Education website at www.education.gov.ab.ca .