| 1.
|
Summarize the personal characteristics that contribute to excellent
sales performance and identify opportunities in a selling career. (I,
VI)
|
| 2.
|
Describe the character of the market place. (II)
|
| 3.
|
Describe the functions of the marketing process and sales management
as they relate to the successful operations of an organization. (III)
|
| 4.
|
Explain why individuals in selling should develop skills in
communication and perception. (IV)
|
| 5.
|
Demonstrate how customers, company, product and/or service, competitor
and marketplace information can facilitate the selling process. (IV-V)
|
| 6.
|
Relate the preapproach activities to the function of prospecting and
qualifying. (V)
|
| 7.
|
Identify the favorable conditions that are important in approaching
buyers in the U.S. and internationally. (V)
|
| 8.
|
Develop and present an effective sales presentation, by utilizing the
major characteristics of a well-planned presentation. (V)
|
| 9.
|
List and describe the major techniques for negotiating and overcoming
objections. (V)
|
| 10.
|
Describe the various types of buying signals that suggest it's time
for trial close or close. (V)
|
| 11.
|
Identify the major types of follow-up and customer-service activities.
(V)
|
| 12.
|
Explain the importance of maintaining or developing trust in yourself
and your customers and relate to the current emphasis on long-term
business relationships. (VI)
|
|