Maricopa Community Colleges  MKT277   19946-99999 
Official Course Description: MCCCD Approval: 05/24/94
MKT277 19946-99999 LEC 3 Credit(s) 3 Period(s)
Advanced Sales
Advanced selling and communication techniques. Prerequisites: MKT267 or departmental approval.
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MCCCD Official Course Competencies:
 
MKT277   19946-99999 Advanced Sales
1. List and explain the steps in the selling process. (I)
2. Explain motivation and positive attitude development. (II)
3. Practice proven advanced sales techniques at each stage of the sale. (III)
4. Practice listening, speaking and nonverbal communication skills. (IV)
5. Compose and present a polished sales presentation. (V)
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MCCCD Official Course Outline:
 
MKT277   19946-99999 Advanced Sales
    I. Overview of Advanced Sales
        A. Preapproach product information
        B. Approach
        C. Prospecting
        D. Presentation
        E. Objections
        F. Closing
        G. Follow-up
      II. Motivation and Positive Attitude Development
          A. Motivation
            1. Self-motivation tactics
            2. Prospect motivation tactics
          B. Positive attitude development
            1. Benefits of positive attitude
            2. Identifying attitude
            3. Altering attitude
        III. Advanced Sales Techniques Development
            A. Preapproach
            B. Approach
              1. First impression techniques and drills
              2. Establishing rapport
              3. Determining customer needs
              4. Critical motives
            C. Prospecting
              1. Creating the endless chain drill
              2. Advanced prospecting techniques
            D. Presentation
              1. Conversion of features
              2. Presentation tactics
              3. Involvement techniques
            E. Objections
              1. Steps in handling objection
              2. Objection techniques
            F. Closing
          IV. Communication Skills Development
              A. Listening
              B. Speaking
              C. Non-verbal skills
              D. Telephone applications
            V. Advanced Sales Presentations
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