P Personal Selling
BA 155
Johnathan, Mike, Heidi, Brad, Brandon, Ashley, Adrienne, Steph, &
Mark.
Rachel and Cory not pictured (out on selling assignment).
The professional selling process which involves a series of interrelated activities is introduced. Emphasis is placed on planning and delivery of sales presentations. The six selling steps are examined- prospecting, qualifying, presenting, answering objections, closing, and the after-sale service. Students demonstrate effective sales techniques through simulation and role playing.
Chapter One: Its a
Great Life
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Chapter Two: The Ever-Changing
Personal Selling Environment
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Chapter Three: Prospecting and
Qualifying
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Chapter
Four: Planning the Sales Call
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Chapter
Five: The Sales Presentation
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Chapter Six: Negotiating Sales
Resistance
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Chapter Seven: Confirming and
Closing the Sale
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Chapter Eight: Following Up -
Keeping Customers Satisfied!
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Chapter Eleven:
Communicating with Diverse Customers
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Chapter Twelve: Managing Your Time and
Territory
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Chapter Thirteen: Ethical and Legal
Considerations in Personal Selling
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