Date: June 20, 2012
Course Design Template
MKT131: Personal Selling
1
MKT131
Student Learning Outcomes, Enabling Objectives, Big Ideas, and Essential Questions:
1. Create and deliver an effective sales presentation.
a. Demonstrate the steps of the selling process.
b. Distinguish a competitive advantage using market information.
c. Critique a sales presentation.
d. Select appropriate technology to function as selling tools.
e. Review the evolution of sales and the development of the current selling process.
f. Explain the features, advantages, and benefits of a product or service as part of a sales presentation.
2. Evaluate how to address the target market’s needs and objections.
a. Analyze different customer types.
b. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships.
c. Distinguish between internal and external stakeholders.
d. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling
environments.
e. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you
notes, etc.
f. Explain the sales model as it relates to stakeholders on a global scale.
3. Model professional and ethical behaviors in business situations.
a. Investigate sales careers and working environments.
b. Examine the legal and administrative aspects of sales.
c. Prepare sales agreements and purchase orders.
4. Explore the value of networking and customer relationship management.
a. Construct an ongoing reference bank of business professionals.
b. Interact with a business professional in sales marketing.
Big Ideas




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
1.
2.
3.
4.
5.
6.
7.
How does sales impact internal and external stakeholders?
What does it mean to be a sales professional?
How does technology impact sales?
Why is effective communication a critical sales skill?
Who is a customer and what are their motivations?
What is the role of sales in the strategic marketing process?
How does the selling process work?
2
MKT131
The Learning Plan
Assignment Link: Students will be required to use the assignment link in Blackboard for submitting all major assignments. Instructions for using the
Assignment Link for students are located in the Blackboard course. Instructors will find links to tutorials on Blackboard features they will use in the class in
their Instructor Resources folder in Blackboard.
Instructional Strategies: The following strategies may be used each week during the course.



Lecture/Discussion: Direct instructional strategy, lecture. Learning cycle: Introduction and motivation. Lecture should focus on the big ideas,
essential questions, SLOs and EOs for the week. This should grab the students' attention and get them interested and motivated to learn.
Big Ideas & Essential Questions of the Week Discussion: Required activity. Learning cycle: Introduction. Indirect and direct instructional
strategies, discussion. Use pair and share, small group or whole class discussion. Ask students to not look up the answers, this is about what they
currently know. This is an activity to introduce them to the Big Ideas and Essential Questions for the course. Let students know that these are the
essence of this course and they will be investigating them throughout the course. At the end of the course, they should be asked these same
questions again and allowed to compare their answers.
Weekly Reflective Learning Discussion: Direct and indirect instructional strategy, reflection and discussion. Learning cycle: reflection. After each
week is complete, have students discuss what they learned. Use pair and share or whole class discussion. The purpose is for students to re-visit
the learning that took place over the week. This helps students to understand their own learning, reinforces the big ideas and essential questions,
SLOs and EOs for the week. The discussion should focus on the following statements and questions: As a result of this week I... Know more
about... Understand better about... Am more skilled at... Have questions about... Need to know more about... Will apply…... What understandings
have you gained? What did you learn about the big ideas and essential questions for this week? Can also use this as a one minute reflection that is
written.
3
MKT131
WEEK ONE
SLOs & EOs
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
b. Distinguish a competitive
advantage using market
information.
c. Critique a sales presentation.
d. Select appropriate technology
to function as selling tools.
e. Review the evolution of sales
and the development of the
current selling process.
f. Explain the features,
advantages, and benefits of a
product or service as part of a
sales presentation.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
b. Differentiate business to
business (B2B) and business to
consumer (B2C) selling and
relationships.
c. Distinguish between internal
and external stakeholders.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
4
MKT131
Assessments
Personal Selling Project
Due: Throughout course, Final Presentation: Week Nine
Total Project Points: 500
Students will be working on their Personal Selling Project throughout the course. Students will
complete Presentation One this week in class, and should introduce themselves to fellow students.
(SLOs 1, 2, 3, EOs 1a, 1b, 1c, 1d, 1e, 1f, 2a, 2b, 2d, 2e, 3c)
Sales Careers Interview
Due: Week Eight (Progress report due Week Five)
Points: 100
Contact at least two local business professionals to interview. These business professionals
should work for different businesses or in different areas of sales/marketing. Take down their name
and contact information for an ongoing reference bank, and set up a date and time to interview
them about their work in sales, and submit this information to your instructor by Week Five. Ask
the following questions, and any others you can think of that relates to their careers:
 How did you get into sales?
 What do you do in your position as ___________?
 Tell me about your working environment.
 What role do networking and communication have in your work?
 What do you find most helpful in managing your relationships with customers?
 What does it mean to you to be a sales professional?
Approach these business professionals with the same professional attitude that you would maintain
with customers, and make sure to send a thank-you note after the interview. Compile the
responses and write a brief follow-up reflection piece on what you learned from these two business
professionals. Submit your interview responses and reflection to your instructor in Week Eight, and
use the Sales Careers Interview Rubric as a guide for your assignment.
(SLO 4, EOs 2e, 3a, 4a, 4b)
Learning Experiences
Reading Assignment
e. Utilize sales aids in
corresponding with customers,
such as proposals, follow-up
letters, thank you notes, etc.
f. Explain the sales model as it
relates to stakeholders on a
global scale.
3. Model professional and ethical
behaviors in business situations.
a. Investigate sales careers and
working environments.
b. Examine the legal and
administrative aspects of sales.
c. Prepare sales agreements and
purchase orders.
4. Explore the value of networking and
customer relationship management.
a. Construct an ongoing reference
bank of business professionals.
b. Interact with a business
professional in sales marketing.
BIG IDEAS
 Understanding your Customer
 Professionalism
 Strategic Selling Process
 Communication
Essential Questions
1. How does sales impact internal and
external stakeholders?
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
5
MKT131
Personal Selling Project
The original version of this project requires you to divide the class into three groups, one for each of
the provided business profiles in Instructor Resources (Maxicard, Zip Pop, or Ergo Natura
Furniture). The groups should have equal numbers, and students will work together in class to
discuss and complete the supporting documents in their groups. When students conduct their
presentations, it should be one-on-one with the instructor during class while the remaining students
work in their groups to complete the daily assignments. Instructors should grade students’
individual presentations using the provided rubrics. For the final presentation, students should
present in front of the instructor in pairs; Student A will act as the seller, and Student B will act as
the buyer. Student B should assume one of the provided personality types and follow the script to
respond to Student A’s selling presentation. Student A should attempt to sell the product to
Student B, and respond accordingly to Student B’s assumed personality type. The instructor
should grade both students on their work in this final presentation.
Business Options
An alternative option to this Personal Selling Project is to provide options to the students in place of
the provided business profiles. It is your prerogative: (1) to use the provided business profiles, (2)
to require that students select and research a business (either in a group or independently), or (3)
to allow students to choose between the provided profiles or research a business.
Group Presentation Options
Ideally, students should present to the instructor for each presentation in order to be graded
rigorously and to experience presenting in a more high-stakes and formal environment. However, if
there are too many students to do this weekly, then students can partner up within their groups to
present. Provide the grading rubrics to students and have them take turns acting as the buyer and
grader for each other. In the buyer role, students should try to challenge the presenter and provide
constructive criticism at the end. Float amongst the groups as they present to each other and
review the partner-presentations. It might be useful to have students write a short reflection piece
on their experience as a seller and discuss what they learned, what they should improve upon, etc.
Consider the student-graded rubric and the reflection piece in the final grade for each student. For
the Final Presentation, which incorporates all steps of the selling process, follow the same format of
the original version (students present as pairs in front of the instructor) in order to ensure that
students are graded very rigorously in a high-stakes format at least once.
Instructors can alter the Personal Selling Project as needed to fit their classroom, but be conscious
of making sure the altered assessments still align to the same SLOs and EOs and use the rubrics
to assess students. The rubrics help to maintain a level of consistency between all of the courses
on all campuses across the system.
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?
Personal Selling Project: Presentation One
This week, students should participate in Presentation One to introduce themselves to the class.
Students should break into pairs or small groups, and introduce themselves to the others, including
sharing their name, program, year in school, and prior education/experience.
WEEK TWO
SLOs & EOs
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
d. Select appropriate technology
to function as selling tools.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
a. Distinguish between internal
and external stakeholders.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
f. Explain the sales model as it
relates to stakeholders on a
global scale.
3. Model professional and ethical
behaviors in business situations.
BIG IDEAS



Understanding your Customer
Professionalism
Strategic Selling Process
6
MKT131
Assessments
Personal Selling Project: Presentation Two
Due: Week Three
Points: 60
Approach to the prospect
Students will present on rapport building and approaches Week Three in class. Fill out the
Presentation Two Outline, and be prepared to present in class. Your presentation should begin
with your introduction, then move into the rapport development or “small talk,” and conclude with
the successful execution of one type of approach. Use the Presentation Two Rubric for further
presentation grading details.
(SLO 1, 2, 3, EOs 1a, 2a, 2d)
CRM Technology Research and Presentation
Due: Week Seven
Points: 50
With your group, research CRM technology as it relates to the 21st Century sales force, and
develop a selection criteria for choosing a CRM software package. You will present your research
and selection criteria to the class in Week Seven. Your research and presentation should include
the following:
 Research and provide data on at least three different CRM software packages.
 Provide a comparison of the features and benefits of these three CRM software
packages.
 Present the selection criteria you have developed (Selection criteria can be formatted as a
checklist or rubric/grading sheet for CRM software technologies)
 Explain which of the three different CRM software packages is the best choice according
to your selection criteria, and provide a demo of how it works.
 Distinguish between internal and external stakeholders for your company, and explain
how the technology helps you to communicate with them. How does this technology
support sales force on a global scale?
 Each group member should have a speaking role in the presentation.

Communication
Essential Questions
1. How does sales impact internal and
external stakeholders?
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?

Use technology and visual aids in a creative and efficient way to conduct your
presentation.
All groups will conduct their presentations in Week Seven. Along with your presentation, submit a
brief report on your research and your selection criteria to your instructor. Use the CRM
Technology Research and Presentation Rubric for further grading details.
(1d, 2c, 2f)
Learning Experiences
Reading Assignment
Instructor Note: If students are not already working in groups for the Personal Selling
Presentations, then make sure to break them into groups for the CRM Technology project.
Lecture/In-Class Discussion:
 Introduction
 Rapport Building
 Approaches
WEEK THREE
SLOs & EOs
Assessments
Presentation Two due.
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
7
MKT131
Personal Selling Project: Presentation Three
Due: Week Four
Points: 60
Transition from rapport building to obtaining information and determining needs
Students will present on transitioning from rapport building to obtaining information and determining
needs Week Four in class. Fill out the Presentation Three Outline, and be prepared to present in
class. Your presentation should begin with Presentation Two and then flow into purpose,
permissive questions, closed questions, open questions, and then the summary. Use the
Presentation Three Rubric for further presentation grading details.
(SLO 1, 2, 3, EOs 1a, 2a, 2d)
Learning Experiences
BIG IDEAS
Reading Assignment




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?
Lecture/In-Class Discussion:
 Transition from rapport building to obtaining information and determining needs
 Begin the flow of information
 Permissive, closed, open questions
Students should work with their groups on CRM Technology research in class if there is time.
WEEK FOUR
SLOs & EOs
Assessments
Presentation Three due.
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
b. Distinguish a competitive
advantage using market
information.
f. Explain the features,
advantages, and benefits of a
product or service as part of a
sales presentation.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
8
MKT131
Personal Selling Project: Presentation Four
Due: Week Five
Points: 60
Presentation of the product, price plan, marketing plan, and business proposition
Students will present on FABs, the marketing plan, the business proposition, and price plan Week
Five in class. Fill out the Presentation Four outline, and be prepared to present in class. Your
presentation should begin with Presentation Three, and then flow into a presentation of the FABs,
marketing plan, business proposition, and price. Use the Presentation Four Rubric for further
presentation grading details.
(SLO 1, 2, 3, EOs 1a, 1b, 1f, 2a, 2d, 3c)
Learning Experiences
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
3. Model professional and ethical
behaviors in business situations.
c. Prepare sales agreements and
purchase orders.
BIG IDEAS




Reading Assignment
Lecture/In-Class Discussion:
 FABs
 Marketing Plan
 Business Proposition
 Presentation of Price
Students should work with their groups on CRM Technology research in class if there is time.
Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?
WEEK FIVE
SLOs & EOs
Assessments
Presentation Four due.
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
2. Evaluate how to address the target
market’s needs and objections.
9
MKT131
Interview Progress Report due.
Personal Selling Project: Presentation Five
Due: Week Six
Points: 60
a. Analyze different customer
types.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
e. Utilize sales aids in
corresponding with customers,
such as proposals, follow-up
letters, thank you notes, etc.
3. Model professional and ethical
behaviors in business situations.
BIG IDEAS




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Objections and Sales Aids
Students will present on objections and sales aids Week Six in class. Fill out the Presentation Five
outline, and be prepared to present in class. Your presentation should begin with the objection
raised, and then move into handling objection with visuals and explanation. Use the Presentation
Five Rubric for further presentation grading details.
(SLO 1, 2, 3, EOs 1a, 2a, 2d, 2e)
Learning Experiences
Reading Assignment
Lecture/In-Class Discussion:
 Objections
 Sales Aids
Students should work with their groups on CRM Technology research in class if there is time.
Essential Questions
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?
WEEK SIX
SLOs & EOs
Assessments
Presentation Five due.
1. Create and deliver an effective sales
10
MKT131
presentation.
a. Demonstrate the steps of the
selling process.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
e. Utilize sales aids in
corresponding with customers,
such as proposals, follow-up
letters, thank you notes, etc.
3. Model professional and ethical
behaviors in business situations.
Personal Selling Project: Presentation Six
Due: Week Seven
Points: 60
Closing and Sales Aids
Students will present on closing and sales aids Week Seven in class. Fill out the Presentation Six
outline, and be prepared to present in class. Your presentation should begin with the Presentation
Five, and then move into closing the sale. Use the Presentation Six Rubric for further presentation
grading details.
(SLO 1, 2, 3, EOs 1a, 2a, 2d, 2e)
Learning Experiences
Reading Assignment
Lecture/In-Class Discussion:
 Closing
 Sales Aids
BIG IDEAS




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the strategic
marketing process?
7. How does the selling process work?
11
MKT131
Students should work with their groups on CRM Technology research in class if there is time. This
assignment is due next week, so it might be beneficial to give students practice time.
WEEK SEVEN
SLOs & EOs
3. Model professional and ethical
behaviors in business situations.
b. Examine the legal and
administrative aspects of sales.
BIG IDEAS




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
1. How does sales impact internal and
external stakeholders?
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the
strategic marketing process?
7. How does the selling process work?
Assessments
Presentation Six due.
CRM Technology Research and Presentation due.
Ethical Scenarios
Due:
Group Presentations: Week Eight
Individual Reports: Week Nine
Points: 50 (Group Presentations = 25, Individual Report = 25)
Work with your group to create an ethical scenario that would occur in personal selling for your
product. Reflect on your in-class ethical discussion, and all the different aspects of personal selling
for your product. In Week Eight you will act out your group’s ethical scenario in front of the class. All
group members should have a role in the ethical scenario; some group members should act out the
selling process and demonstrate the unethical behavior, and the other group members should follow
the first group to act out the selling process and demonstrate the ethical behavior. This ethical
scenario should also incorporate legal and administrative aspects in personal selling. Use
the Ethical Scenario Presentation Rubric for further grading details.
Individually, write out a report that includes a description of your group's ethical scenario including
the different legal/ethical action options and explain which action you personally think is the most
ethical (may or may not be different from the action the group demonstrated in class) and the
ramifications of that action. Also in the written report, reflect on the demonstrations from the other
groups and state whether you agree/disagree with the ethical action that they demonstrated and
explain why. Submit this written report in Week Nine after all groups have presented their Ethical
Scenarios. Use the Ethical Scenarios Report Rubric for further grading details.
(SLO 3, EO 3b)
Learning Experiences
Reading Assignment
Lecture/In-Class Discussion:
 Ethical Scenarios—Discuss ethical issues and cases. Include a discussion of legal and
12
MKT131
administrative aspects in sales, reflecting on the ethical, legal, and administrative aspects
they have already covered in their personal selling presentations.
WEEK EIGHT
SLOs & EOs
2. Evaluate how to address the target
market’s needs and objections.
b. Differentiate business to business
(B2B) and business to consumer
(B2C) selling and relationships.
BIG IDEAS




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the
strategic marketing process?
7. How does the selling process work?
Assessments
Ethical Scenarios due.
Sales Career Interviews due.
Personal Selling Project: Business to Consumer Presentations
Due: Week Nine
Points: 60
Business to Consumer
The personal selling process we have covered relates to Business to Business (B2B) selling
relationships, but there are also Business to Consumer (B2C) selling relationships. Select a partner
and in Week Nine deliver a B2C presentation in which you each take turns acting as the buyer and
the seller. Consider the following questions when composing your B2C presentation:




How would a consumer's needs/wants be different from a business?
What would a consumer FAB Chart look like?
What demonstrations would be appropriate for a consumer presentation?
What are the most likely objections a consumer would have? How would you address them?
Write out a written response to the above questions, and submit it with your presentation in Week
Nine. Use the Business to Consumer Written Response Rubric for further grading details. Your
presentation does not need to be a full presentation, just focus on the parts that would be different
when presenting to a customer. Use the Business to Consumer Presentations Rubric for further
grading details.
(SLO 2, EOs 2b)
Personal Selling Project: Final Presentation
Due: Week Ten
Points: 140
13
MKT131
Final Presentation
Select a partner and in Week Ten deliver a complete personal selling presentation in which you each
take turns acting as the buyer and the seller. When acting as the buyer, complete a grading critique
of your partner acting as the seller. When acting as the seller, respond to the buyer role your partner
demonstrates. Your selling presentation should consist of
 Introduction
 Rapport building
 Approach
 Permissive questions, closed questions, open questions, and summary questions
 FABs, marketing plan, price plan, and business proposition
 Methods for handling objectives
 Close
Use the Buyer Final Presentation Rubric for further buyer role grading details, and use the
Salesperson Final Presentation Rubric for further seller grading details.
(SLOs 1, 2, 3, EOs 1a, 1b, 1c, 1d, 1e, 1f, 2a, 2b, 2d, 2e, 3c)
Learning Experiences
Reading Assignment
Lecture/In-Class Discussion:
 Business to consumer selling relationships
 Internal/External/Global Stakeholders
 Go over the Final Presentation breakdown and expectations.
B2C Presentation
If you have been following the original presentation format, then the only major piece that students
should be presenting on in their B2C presentation are the Benefits, and how those cater to the
customer. Discuss this in class with students before their presentations.
If students have selected their own businesses to present on and have already been conducting a
B2C focused presentation, then this week they should focus on a B2B presentation.
14
MKT131
WEEK NINE
SLOs & EOs
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
b. Distinguish a competitive
advantage using market
information.
c. Critique a sales presentation.
d. Select appropriate technology
to function as selling tools.
e. Review the evolution of sales
and the development of the
current selling process.
f. Explain the features,
advantages, and benefits of a
product or service as part of a
sales presentation.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
b. Differentiate business to
business (B2B) and business
to consumer (B2C) selling
and relationships.
c. Distinguish between internal
and external stakeholders.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
15
MKT131
Assessments
Ethical Scenarios Report due.
Business to Consumer Presentations due.
Learning Experiences
Reading Assignment
Lecture/In-Class Discussion:
 Prep for Final Presentations
e. Utilize sales aids in
corresponding with
customers, such as
proposals, follow-up letters,
thank you notes, etc.
f. Explain the sales model as it
relates to stakeholders on a
global scale.
3. Model professional and ethical
behaviors in business situations.
a. Investigate sales careers and
working environments.
b. Examine the legal and
administrative aspects of
sales.
c. Prepare sales agreements
and purchase orders.
4. Explore the value of networking and
customer relationship management.
a. Construct an ongoing
reference bank of business
professionals.
b. Interact with a business
professional in sales
marketing.
BIG IDEAS




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
1. How does sales impact internal and
external stakeholders?
2. What does it mean to be a sales
16
MKT131
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the
strategic marketing process?
7. How does the selling process work?
WEEK TEN
SLOs & EOs
1. Create and deliver an effective sales
presentation.
a. Demonstrate the steps of the
selling process.
b. Distinguish a competitive
advantage using market
information.
c. Critique a sales presentation.
d. Select appropriate technology
to function as selling tools.
e. Review the evolution of sales
and the development of the
current selling process.
f. Explain the features,
advantages, and benefits of a
product or service as part of a
sales presentation.
2. Evaluate how to address the target
market’s needs and objections.
a. Analyze different customer
types.
b. Differentiate business to
business (B2B) and business
17
MKT131
Assessments
Final Presentations due.
Learning Experiences
Students should conduct presentations directly in front of the instructor, not in groups.
to consumer (B2C) selling
and relationships.
c. Distinguish between internal
and external stakeholders.
d. Practice one on one
conversation, questioning,
follow-up, and presentation
skills in different selling
environments.
e. Utilize sales aids in
corresponding with
customers, such as
proposals, follow-up letters,
thank you notes, etc.
f. Explain the sales model as it
relates to stakeholders on a
global scale.
3. Model professional and ethical
behaviors in business situations.
a. Investigate sales careers and
working environments.
b. Examine the legal and
administrative aspects of
sales.
c. Prepare sales agreements
and purchase orders.
4. Explore the value of networking and
customer relationship management.
a. Construct an ongoing
reference bank of business
professionals.
b. Interact with a business
professional in sales
marketing.
BIG IDEAS
18
MKT131




Understanding your Customer
Professionalism
Strategic Selling Process
Communication
Essential Questions
1. How does sales impact internal and
external stakeholders?
2. What does it mean to be a sales
professional?
3. How does technology impact sales?
4. Why is effective communication a
critical sales skill?
5. Who is a customer and what are their
motivations?
6. What is the role of sales in the
strategic marketing process?
7. How does the selling process work?
19
MKT131