Student Name
Student Name
School / Training Facility
School / Training Facility
ARTICULATION COMPETENCY RECORD
Baker College
Please check below each skill the student has mastered with a minimum of 80 percent accuracy.
MKT 201: Sales
Task
1.
Explore the career of professional selling
a.
b.
c.
d.
e.
f.
g.
2.
3.
b.
4.
b.
c.
d.
e.
5.
Discuss managing the relationship after the sale
Use communication techniques and methods required by the customer
Teacher signature
3/22/2016
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Discuss the significance of listening skills when working with prospects and
customers
Use verbal and non-verbal cues when closing a sale
Demonstrate techniques in handling customer rejections/objections
Demonstrate various closing techniques in closing a sale
i.
Perform a trial close
ii.
Demonstrate handling customer objections
iii.
Use the various questioning techniques
iv.
Perform other closings
Discuss managing the relationship up to the sale
Examine the importance of customer relationship management (CRM)
a.
b.
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Identify how differentiation of product/service features, benefits, and
advantages can enhance a customer’s sales experience
Compare and contrast business-to-business (B2B) and business-to-consumer
(B2C) sales
Model appropriate questioning techniques for the purpose of closing a sale
a.
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Explain the methods and importance of building relationships
Organize pre-call preparation
Use verbal and non-verbal cues when communicating with a prospect
Discuss the importance of knowing your industry and the competition
Adapt a presentation based on a buyer’s personality
Analyze why consumers buy solutions to problems and not products or
services
a.
Unsatisfactory
Explore how social responsibility, ethical, and legal issues may impact selling
Discuss the work environment of a professional salesperson
Describe the role of managing sales accounts
Explore the role of prospecting
Explore the role of networking
Explain the importance of lifelong learning in the sales profession
Discuss the goods/services continuum
Demonstrate how to approach potential customers to gain entry, establish
rapport, and gain attention
a.
b.
c.
d.
e.
Satisfactory
Date