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MKTG2204 – Advanced Professional Selling pdf

Credits: 3 (2/1/0)
Description: This course provides opportunity for the student to apply the steps of a sales presentation by planning and performing sales presentations in role-playing situations. The student applies strategies in sales communications, customer-oriented selling and sales management.
Prerequisites: MKTG1106
Corequisites: None
  1. Identify prospecting methods.
  2. Prepare sales presentations.
  3. Present positive selling image.
  4. Present features/advantages/benefits.
  5. Present product demonstration.
  6. Create customer involvement.
  7. Utilize sales support materials.
  8. Adapt to prospect's buying signals.
  9. Apply trial close and closing techniques.
  10. Utilize naildowns.
  11. Demonstrate customer service.
  12. Apply suggestive alternative or substitute selling techniques.
  13. Utilize objection handling techniques.
  14. Evaluate sales presentations.
MnTC goal areas: None

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