Professional Selling (9163.1)

In this unit students study the personal selling process in the marketing mix and the importance of fostering meaningful customer relationships to the development of corporate strategies. By concentrating on the development of a carefully planned relationship strategy and recognising the need to create added value for customers the sales professional can significantly enhance the long-term market presence of their organisation. This changed emphasis from 'old style selling' to a more strategic longer term approach requires the sales professional to develop advanced skills in developing solutions for customer problems, presentation and key account and reseller negotiation.

Learning outcomes

On completion of this unit students will be able to:
1. demonstrate an understanding of the role of personal selling in the marketing mix;
2. investigate the importance of the role of ethics and communication styles in the creation and management of selling relationships;
3. develop comprehensive long term product offering strategies;
4. develop comprehensive customer strategies to develop and qualify sales prospects and to manage territories;
5. demonstrate an understanding of the negotiation process for key accounts and resellers and develop comprehensive presentation strategies and deliver sales presentations;
6. illustrate how to manage personal sales activities and develop a longer term career plan.

Prerequisites

9159 Marketing Principles

Corequisites

None.

Incompatible units

NONE.

Equivalent units

NO.

Assumed knowledge

NONE