MARK 124 Sales Strategies and Consumer Psychology

This course examines the psychology of consumer behavior and use of sales strategies created to enhance consumer behavior in purchasing

Credits

5

Distribution

Career Training

Offered

2

Outcomes

1. Recognize how personal selling fits into strategic marketing plans of both for profit and non-profit entities
2. Perform research with a team and relay findings via professionally delivered oral and written presentations
3. Apply trust building communication and follow-up strategies with clients to gain an ethical reputation
4. Diagram the communication process and apply active listening skills
5. Analyze and explain the consumer decision-making process
6. Identify the value and utility gained by purchasing goods or services including time, place, price and ownership
7. Perform sales presentations including engagement in all steps of the selling process, from prospecting to closing and follow-up after the sale
8. Apply self-management tactics to organize time and maximize performance
9. Explore the role of leadership in selecting, motivating, evaluating and compensating a sales force
10. Practice sales planning including forecasting, budgeting, and sales territory management