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First Impressions of Basic Sales 101 Course

(Students perspectives of why this is an excellent class to invest your time)

Sampling of student comments:

· This class changed my life forever

· I immediately started to make more money

· This class improved my relationship with my boss

· I am getting more sales

· After the syllabus . . . I was more excited

· I was nervous about selling, because I didn’t know there were steps to selling

· This class made me more aware of customer needs

· It has directly helped me to increase sales

· Felt more at ease talking to people . . . now, it’s fun

· The structure of the class helped me to be more at ease and get to know each other

· I grew my vocal class enrollment at Jenison High School by 40% because of this class

· X-fire role-play exercises helped me to be more at ease and get to know each other in the class. It greatly reduced nervousness

· Class will help me get into a professional selling career

· I am a better buyer at my company - know what sales people are talking about. I ask them questions they should be asking me.

· Helped me to communicate better in my everyday life

· Like the structure of this class

· I got more than my moneys worth for this class

· I have a deeper appreciation for sales people

· It is essential for anyone entering the marketing arena

· Learned how to make a sales presentation

· Selling is something everyone should study

· Watching others do their presentations showed me how I myself could improve my own presentation

· It has helped me to become a better communicator and listener

… My Teaching Philosophy:

· Instill an appreciation of what industry requires of you

· Provide a practical, logical and relevant education experience

· Create a typical sales environment found in business

· Open, honest communications with each other

· Partner with you in your learning process

· Be available to you at any time (post training)

The goals of Executive Sales Dynamics (ESD) are to provide you with a practical, relevant education in your area of specialization, which reflects the needs of business.

I will attempt to create an environment in class similar to what you can expect in an actual employment setting. Since this is a sales course, I will act as a sales trainer and you will be assuming the role of a newly hired sales representative.

Your Role In Class . . .

· Will be to act as a professional sales rep and effective communicator

Teaching Methods Used:

· Video recordings of X-fire role plays and your final presentation (you will receive a DVD of your presentation), lectures and discussions

· Heavy emphasis on practice, practice, practice in class

· And, of course, practice with the teacher

YOUR CLASSROOM REQUIREMENTS:

Present a formal sales presentation in front of the class (you will have a chance to practice at least 12 times prior to this presentation).

Turn in your Background Research Paper of your specific targeted account prior to your Final Sales Presentation to the entire class.

Student Awards:

Basic Sales 101

3X5 (3 hours in class x 5 class meetings)

COURSE DESCRIPTION:

This course is a hands-on study of the principles of selling and its role in the marketing process. Emphasis is placed on the development of skills needed to succeed in a career as outside sales, inside sales, or customer service representative. The steps in the selling process are analyzed in detail. The student selects a product or service and develops and presents a complete sales presentation, and then role-plays the presentation in class. Careers in sales, characteristics of a successful salesperson, prospecting, qualifying, and the communications process are also discussed.

LEARNING OBJECTIVES:

By the end of this course the student should be able to:

1. Define "selling".

2. List the advantages and disadvantages of a career in outside sales.

3. List the characteristics of a successful outside sales representative.

4. List the steps in the selling process including activities before, during, and after a sales call.

5. Identify the background information needed to prepare an effective sales presentation and acquire this information from the library and industry sources for a product or service the student selects.

6. Discuss methods of prospecting for new customers.

7. Report how to qualify a prospect.

8. Conduct an effective telephone call designed to qualify a prospect and secure an appointment.

9. Plan a sales call.

10. Identify features, advantages, and benefits of a product or service which appeal to predetermined customer wants and needs.

11. Use proofs such as testimonial letters and case histories to substantiate benefits.

12. Handle objections and close the sale.

13. Employ an attitude of partnering with customers to achieve common, long‑term goals.

14. Describe why people buy.

15. Describe the communications process.

16. Identify different types of sales presentations.

17. List appropriate types of visual and audio aid that can be used during a sales presentation and employ them during role-playing exercises.

18. List the steps in Approach, Securing Desire, Handling Objections and Closing the Sale and apply the steps to the student's product or service by completing a Planning Guide form for each section.

19. Describe the characteristics of an effective sales presentation.

20. Role play a complete 10 to 15 minute sales presentation without notes in front of class acting as a salesperson and as a prospect for another student's presentation.

21. Evaluate and critique role-plays of an effective sales presentation.

22. Describe the follow‑up activities that are expected of a sales representative after a sale is made.

23. Demonstrate an understanding of the information provided in the texts, lectures and discussions by passing required tests.

24. Demonstrate the ability to communicate effectively in acceptable and appropriate English, both in written and oral form. This will be done by following the rules of grammar, punctuation, spelling and organized written and/or oral communication.

25. Demonstrate human relations skills by using effective listening and questioning skills, using effective interpersonal skills within a group setting (team building), and/or preparing and presenting oral presentations.

26. Demonstrate how to meet deadlines and how to manage his/her time by completing all assignments on time.

27. Recognize the professional journals and organizations related to this course.

28. Discuss and/or demonstrate how to dress appropriately for a business setting.

29. Demonstrate an understanding of ethical considerations and issues.

ESD’s Success System Objectives: In this course, students will demonstrate achievement in the following success system skills and abilities:

1. Oral and Written Communication