Course Course Summary Section 1 Content Section 1 Content Left Section 1 Content Right Credit Type: Course ACE ID: SDCM-0149 Organization's ID: Marketing 306 Organization: Study.com, LLC Location: Online Length: Self-paced. 17 weeks (40 hours) Dates Offered: 4/1/2024 - 3/31/2027 4/1/2021 - 3/31/2024 2/1/2018 - 3/31/2021 Credit Recommendation & Competencies Section 2 Content Section 2 Content Left Section 2 Content Right Level Credits (SH) Subject Upper-Division Baccalaureate 3 Sales Management Description Section 3 Content Section 3 Content Left Section 3 Content Right Objective: The course objective is to describe and evaluate sales strategies, sales planning methods, sales force management approaches, and customer relationship management technologies. Learning Outcomes: Evaluate buyer attributes and behaviors that influence the business-to-consumer and business-to-business buying process. Utilize customer acquisition management skills. Analyze solutions available for customer relationship management. Apply strategies for establishing mutually satisfactory long-term partnerships with customers. Develop winning sales pitches and approaches leading to successfully closing the sale. Develop prospecting and forecasting plans. Demonstrate self-management practices that are essential in developing sales opportunities. Evaluate sales behaviors in order to maintain high ethical standards. General Topics: Selling to Businesses and Consumers Consumer Buying Behavior and Influences Business Buying Behavior and Influences Post-Sale Customer Relationship Management Communication Skills for Selling Sales Forecasts and Budgets Sales Force Management The Sales Planning Process Selling Strategies Instruction & Assessment Section 4 Content Section 4 Content Left Section 4 Content Right Instructional Strategies: Audio Visual Materials Methods of Assessment: Examinations Quizzes Written Papers Minimum Passing Score: 70% Supplemental Materials Section 5 Content Section 5 Content Left Section 5 Content Right Section 6 Content Section 6 Content Left Section 6 Content Right Button Content Rail Content 1 Other offerings from Study.com, LLC Accounting 101: Financial Accounting (SDCM-0075) Accounting 102: Introduction to Managerial Accounting (SDCM-0076) Accounting 201: Intermediate Financial Accounting I (SDCM-0124) Accounting 202: Intermediate Accounting II (SDCM-0152) Accounting 301: Applied Managerial Accounting (SDCM-0077) Accounting 302: Advanced Accounting (SDCM-0078) Accounting 303: Cost Accounting (SDCM-0105) Analytics 103: Intro to Relational Databases & SQL (SDCM-0240) Art 103: History of Western Art I (SDCM-0167) Art 104: History of Western Art II (SDCM-0168) View All Courses Page Content