Basic Sales Techniques Career Fields(s):      Business, Management, & Administration Institution Course Number Course Title College Semester Credit(s) Dakota County Technical College MKTC 1100 Fundamental of Sales 3 Inver Hills Community College BUS 1105 Sales and Negotiating Skills 3 Ridgewater College - Hutchinson MSM 1103 Basic Sales Techniques 3 Ridgewater College - Willmar MSM 1103 Basic Sales Techniques 3 Riverland Community College - Austin GSCL 1255 Fundamental Selling & Business Opportunities 3 Rochester Community and Technical College BUS 2215 Salesmanship 3 Saint Paul College BUSN 1446 Sales & Sales Management 3 South Central College - North Mankato MKT 1800 Introduction to Sales 3   Guidelines A. The student must earn no less than a B for the final grade. B. The student must be a junior or senior to receive the Articulation Certificate. C. The student must enroll at the higher education institution within two years of high school graduation. D. The student must present the certificate at the time of registration to receive credit for the course. Students will master all of the following course goals in Basic Sales Techniques to receive credit.   1. Define sales   2. Describe consultative selling   3. Explain impact of positive first impressions   4. Describe positive selling attitude   5. Describe negative selling attitude   6. Describe negotiation sales   7. Explain tangible/intangible sales   8. Define customer service   9. Explain social business behavior 10. Identify customer buying signals 11. Identify customer needs/wants/motives 12. Identify customer personality styles 13. Identify professional self-development 14. Demonstrate proper personal image 15. Demonstrate proper corporate/business image 16. Identify time-management techniques 17. Identify prospecting sources 18. Make prospect list 19. Create problem solving climate 20. Analyze company image/target market 21. Apply social business behavior 22. Solve customer complaints 23. Plan sales presentation 24. Prepare sales pre-approach 25. Describe and apply customer approach 26. Describe and apply questioning techniques 27. Apply empathy techniques 28. Apply listening techniques 29. Present features, advantages and benefits (FAB) 30. Apply overcoming objection techniques 31. Explain and apply trial close 32. Explain and apply suggestive selling techniques 33. Describe and apply sales closing techniques 34. Complete sales forms 35. Describe and apply follow-up techniques 36. Deliver a planned sales presentation 37. Define the importance of business ethics 38. Identify customer relationship 39. Database management systems The course goals listed on this certificate are valid from Fall 2009 to Spring 2011. Date Negotiated: November 2009 Next Review Date: November 2011 Regional Articulation Southern MN Tech Prep