College Credit: 3 credit hours
Estimated Length: 45 seat hours
Principles of Sales enables the student to understand and develop ethical sales techniques and covers the role of selling in the marketing process. Areas of emphasis include behavioral considerations in the buying and selling process and sales techniques.
Please visit the ACC Schedule of Classes for course start and end dates.
Learning takes place with an instructor in an online classroom and will include homework activities and weekly assignments.
This is a 10-week accelerated course which will require weekly assignments and periodic online communication with an instructor. Visit link above for course start and end dates. Please note, this course is not eligible for extensions.
- better understand their role in the sales process
- identify ways to improve their sales skills
- understand the importance of researching their company and its competition
- illustrate ways of becoming a more successful closer
- understand the psychology behind people’s buying patterns, why they buy and the buying process
- earn three hours of college credit
- receive an industry-recognized NCTI certificate of graduation
Upon completing this course, students will be able to:
- discuss selling as a profession
- discuss the role of personal selling and the marketing concept to an organization
- analyze relationship selling and the role of the sales professional and customer
- understand the working of the company, the product and the competition
- analyze all aspects of consumer behavior relative to the buying process
- develop the basic fundamentals of an effective sales presentation
- discuss careers in selling relative to growth and reward options
- evaluating the impact of planning, organizing and leadership on sales management
- analyze the role of territory management
Overview of the Profession
The Relation Process
Understand your Company, Product and Competition
Understand the Customer
Why people buy, the buying process and prospecting
Preparing the presentation, the demonstration, handling objection and the closing
Managing Yourself and Your Career
Time and territory, planning, organizing and staffing, motivation and compensation