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Learning Outcomes

In order to assist faculty members and career services professionals, we have identified some of the learning outcomes associated with what students learn in key roles with with Vector Marketing. Some schools require students to complete additional outside work to document learning. If you need further information, please feel free to contact the Director of Academic Programs at (877) 888-0314 or via e-mail at sarahba@cutco.com.

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Sales Representative

Over the course of a semester a Sales representative will develop an understanding of the following concepts and the ability to apply these concepts in practical situations.

  • Introduction to and practice with the concepts of the sales cycle, including building rapport, identifying a specific problem or need, presenting the features and benefits of a product solution, comparing solution to similar brands, presenting a choice of purchasing options, giving a reason to buy now.
  • Introduction to and practice with the concepts of negotiating, including identifying and answering objections, using promotions, dropping down, and closing strategies.
  • Introduction to and practice with the elementary concepts of consumer behavior as they relate to referrals and lead generation, as well as the techniques for using references.
  • Personal experience with the process of performance review and critique, with a focus on taking management direction, self-evaluation, and setting time bound goals and objectives.
  • Mastery of and practice with administrative functions including order submission, time management, and record keeping within corporate policies and expectations.

Sales representatives have received from 1-3 academic credits depending on hours work and length of work term.

Advanced Sales Representative

In addition to the learning outcomes listed above, an Advanced sales representative will develop an understanding of the following concepts and the ability to apply these concepts in practical situations.

  • Mastery of and continued practice with the concepts of the selling cycle, negotiation, answering objections and closing techniques.
  • Mastery of and continued practice with concepts of consumer behavior including qualifying leads, establishing rapport, networking, and needs assessment.
  • Introduction to and practice with the elementary concepts of sales management by serving on a manager’s Key Staff team. Key Staff members assist with the design and promotion of contests, participate in new rep orientation, and attend and contribute to management planning sessions at the office level.
  • Introduction to and practice with the concepts of public speaking and effective communication by preparing and delivering workshop topics to new representatives.
  • Introduction to and practice with the elementary concepts of retail management by booking, staging and staffing retail booths at home fairs

Advanced sales representatives have received from 1-6 credits depending on the hours served, length of work term, extent to which they pursue higher level functions available within their role, and whether credit was previously awarded at the sales rep level.

Field Sales Trainer

In addition to the learning outcomes listed above, a Field sales trainer will develop an understanding of the following concepts and the ability to apply these concepts in practical situations.

  • Mastery of and practice with the concepts of product demonstration.
  • Introduction to and practice with the elementary concepts of training and development including skill demonstration, trouble-shooting, performance evaluation, and motivation.
  • Introduction to practice with the concepts of leadership, including serving as a role model, coaching others, and contributing to team-building.

Field sales trainers generally receive 3 credits, and may have received additional credit in previous positions.

Assistant Manager

Assistant Managers may serve in either an assistant manager or sales manager capacity. The precise responsibilities in these roles vary slightly from one office to another. In general, however, Assistant Managers will build upon their understanding of the sales function, and develop an understanding of the following concepts and the ability to apply these concepts in practical situations.

  • Mastery of and practice with professional communication skills including persuasion, negotiation, motivation, and critique, while maintaining a standard of professionalism and personal sales that sets a leadership example for the sales staff.
  • Introduction to and practice with advanced concepts of human resource management including candidate screening, interviewing, job description, and adherence to corporate policy in these areas.
  • Mastery of and practice with the concepts of public speaking, including speechcrafting, delivery styles, and audience management.
  • Introduction to and significant practice in developing training materials, delivering training programs, public speaking and classroom management techniques.
  • Mastery of and practice with specific human resource management techniques including performance assessment and critique, as well as the application of coaching and motivational concepts.
  • Introduction to and practice with advertising analysis and the assessment and comparison of how different advertising approaches meet the advertising goals of a business.

Assistant Managers may receive from 3-6 credits depending on their previous experience, their hourly commitment, and the length of the work term.

Branch Manager

A Vector branch manager is an independent business owner who is personally responsible for the administrative and financial operations of his/her business. Branch managers have been prepared and trained over a minimum period of one year and have the rare opportunity of learning about a broad range of business management and sales management concepts. At a minimum, a branch manager will develop an understanding of the following concepts of the course of a four-month period running a Vector sales operation:

  • Introduction to and practice with the concepts of demographic and territorial analysis and site location issues.
  • Mastery of and practice with the concepts of budgeting, preparing a business plan, and sales and staffing forecasting.
  • Mastery of and practice with the techniques of building business relationships with local merchants, including applications for bank accounts and credit lines, and negotiating lease and rental agreements for office space and furniture.
  • Mastery of and practice with the elementary concepts of conflict resolution and customer service.
  • Mastery and practice with advertising analysis and the assessment and comparison of how different advertising approaches meet the advertising goals of a business.
  • Mastery of and practice with specific human resource management techniques including performance assessment and critique, as well as the application of coaching and motivational concepts.
  • Mastery of and practice with professional communication skills including persuasion, negotiation, motivation, and critique, while maintaining a standard of professionalism and personal sales that sets a leadership example for the sales staff.
  • Mastery of and practice with concepts of human resource management including candidate screening, interviewing, job description, and adherence to corporate policy in these areas.
  • Mastery of and practice with the concepts of public speaking, including speechcrafting, delivery styles, and audience management.
  • Introduction to and significant practice in developing training materials, delivering training programs, public speaking and classroom management techniques.
  • Mastery of and practice with concepts of sales management, supervision, and development.