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