MKTG 2060 - Relationship Selling

Credits: 3
Hours/Week: Lecture 3
Course Description: This course provides comprehensive coverage of contemporary professional selling with an emphasis on a trust-based relationship sales philosophy. Topics include an overview of relationship selling, methods of building effective communication skills, and an exploration of sales careers. Techniques to initiate customer relationships and better understand the buyer’s needs while gaining trust and understanding and establishing solid relationships will also be covered.
MnTC Goals
N/A

Prerequisite(s): None
Corequisite(s): None
Recommendation: MKTG 2050  or BMGT 1020 . Course placement into college-level English and Reading OR completion of ENGL 0950  with a grade of C or higher OR completion of RDNG 0940  with a grade of C or higher and qualifying English Placement Exam OR completion of RDNG 0950  with a grade of C or higher and ENGL 0090  with a grade of C or higher OR completion of ESOL 0051  with a grade of C or higher and ESOL 0052  with a grade of C or higher.

Major Content
 

1. Overview of Personal Selling
2. Addressing Concerns and Earning Commitment
3. Building Trust and Sales Ethics
4. Communication Skills
5. Expanding Customer Relationships
6. Explore Sales Careers
7. Making the Sales Call: Creating and Communicating Values
8. Planning Sales Dialogues and Presentation
9. Strategic Prospecting and Preparing for Sales Dialogue
10. Understanding Buyers
11. Adding Value: Self-Leadership and Teamwork

1. discuss the history of selling as a profession.

2. describe the personal traits and characteristics of successful sales professionals.

3. analyze ethical issues affecting professional salespeople in a variety of business types including retailing of consumer goods and services as well as business-tobusiness products and services.

4. describe the various steps in the buying process and expected consumer behaviors at each step

5. explain the significance of relationship marketing to professional salespeople in today’s marketplace.

6. analyze retail selling techniques with those used in business-to-business selling

7. select prospecting and pre-call activities to gain access to key members of business organizations.

8. use communication techniques to discover needs and identify features and benefits for person-to-person sales calls, store sales, or online sales.

9. develop strategies for managing time and territory in a professional selling role.

10. create professional sales presentations for goods and/or services.
Minnesota Transfer Curriculum (MnTC): Goals and Competencies N/A
Competency Goals (MnTC Goals 1-6)
None
Theme Goals (MnTC Goals 7-10)
None

Practicum hours per week: N/A

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