ERIC Number: ED289983
Record Type: RIE
Publication Date: 1987
Reference Count: 0
South Carolina Guide for Selling.
Elliott, Ronald T.
This curriculum guide provides materials for a secondary course in salesmanship. It contains 6 units that cover 33 competencies. Each competency is presented in a standard format: performance objective, resources, teaching activities, evaluation, and supplementary materials, including an information sheet, exercises, and checklists. Units and representative competencies include (1) describing selling (define, describe history, distinguish selling, describe types), (2) preparing for success (develop positive attitude and professional appearance, develop effective communication skills, acquire product knowledge, determine approaches, know market and prospect, use market support), (3) using sales process (approach prospect, create interest in product/service, use benefits to convince customer, create desire for product/service, overcome objections, close sale), (4) acquiring selling techniques (manage time and/or territory, develop customer perceptions, recognize customer buying signals, use add-on selling techniques, use substitute selling, try trial close), (5) using sales support activities (know company policy/procedures, know company organizational structure, process company forms and reports, know inventory, use sales-related equipment), and (6) identifying sales opportunities (identify job opportunities, prepare resume, complete applicant form, complete job interview, adapt to new job). (YLB)
Publication Type: Guides - Classroom - Teacher
Education Level: N/A
Audience: Teachers; Practitioners
Authoring Institution: South Carolina State Dept. of Education, Columbia. Office of Vocational Education.