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Topic: Selling process  

Business Education

 Standard 48.  Understands the selling process and forecasting principles and methods used to determine sales potential for specific products
  Level IV (Grade 9-12)
   Benchmark 1.Understands the concept of market potential
    Knowledge/skill statements
     1.Understands market potential concept
   Benchmark 2.Understands the relationship between sales forecasting and business success
    Knowledge/skill statements
     1.Understands sales forecasting
     2.Understands business success
     3.Understands relationship between sales forecasting and business success
   Benchmark 3.Knows a variety of types of sales personnel (e.g., manufacturers, agents, missionary salespeople, retail salespeople)
    Knowledge/skill statements
     1.Knows there are different types of sales personnel
     2.Knows a variety of types of sales personnel, such as manufacturers
     3.Knows a variety of types of sales personnel, such as agents
     4.Knows a variety of types of sales personnel, such as missionary salespeople
     5.Knows a variety of types of sales personnel, such as retail salespeople
   Benchmark 4.Understands the selling process (e.g., locating prospects, forming relationships with customers, identifying customer needs and suggesting solutions, handling objections, closing the sale, follow-up)
    Knowledge/skill statements
     1.Understands part of the selling process is locating prospects
     2.Understands forming relationships with customers
     3.Understands identifying customer needs
     4.Understands suggesting solutions for customers
     5.Understands part of the selling process is handling objections
     6.Understands part of the selling process is closing the sale
     7.Understands part of the selling process is to follow-up with the customer
   Benchmark 5.Knows a variety of selling strategies (e.g., feature-benefit selling, suggestion selling, counselor selling)
    Knowledge/skill statements
     1.Knows a variety of selling strategies
     2.Knows feature-benefit selling strategy
     3.Knows suggestion selling strategy
     4.Knows counselor selling strategy
   Benchmark 6.Understands a variety of sales approaches (e.g., industrial approach, retailing approach)
    Knowledge/skill statements
     1.Understands industrial sales approach
     2.Understands retailing sales approach