Perreault, W.D., Jr.; Cannon, J.P.; & McCarthy, E.J. (2008). Basic marketing: Marketing strategy planning approach (16th ed.) [pp. : McGraw-Hill/Irwin. Workbooks/ Greene, C.L. (2003). Selling: Business 2000 (pp. 104-105). : Manuals Learning. Software/ Chapter 3: Ethical and legal considerations in selling. (n.d.). Retrieved May Online 19, 2011, from Direct Selling Association. (2010, June). code of ethics. Retrieved DSA’s May 19, 2011, from Ethical and legal issues in selling. (n.d.). Retrieved May 19, 2011, from Ethics in selling. (n.d.). Retrieved May 19, 2011, from Marketing Education Resource Center. (2007). Keep it real—in sales (Selling ethics) [LAP: SE-129: Presentation Software]. : Author. PRODUCT/SERVICE MANAGEMENT, PRICING, CHANNEL MANAGEMENT, PROMOTION, B MARKETING-INFORMATION MANAGEMENT, AND SELLING Understand promotion, marketing-information 4.00/4.16 management, and selling Supplemental Knowledge/ Understands the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that Skill influences purchase decisions and enhances future business opportunities Statement Performance Acquire a foundational knowledge of selling to understand its nature and scope. Element 4.16 Performance Describe the use of technology in the selling function (SE:107) (SUPPLEMENTAL) Indicator SE: 107 Level Specialist SCANS Information 5-8; Systems 15; Technology 18-19; Basic Skills 1-2, 5-6; Thinking Skills 12 21st Century ICT Literacy 1, 2 Skills Objectives a. Describe capabilities that the use of technology provides salespeople. b. Explain how technology impacts a planning skills. salesperson’s c. Describe how technology can impact a targeting skills. salesperson’s d. Discuss how technology can impact a presentation skills. salesperson’s e. Explain how technology can impact a ability to adapt or salesperson’s tailor a sales presentation to a particular customer. f. Explain the use of Customer Relationship Management (CRM) software
Perreault, W.D., Jr.; Cannon, J.P.; & McCarthy, E.J. (2008). Basic marketing: Marketing strategy planning approach (16th ed.) [pp. : McGraw-Hill/Irwin. Workbooks/ Manuals Greene, C.L. (2003). Selling: Business 2000 (pp. 104-105). : Learning. Software/ Online Chapter 3: Ethical and legal considerations in selling. (n.d.). Retrieved May 19, 2011, from Direct Selling Association. (2010, June). DSA’s code of ethics. Retrieved May 19, 2011, from Ethical and legal issues in selling. (n.d.). Retrieved May 19, 2011, from Ethics in selling. (n.d.). Retrieved May 19, 2011, from Marketing Education Resource Center. (2007). Keep it real—in sales (Selling ethics) [LAP: SE-129: Presentation Software]. : Author. B 4.00/4.16 PRODUCT/SERVICE MANAGEMENT, PRICING, CHANNEL MANAGEMENT, PROMOTION, MARKETING-INFORMATION MANAGEMENT, AND SELLING Understand promotion, marketing-information management, and selling Supplemental Knowledge/ Skill Statement Understands the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future business opportunities Performance Element 4.16 Acquire a foundational knowledge of selling to understand its nature and scope. Performance Indicator SE: 107 Describe the use of technology in the selling function (SE:107) (SUPPLEMENTAL) Level Specialist SCANS Information 5-8; Systems 15; Technology 18-19; Basic Skills 1-2, 5-6; Thinking Skills 12 21st Century Skills ICT Literacy 1, 2 Objectives a. Describe capabilities that the use of technology provides salespeople. b. Explain how technology impacts a salesperson’s planning skills. c. Describe how technology can impact a salesperson’s targeting skills. d. Discuss how technology can impact a salesperson’s presentation skills. e. Explain how technology can impact a salesperson’s ability to adapt or tailor a sales presentation to a particular customer. f. Explain the use of Customer Relationship Management (CRM) software
6621%20Reader%20friendly%20Section%205%20Teaching%20Planning%20Guide%20Units%201.00%20to%204.00.docx