LAC 28:LXXI.543. 11.0: Selling

A. Standard 11.1―Demonstrate an understanding of the nature and scope of selling. Benchmarks | Academic Cross-References | Foundation Skills | SCANS Skills 1. Understand the importance of customer service as a component of selling. 2. Identify the key factors in building a clientele. 3. Evaluate the effectiveness of store selling policies. 4. Recognize the impact of business ethics in selling. 5. Understand the impact of technology in the selling function 6. Understand the purpose of selling regulations. | ELA 1-1, 3, 4, 5 2-1, 2, 3, 4, 5, 6 3-1, 2, 3 4-1, 2, 3, 4, 5, 6 5-1, 2, 3, 4, 5, 6 7-2, 4 Social Studies E-1B-1, 2 | 1, 2, 3, 4, 5 | Competencies Resources Information Interpersonal Skills Systems Technology Foundations Basic Skills Thinking Skills Personal Qualities B. Standard 11.2―Understand the need for the development of product knowledge. Benchmarks | Academic Cross-References | Foundation Skills | SCANS Skills 1. Identify and apply methods to acquire product information for use in selling. 2. Develop feature benefits charts. | ELA 1-1, 3, 4, 5 2-1, 2, 3, 4, 5, 6 3-1, 2, 3 4-1, 2, 3, 4, 5, 6 5-1, 2, 3, 4, 6 Social Studies E-1B-1 | 1, 2, 3, 4, 5 | Competencies Resources Information Interpersonal Skills Systems Technology Foundations Basic Skills Thinking Skills Personal Qualities C. Standard 11.3―Demonstrate an understanding of the process and techniques of selling. Benchmarks | Academic Cross-References | Foundation Skills | SCANS Skills 1. Identify and define the components of the selling process. 2. Prepare for a sales presentation. 3. Understand the impact of developing client/customer relationships. 4. Demonstrate the methods of determining customer/client needs. 5. Identify customer's buying motives for use in the sales process. 6. Apply methods of facilitating customers' buying decisions. 7. Differentiate between consumer and organizational buying . 8. Demonstrate methods of recommending specific products. 9. Apply techniques for demonstrating products. 10. Demonstrate methods of recommending specific products 11. Demonstrate the process of prescribing solutions to customers' needs. 12. Use methods to convert customers'/clients' objections into selling points. 13. Demonstrate an effective sales closing. 14. Utilize techniques of suggestion selling. | ELA 1-1, 3, 4, 5 2-1, 2, 3, 4, 5 3-1, 2, 3 4-1, 2, 3, 4, 5, 6 5-1, 2, 3, 4, 5, 6 7-2, 4 Social Studies G-1B-3 G-1C-5 | 1, 2, 3, 4, 5 | Competencies Resources Information Interpersonal Skills Systems Technology Foundations Basic Skills Thinking Skills Personal Qualities D. Standard 11.4―Understand the support activities related to selling. Benchmarks | Academic Cross-References | Foundation Skills | SCANS Skills 1. Calculate mathematical problems related to selling. 2. Demonstrate methods of prospecting. 3. Create an effective sales letter. | ELA 1-1, 2, 3, 4, 5 2-1, 2, 3, 4, 5, 6 3-1, 2, 3 4-1, 2, 3, 4, 5, 6 5-1, 2, 3, 4, 5, 6 7-2, 4 Social Studies E-1A-2 Math N-1, 2, 3, 4, 5, 6, 7 A-1, 2, 3, 4 D-1, 2, 7, 8, 9 P-1, 5 | 1, 2, 3, 4, 5 | Competencies Resources Information Interpersonal Skills Systems Technology Foundations Basic Skills Thinking Skills Personal Qualities