Spreadsheet: 39af7cb3-4ecf-4243-929a-4c63c9b09fb6
Sheet: Sheet1

Marketing, Sales and Service | Unnamed: 1 | Unnamed: 2 | Unnamed: 3 | Unnamed: 4 | Unnamed: 5
Pathway: Professional Sales and Marketing
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPB01.01 | Career Development | #3: Principles of Sales and Promotion | Assess sales-career information to enhance opportunities for career success. | Analyze sales careers to determine careers of interest. | Describe selling’s impact on a market economy.
 |  |  |  |  | Identify career opportunities in selling.
 |  |  |  |  | Ascertain educational requirements for sales careers.
 |  |  |  |  | Determine income ranges associated with sales careers.
 |  |  |  |  | Assess working conditions associated with sales careers.
 |  |  |  |  | Determine perquisites (perks) associated with sales careers.
 |  |  |  |  | Describe the lifestyles of salespeople.
 |  |  |  |  | Identify opportunities for advancement in sales careers.
 |  |  |  |  | Explain the personal characteristics associated with sales success.
 |  |  |  | Compare individual’s abilities, interests, and attitudes with those associated with sales success to determine the match between the two. | Analyze desired lifestyle and that associated with sales careers.
 |  |  |  |  | Discern between desired benefits and those associated with sales careers.
 |  |  |  |  | Contrast personal characteristics with those associated with sales success.
 |  |  |  |  | Examine similarities and differences between personal educational goals and educational requirements for sales careers.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPB02.01 | Selling Process and Techniques | #5: Principles of Marketing Research                                    #6: Principles of Sales Management | Employ processes and techniques to sell goods/services/ideas. | Acquire product knowledge needed to perform professional selling. | Synthesize information accompanying product.
 |  |  |  |  | Read promotional literature from manufacturers/service providers.
 |  |  |  |  | Obtain product information available on the Web.
 |  |  |  |  | Identify geographic area in which company provides products.
 |  |  |  |  | Recognize company’s product lines.
 |  |  |  |  | Identify ways that customers will use products.
 |  |  |  |  | Determine ways products will perform in different circumstances.
 |  |  |  |  | Master techniques to access additional information or training efficiently.
 |  |  |  |  | Determine sources of and information about competitors’ products.
 |  |  |  |  | Compare product with those of competitors.
 |  |  |  |  | Identify product promotions or sales.
 |  |  |  |  | Determine product benefits.
 |  |  |  | Prospect to maintain or increase client numbers in professional selling. | Select prospecting techniques.
 |  |  |  |  | Construct prospect list.
 |  |  |  |  | Qualify leads.
 |  |  |  |  | Maintain prospect list.
 |  |  |  |  | Demonstrate prospecting procedures.
 |  |  |  | Complete preparation needed to make a sales presentation. | Identify needed sales preparation.
 |  |  |  |  | Write sales letters.
 |  |  |  |  | Obtain/Create sales aids.
 |  |  |  |  | Organize sales talk and materials.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Establish initial relationship with clients to sell goods/services/ideas. | Analyze client information.
 |  |  |  |  | Choose techniques to establish client relationships.
 |  |  |  |  | Implement sales openings.
 |  |  |  |  | Identify client’s personality.
 |  |  |  |  | Establish relationships with different types of clients.
 |  |  |  |  | Maintain courteous, professional treatment throughout interaction.
 |  |  |  | Determine client needs/wants to increase the likelihood of making immediate and repeat sales. | Question clients to obtain information useful in satisfying their needs.
 |  |  |  |  | Identify client’s buying motives as emotional, rational, or patronage.
 |  |  |  |  | Ascertain extent of client’s purchase decision-making.
 |  |  |  |  | Use probing techniques to obtain client information.
 |  |  |  |  | Assess client’s needs.
 |  |  |  | Employ recommendation processes and techniques to educate client and to sell goods/services/ideas. | Base product recommendations on client buying motives and needs.
 |  |  |  |  | Recommend product substitutions, when appropriate.
 |  |  |  |  | Select product to demonstrate.
 |  |  |  |  | Demonstrate product.
 |  |  |  |  | Implement feature-benefit selling.
 |  |  |  |  | Demonstrate cost/benefits/value to client.
 |  |  |  |  | Communicate product improvements to client, when appropriate.
 |  |  |  |  | Provide accurate pricing information.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | [NAME] objections into benefits to continue sales process. | Compare objections and excuses.
 |  |  |  |  | Recognize the importance of converting client objections into benefits.
 |  |  |  |  | Provide rationale for product prices and about comparative advantages/disadvantages of differently priced offerings, when appropriate.
 |  |  |  |  | Generate alternative solutions to client’s expectations.
 |  |  |  |  | Use techniques to convert client objections into benefits.
 |  |  |  | Close sales to conclude sales process. | Make accurate judgments as to whether a client is ready to complete a sale.
 |  |  |  |  | Evaluate verbal signals and body language to judge client’s intentions.
 |  |  |  |  | Use sales close appropriate to situation.
 |  |  |  |  | Recommend additional products, as appropriate.
 |  |  |  |  | Determine inventory availability.
 |  |  |  |  | Negotiate sales agreement.
 |  |  |  |  | Calculate client’s charges.
 |  |  |  |  | Process paperwork associated with sale.
 |  |  |  |  | Provide clients with information, including accurate order numbers and properly completed paperwork, to enable them to check on status of delivery.
 |  |  |  |  | Explain customer service policies when closing sales.
 |  |  |  |  | Process/accept client’s payment.
 |  |  |  |  | Take equipment shortcuts to expedite transactions.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Develop and implement a sales follow-up plan to enhance client satisfaction and build sales. | Identify types of follow-up activities.
 |  |  |  |  | Determine occasions to follow up sales activities.
 |  |  |  |  | Contact client in a timely fashion.
 |  |  |  |  | Use appropriate follow-up activities that conform to company policies for sales situations.
 |  |  |  |  | Communicate accurate information about product delivery, when appropriate.
 |  |  |  |  | Take corrective measures, when needed.
 |  |  |  |  | Resolve complaints.
 |  |  |  |  | Maintain ongoing support and communication with client.
 |  |  |  |  | Obtain feedback from clients.
 |  |  |  |  | Treat customer courteously throughout follow-up.
 |  |  |  |  | Provide suggestions for future purchases, including information on products that complement past purchases as well as information on new products.
 |  |  |  |  | Educate client as to changes in standard procedure.
 |  |  |  |  | Train client’s personnel, when needed.
 |  |  |  |  | Expand collaborative involvement between companies.
 |  |  |  |  | Meet client’s customer service expectations.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
MKPB03.01 | Sales Management | #8: Sales Management | Use staffing, organizing, leading, controlling, and planning to manage sales activities. | Staff sales force to meet company needs. | Determine sales force size.
 |  |  |  |  | Establish structure of sales organization.
 |  |  |  |  | Develop profile of desired salespeople.
 |  |  |  |  | Select sales staff.
 |  |  |  | Organize sales force and its activities to maximize effectiveness. | Design sales territories.
 |  |  |  |  | Assign staff to sales territories.
 |  |  |  |  | Set up system for covering sales territories.
 |  |  |  |  | Establish sales call reporting activities.
 |  |  |  |  | Design sales force compensation plans and rewards.
 |  |  |  | Lead sales force to improve staff’s sales abilities. | Design sales training program.
 |  |  |  |  | Train sales force.
 |  |  |  |  | Motivate sales teams.
 |  |  |  |  | Conduct sales meetings.
 |  |  |  |  | Coordinate efforts of multifunctional teams.
Code | Topic | Course | Knowledge and Skill | Performance Element | Measurement Criteria
 |  |  | (CONTINUED) | Control sales staff and activities to maximize sales. | Prepare sales quotas.
 |  |  |  |  | Prepare sales territory analysis.
 |  |  |  |  | Establish prospecting standards.
 |  |  |  |  | Monitor ethical and legal conduct of sales force.
 |  |  |  |  | Justify accounts through territory screening.
 |  |  |  |  | Review and evaluate group sales performance, according to company policies and procedures for measuring and tracking sales goals.
 |  |  |  |  | Review and evaluate individual sales performance, according to company policies and procedures for measuring and tracking sales goals.
 |  |  |  | Control sales staff and activities to minimize expenses. | Develop expense-control plan for sales force.
 |  |  |  |  | Analyze sales force’s use of time.
 |  |  |  |  | Monitor sales budgets.
 |  |  |  | Plan sales activities and strategies to guide sales force. | Develop sales strategy.
 |  |  |  |  | Implement sales tactics.
 |  |  |  |  | Prepare sales budget.
MKPB04.01 | Marketing-Information Management | #10: Information Management in Marketing | Monitor marketing information to enhance sales opportunities. | Predict sales to guide business activities. | Estimate market and sales potentials.
 |  |  |  |  | Project sales forecasts realistically.
 |  | Additional Recommended CTE/Degree Major Courses:
 |  | #4: Marketing
 |  | #7: Principles of Marketing Communications
 |  | #9: Consumer Behavior