Marketing 306

Ch 1. Selling to Businesses & Consumers
	Lesson 1 – Sales-Oriented Company: Definition & Examples	Take Quiz
	Lesson 2 – What Is the Sales Process? – Steps & Example	Take Quiz
	Lesson 3 – Sales Funnel: Definition & Stages	Take Quiz
	Lesson 4 – Customer-Centric Sales: Definition & Strategy	Take Quiz
	Lesson 5 – Relationship Selling: Definition, Process & Techniques	Take Quiz
	Lesson 6 – Relationship Selling vs. Traditional Methods: Definition and Purpose	Take Quiz
	Lesson 7 – Personal Selling: The Steps of the Selling Process	Take Quiz
	Lesson 8 – Comparing Business-to-Business & Business-to-Customer Approaches	Take Quiz
	Lesson 9 – What Are Business-to-Business Sales? – Definition, Process & Techniques	Take Quiz

Go to chapter Selling to Businesses & Consumers

Practice test: Selling to Businesses & Consumers

Ch 2. Communication Skills for Selling
	Lesson 1 – Key Communication Skills for Sales Professionals	Take Quiz
	Lesson 2 – Types of Communication: Interpersonal, Non-Verbal, Written & Oral	Take Quiz
	Lesson 3 – Barriers to Effective Communication: Definition & Examples	Take Quiz
	Lesson 4 – What Is Effective Listening in the Workplace? – Definition, Techniques & Barriers	Take Quiz
	Lesson 5 – Tone of Voice in Sales: Importance & Techniques	Take Quiz
	Lesson 6 – Nonverbal Cues in Communication: Examples & Overview	Take Quiz
	Lesson 7 – Interpreting & Responding to Signals from Buyers	Take Quiz
	Lesson 8 – Reading Between the Lines in Sales Conversations	Take Quiz
	Lesson 9 – The Importance of Avoiding Assumptions in Sales	Take Quiz
	Lesson 10 – How to Leave a Lasting Impression in Sales	Take Quiz
	Lesson 11 – The Benefits of Building Trust in Sales	Take Quiz

Go to chapter Communication Skills for Selling

Practice test: Communication Skills for Selling

Ch 3. Consumer Buying Behavior & Influences
	Lesson 1 – What Is Consumer Buying Behavior? – Definition & Types	Take Quiz
	Lesson 2 – Environmental & Situational Influences on Consumer Behavior	Take Quiz
	Lesson 3 – Behavioral Economics: Definition & Applications	Take Quiz
	Lesson 4 – Personality Effects on Experiential Consumption	Take Quiz
	Lesson 5 – Customer Needs: Types & Differentiation by Customer Group	Take Quiz
	Lesson 6 – Buyer Personas: Definition & Application	Take Quiz
	Lesson 7 – Cognitive Dissonance & Post-Purchase Process	Take Quiz
	Lesson 8 – Buying Behavior and Marketing: Types of Consumer Buying Decisions	Take Quiz

Go to chapter Consumer Buying Behavior & Influences

Practice test: Consumer Buying Behavior & Influences

Ch 4. Business Buying Behavior & Influences
	Lesson 1 – B2B vs. B2C: How Business Marketing Differs from Consumer Marketing	Take Quiz
	Lesson 2 – What is a Buying Center? – Definition & Example	Take Quiz
	Lesson 3 – What is Business-to-Business E-Commerce? – Definition & Examples	Take Quiz

Go to chapter Business Buying Behavior & Influences

Practice test: Business Buying Behavior & Influences

Ch 5. Post-Sale Customer Relationship Management
	Lesson 1 – Building Customer Loyalty With Good Customer Service	Take Quiz
	Lesson 2 – Implementing Customer Loyalty Programs & Incentives	Take Quiz
	Lesson 3 – Measuring Customer Satisfaction to Improve Retention	Take Quiz
	Lesson 4 – Resolving Customer Service Complaints & Conflict	Take Quiz
	Lesson 5 – How to Personalize Customer Service	Take Quiz
	Lesson 6 – Customer Relationship Management and Marketing Technology	Take Quiz
	Lesson 7 – Customer Relationship Management: Using CRM to Focus on Customers	Take Quiz
	Lesson 8 – Social Media in Customer Relationship Management	Take Quiz
	Lesson 9 – Implementing Customer Relationship Management	Take Quiz
	Lesson 10 – Customer Relationship Management for Small Businesses	Take Quiz
	Lesson 11 – Potential Issues in Customer Relationship Management	Take Quiz

Go to chapter Post-Sale Customer Relationship Management

Practice test: Post-Sale Customer Relationship Management

Ch 6. Sales Forecasts & Budgets
	Lesson 1 – Sales Budget: Definition & Examples	Take Quiz
	Lesson 2 – How to Calculate Sales Revenue: Definition & Formula	Take Quiz
	Lesson 3 – Sales Forecasts, Marketing Metrics & Marketing Budgets	Take Quiz
	Lesson 4 – Short-Term, Long-Term & Immediate Sales Forecasting	Take Quiz
	Lesson 5 – The Percentage of Sales Method: Formula & Example	Take Quiz
	Lesson 6 – Using CRM to Forecast Sales & Report Production Efforts	Take Quiz
	Lesson 7 – How to Analyze Selling Activities & Results	Take Quiz

Go to chapter Sales Forecasts & Budgets

Practice test: Sales Forecasts & Budgets

Ch 7. Sales Force Management
	Lesson 1 – Sales Management: Definition & Function	Take Quiz
	Lesson 2 – The Role of Sales Management in Personal Selling	Take Quiz
	Lesson 3 – The Sales & Operations Planning Process	Take Quiz
	Lesson 4 – Strategic Human Resource Metrics: Production & Sales	Take Quiz
	Lesson 5 – Common Compensation Systems: Salary, Hourly, Contractor, Pay-For-Performance	Take Quiz
	Lesson 6 – How to Calculate Sales Commissions	Take Quiz
	Lesson 7 – HRM Case Study: Medtronic & Sales Training	Take Quiz
	Lesson 8 – Personal Selling: Legal & Ethical Issues	Take Quiz
	Lesson 9 – Ethical Issues That Impact the Personal Selling Process	Take Quiz
	Lesson 10 – How Technology & Regulations Affect the Sales Process	Take Quiz
	Lesson 11 – Social Media Marketing: Definition & Examples	Take Quiz
	Lesson 12 – Social Media Marketing: Description & Strategy	Take Quiz

Go to chapter Sales Force Management

Practice test: Sales Force Management

Ch 8. The Sales Planning Process
	Lesson 1 – Sales Strategy: Definition, Elements & Implementation	Take Quiz
	Lesson 2 – Types of Sales Strategies	Take Quiz
	Lesson 3 – Sales Strategy: Plan, Template & Examples	Take Quiz
	Lesson 4 – How to Develop a Sales Strategy	Take Quiz
	Lesson 5 – Lead Qualification: Process & Overview	Take Quiz
	Lesson 6 – Identifying & Selling to Different Customer Types	Take Quiz
	Lesson 7 – Planning: Deadlines & Clients	Take Quiz
	Lesson 8 – The Importance of Scheduling for Sales Professionals	Take Quiz
	Lesson 9 – How to Prioritize Customers & Client Prospects	Take Quiz
	Lesson 10 – Sales Pitch: Definition & Examples	Take Quiz
	Lesson 11 – How to Plan & Make a Successful Sales Call	Take Quiz
	Lesson 12 – How to Create & Deliver a Sales Presentation	Take Quiz

Go to chapter The Sales Planning Process

Practice test: The Sales Planning Process

Ch 9. Selling Strategies
	Lesson 1 – Value-Added Selling Technique: Definition & Usage	Take Quiz
	Lesson 2 – Suggestive Selling Techniques for Telephone Customer Service	Take Quiz
	Lesson 3 – Questioning Techniques to Identify Buyers’ Needs & Motivations	Take Quiz
	Lesson 4 – Techniques for Assisting Customers in the Selling Process	Take Quiz
	Lesson 5 – Strategies for Selling to Multiple Buyers at Once	Take Quiz
	Lesson 6 – What is Retail Selling? – Techniques & Process	Take Quiz
	Lesson 7 – Cross-Selling: Strategies & Examples	Take Quiz
	Lesson 8 – Sales Strategies for Retail	Take Quiz
	Lesson 9 – B2B Sales Strategies & Tactics	Take Quiz
	Lesson 10 – What is Guided Selling? – Definition & Examples	Take Quiz
	Lesson 11 – Responding to Price Resistance & Objections in Sales	Take Quiz
	Lesson 12 – Creating Additional Revenue Through Upselling	Take Quiz
	Lesson 13 – How to Close a Sale & Provide Ongoing Service	Take Quiz

Go to chapter Selling Strategies

Practice test: Selling Strategies

Ch 10. Required Assignments for Marketing 306
	Lesson 1 – Principles of Selling – Assignment: Sales Plan

Go to chapter Required Assignments for Marketing 306