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Unit 4 - Sales and Distribution
In this unit students will understand the sales process, recognize and utilize pricing strategies, conduct break-even analysis, and explore channels of distribution.
Enduring Understandings...
Successful marketing campaigns satisfy the wants and needs of consumers.
Effective selling matches a customer’s wants and needs to a product’s features and benefits.
Supply/demand have an inverse relationship and directly impact product pricing.
Marketing math allows businesses to maximize profit margins and reach intended markets.
Psychological pricing allows businesses to package an "image" along with the product or service.
Channels of distribution impact the cost and supply and demand of products.
Essential Questions...
How does professional selling impact the economic aspects of a society?
What are the characteristics of an effective sale?
Why is it important to be knowledgeable about the product you are selling?
How do pricing strategies impact products images?
What impact does a target market have on establishing retail pricing?
Does the seller or buyer truly determine the price of products?
Are psychological pricing techniques ethical in nature?
How market segmentation impact channel distribution?
What should a distribution plan consist of in order to be successful?
Learning Targets...
Explain the nature and scope of the selling function
Contrast rational and emotional buying motives
Identify the seven steps of the professional selling process
Identify factors that can influence a consumer's decision to buy.
Differentiate the techniques of both retail and business-to-business selling.
Explain the role of ethics as a part of the selling function
Demonstrate the effective use of the seven steps of the sales process.
Define the nature and scope of the pricing function.
Describe how price is impacted by the interaction of supply and demand.
Evaluate factors affecting a business’s pricing strategy.
Discuss the concept of competition.
Explain the nature of business ethics in pricing.
Identify various psychological pricing techniques.
Calculate various forms of discounts.
Calculate percentage and profit based mark-ups.
Use mathematical procedures to analyze and solve business problems.
Construct a sample pricing policy for new product mix.
Identify the nature and scope of distribution.
Define a channel of distribution.
Distinguish between the different types of channel intermediaries.
Evaluate various channels of distribution.
Develop a distribution plan for a product/service.
Personal and Business Selling
Pricing
Distribution
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