Unit 4 Section 1: Sales

Focus: A. Explain the relationship between marketing and sales.

B. Utilize marketing information to plan sales activities.

C. Use communication skills in sales.

9.3.MK.10 Use marketing strategies and processes to determine and meet client needs and wants

MKT.4.1 [1] Explain the selling function. (needs/wants, personalized communication to influence decisions)

MKT.4.1 [2] Explain the role of customer service as a component of selling relationships.

MKT.4.1 [3] Explain key factors in building and maintaining clientele (e.g., relationship selling, reputation, honesty)

MKT.4.1 [4] Explain business ethics in selling

MKT.4.1 [5] Describe the use of technology in the selling function

MKT.4.1 [6] Explain the selling process

A. Approach

B. Needs determined

C. Present the product

D. Overcome objections

E. Close the sale

F. S&R Suggestion selling and building relationships

9.3.MK‐COM.1 Apply techniques and strategies to convey ideas and information through marketing communications.

MKT.4.1 [7] Write a sales pitch/sales letters (e.g., cold calling, telemarketing, emails, physical letters)

MKT.4.1 [8] Develop pitches (e.g., elevator pitches) for various product or services.

Unit 4 Section 2: Product Placement

Focus: Describe the use of product placement.

9.3.MK‐COM.5 Communicate information about products, services, images and/or ideas to achieve a desired outcome.

MKT.4.2 [1] Define product placement

MKT.4.2 [2] Identify and provide examples of product placement.

A. Retail (e.g., shelf height, end cap)

B. Digital (e.g., social media, email)

C. Media (e.g., movies, television, radio)

Unit 4 Section 3: Displays

Focus: A. Employ visual merchandising techniques to increase interest in product offerings.

B. Implement display techniques to attract customers and increase sales potential.

9.3.MK-MER.7 Communicate information about products, services, images and/or ideas to achieve a desired outcome.

MKT.4.3 [1] Explain the use of visual merchandising in retailing.

MKT.4.3 [2] Explain types of display arrangements. (e.g., free standing, window display, entry display)

MKT.4.3 [3]Create promotional signs or displays. (e.g., digital or physical)