- Course type: Self-paced
- Available Lessons: 92
- Average Lesson Length: 8 min
Eligible for Credit: Yes
Earn transferable credit by taking this course for credit.
Watch a preview:chapter 1 / lesson 1Sales-Oriented Company: Definition & Examples
Course SummaryMarketing 306 has been evaluated and recommended for 3 semester hours and may be transferred to over 2,000 colleges and universities. With this self-paced course, you get engaging lessons, expert instructors who make even the most challenging marketing topics simple, and an excellent resource for getting a head start on your degree.
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Course Practice TestCheck your knowledge of this course with a 50-question practice test.
- Comprehensive test covering all topics
- Detailed video explanations for wrong answers
|Course Progress||Best Score|
|Lesson 1 - Principles of Selling - Assignment: Sales Plan|
The course objective is to describe and evaluate sales strategies, sales planning methods, sales force management approaches, and customer relationship management technologies.
Your grade for this course will be calculated out of 300 points. The minimum score required to pass and become eligible for college credit for this course is 210 points, or an overall course grade of 70%. The table below shows how your overall grade will be calculated.
|Proctored Final Exam||100|
Quizzes are meant to test your comprehension of each lesson as you progress through the course. Here's a breakdown of how you will be graded on quizzes and how they'll factor into your final score:
- You will have 3 attempts to take each quiz for a score.
- The highest score of your first 3 attempts will be recorded as your score for each quiz.
- When you've completed the course, the highest scores from your first 3 attempts at each quiz will be averaged together and weighed against the total possible points for quizzes. For instance, if your average quiz score is 85%, you'll receive 85 out of 100 possible points for quizzes.
- After your initial 3 attempts, you can take a quiz for practice as many times as you'd like.
- You will need to pass each quiz with a score of at least 80% to earn course progress for the lesson. However, it is not necessary to earn 80% within the first three quiz attempts.
Assignments are intended to assess your application, analysis, and critical thinking skills in relation to the concepts you learn in the course. One assignment are required for this course. You can access it here.
- All assignment scores will total up to 100 points.
- Your assignment(s) will be graded by a Study.com instructor.
- The instructor will provide a graded rubric for you along with feedback on what you did well and what could be improved.
- If you are unsatisfied with your score, you will be able to revise and resubmit your assignment(s) twice. You are free to resubmit an assignment within two weeks of your most recent exam attempt or at any point if you have an active college accelerator membership.
Proctored Final Exam
The proctored final exam is a cumulative test designed to ensure that you've mastered the material in the course.
- You'll earn points equivalent to the percentage grade you receive on your proctored final. (So if you earn 90% on the final, that's 90 points toward your final grade.)
- If you're unsatisfied with your score on the exam, you'll be eligible to retake the exam after a 3-day waiting period.
- You can only retake the exam twice, so be sure to use your study guide and fully prepare yourself before you take the exam again.
Items Allowed on Study.com Proctored Exam for Marketing 306:
- Blank scratch paper
- Pen or pencil
Items NOT Allowed on Study.com Proctored Exam for Marketing 306:
- Office programs, web browsers, or any programs other than Software Secure (including Study.com lessons)
- Textbooks (digital or physical)
- Mobile phones, headphones, speakers, TVs, or radios
- Notebooks or notes
- Any calculators
Upon completion of the course, you will be able to:
- Apply strategies for establishing mutually satisfactory long-term partnerships with customers.
- Evaluate buyer attributes and behaviors that influence the business-to-consumer and business-to-business buying process.
- Utilize customer acquisition management skills
- Develop winning sales pitches and approaches leading to successfully closing the sale
- Analyze solutions available for customer relationship management.
- Develop prospecting and forecasting plans.
- Demonstrate self-management practices that are essential in developing sales opportunities.
- Evaluate sales behaviors in order to maintain high ethical standards.
There are no prerequisites for this course, but most students prefer to complete Business 102: Principles of Marketing.
Marketing 306 consists of short video lessons that are organized into topical chapters. Each video is approximately 5-10 minutes in length and comes with a quick quiz to help you measure your learning. The course is completely self-paced. Watch lessons on your schedule whenever and wherever you want.
At the end of each chapter, you can complete a chapter test to see if you're ready to move on or have some material to review. Once you've completed the entire course, take the practice test and use the study tools in the course to prepare for the proctored final exam. You may take the proctored final exam whenever you are ready.
How Credit Recommendations Work
This course has been evaluated and recommended by ACE for 3 semester hours in the upper division baccalaureate degree category. To apply for transfer credit, follow these steps:
- If you already have a school in mind, check with the registrar to see if the school will grant credit for courses recommended by ACE.
- Complete Marketing 306 by watching video lessons and taking short quizzes.
- Take the Marketing 306 final exam directly on the Study.com site.
- Request a transcript to be sent to the accredited school of your choice!
- Check out this page for more information on Study.com's credit-recommended courses.
|Selling to Businesses & Consumers||Outline the steps of the selling process and differentiate between business-to-business and business-to-consumer sales; identify the stages of the sales funnel; evaluate the differences between relationship, personal and traditional selling methods.|
|Consumer Buying Behavior & Influences||Describe consumer buyer behaviors and recognize different influences on consumer purchases; explain the applications of behavioral economics; recognize different customer needs and buyer personas.|
|Business Buying Behavior & Influences||Differentiate between business and consumer marketing; describe influences on business buying behavior; explain how businesses can utilize e-commerce to serve other businesses.|
|Post-Sale Customer Relationship Management||Assess the role of customer relationship management in selling; evaluate technologies that are designed to implement effective customer relationship management; personalize the customer service experience; implement customer loyalty programs; resolve client complaints and conflicts.|
|Communication Skills for Selling||Explain importance of communication techniques and skills in the selling process; compare types of communication; interpret and respond to signals from clients; avoid assumptions in sales situations; build trust with customers.|
|Sales Forecasts & Budgets||Compare and contrast a variety of approaches for sales budgets and forecasts; calculate sales revenue; use the percentage of sales method; analyze selling activities and results.|
|Sales Force Management||Describe the specific functions and processes involved in sales management; evaluate the importance of sales force management in the overall selling process; interpret strategic human resource metrics; calculate sales commissions; explain how regulations and technologies can affect the sales process.|
|The Sales Planning Process||Recognize the components of a sales plan and assess the role they play in the planning process; compare types of sales strategies; explain the purposes of lead qualification, scheduling, client prioritization and sales pitches.|
|Selling Strategies||Describe a range of sales strategies, including consultative sales, suggestive selling, questioning, retail selling, cross-selling, guided selling and upselling; identify appropriate scenarios for these particular sales strategies and methods.|
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What to Expect For the Exam
This Study.com course has been evaluated and recommended for college credit. Once you've completed this course, you can take the proctored final exam and potentially earn credit. Follow the steps below to take the exam.
Before taking the exam, all of the following requirements must be met:
|A College Accelerator Study.com membership.|
|Completed all lessons in Marketing 306: Principles of Selling course and achieved 100% Quiz Progress.|
|Not attempted to take this exam within the last three days.|
|Have available proctored exams in this month of membership.|
|Have not taken this exam three times. (0/3)|
|Complete the exam readiness quiz.|
|Please note: Assignments are required to complete this course for credit. You have submitted / required assignments for this course.|
Please meet all of the pre-requirements in the Pre-Exam Checklist in order to take the exam.
Exam Process Details
1. Register For Exam
Registering for the exam is simple. First, be sure you meet the system requirements. Next, you'll need to agree to the academic integrity policy. Then just confirm your name and the exam name, and you're ready to go!
2. Download Software Secure
You'll receive an unique access code. Please write this down — you'll need it to take the exam. Then download Software Secure and follow the installation instructions.
3. Take Exam
The exam contains 50 - 100 multiple choice questions. You will have two hours to complete the exam, so don't start until you're sure you can complete the entire thing. And remember to pace yourself!
4. Get Exam Results
We will send you an email with your official exam results within 1 to 2 weeks. If you would like to raise your grade after receiving your exam results, you can retake quizzes with fewer than 3 attempts. You will then need to retake the final exam.
Earning College Credit
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