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Marketing 306: Principles of Selling

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Course Summary

Marketing 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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10 chapters in Marketing 306: Principles of Selling

Course Practice Test

Check your knowledge of this course with a 50-question practice test.
  • Comprehensive test covering all topics
  • Detailed video explanations for wrong answers
Week {{::cp.getGoalWeekForTopic(0, 10)}}
Ch 1. Selling to Businesses & Consumers {{cp.topicAssetIdToProgress[481027].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Sales-Oriented Company: Definition & Examples Score: {{cp.lessonAssetIdToProgress[3788].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[3788].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[3788].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[3788].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - What Is the Sales Process? - Steps & Example Score: {{cp.lessonAssetIdToProgress[9526].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9526].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[9526].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9526].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Sales Funnel: Definition & Stages Score: {{cp.lessonAssetIdToProgress[157197].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[157197].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[157197].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[157197].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Personal Selling: The Steps of the Selling Process Score: {{cp.lessonAssetIdToProgress[1582].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1582].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1582].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1582].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Relationship Selling: Definition, Process & Techniques Score: {{cp.lessonAssetIdToProgress[9597].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9597].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[9597].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9597].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Relationship Selling vs. Traditional Methods: Definition and Purpose Score: {{cp.lessonAssetIdToProgress[1581].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1581].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1581].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1581].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Comparing Business-to-Business & Business-to-Customer Approaches Score: {{cp.lessonAssetIdToProgress[56357].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56357].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56357].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56357].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - What Are Business-to-Business Sales? - Definition, Process & Techniques Score: {{cp.lessonAssetIdToProgress[9588].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9588].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[9588].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9588].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - Customer-Centric Sales: Definition & Strategy Score: {{cp.lessonAssetIdToProgress[157209].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[157209].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[157209].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[157209].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(1, 10)}}
Ch 2. Consumer Buying Behavior & Influences {{cp.topicAssetIdToProgress[481029].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - What Is Consumer Buying Behavior? - Definition & Types Score: {{cp.lessonAssetIdToProgress[6635].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[6635].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[6635].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[6635].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - Consumer Decisions: Types, Overview Score: {{cp.lessonAssetIdToProgress[6607].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[6607].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[6607].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[6607].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Influences on Consumer Buying Decisions: Cultures, Values & More Score: {{cp.lessonAssetIdToProgress[1532].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1532].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1532].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1532].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Environmental & Situational Influences on Consumer Behavior Score: {{cp.lessonAssetIdToProgress[252383].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252383].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[252383].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252383].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Behavioral Economics: Definition & Applications Score: {{cp.lessonAssetIdToProgress[252403].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252403].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[252403].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252403].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Personality Effects on Experiential Consumption Score: {{cp.lessonAssetIdToProgress[252425].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252425].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[252425].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[252425].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Customer Needs: Types & Differentiation by Customer Group Score: {{cp.lessonAssetIdToProgress[65759].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[65759].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[65759].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[65759].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - Buyer Personas: Definition & Application Score: {{cp.lessonAssetIdToProgress[164185].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[164185].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[164185].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[164185].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - Cognitive Dissonance & Post-Purchase Process Score: {{cp.lessonAssetIdToProgress[2807].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[2807].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[2807].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[2807].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - Buying Behavior and Marketing: Types of Consumer Buying Decisions Score: {{cp.lessonAssetIdToProgress[1531].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1531].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1531].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1531].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(2, 10)}}
Ch 3. Business Buying Behavior & Influences {{cp.topicAssetIdToProgress[481031].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - B2B vs. B2C: How Business Marketing Differs from Consumer Marketing Score: {{cp.lessonAssetIdToProgress[1534].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1534].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1534].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1534].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - Business Buyers: New Buy, Modified Rebuy, Straight Rebuy Score: {{cp.lessonAssetIdToProgress[1536].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1536].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1536].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1536].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - What is a Buying Center? - Definition & Example Score: {{cp.lessonAssetIdToProgress[381489].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[381489].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[381489].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[381489].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Influences on Business Buying Decisions Score: {{cp.lessonAssetIdToProgress[51020].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[51020].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[51020].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[51020].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - What is Business-to-Business E-Commerce? - Definition & Examples Score: {{cp.lessonAssetIdToProgress[50900].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50900].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50900].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50900].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(3, 10)}}
Ch 4. Post-Sale Customer Relationship Management {{cp.topicAssetIdToProgress[481033].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Building Customer Loyalty With Good Customer Service Score: {{cp.lessonAssetIdToProgress[58059].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[58059].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[58059].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[58059].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - Implementing Customer Loyalty Programs & Incentives Score: {{cp.lessonAssetIdToProgress[57889].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[57889].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[57889].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[57889].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Measuring Customer Satisfaction to Improve Retention Score: {{cp.lessonAssetIdToProgress[57885].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[57885].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[57885].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[57885].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Resolving Customer Service Complaints & Conflict Score: {{cp.lessonAssetIdToProgress[56941].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56941].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56941].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56941].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - How to Personalize Customer Service Score: {{cp.lessonAssetIdToProgress[59827].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[59827].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[59827].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[59827].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Customer Relationship Management and Marketing Technology Score: {{cp.lessonAssetIdToProgress[1579].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1579].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1579].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1579].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Customer Relationship Management: Using CRM to Focus on Customers Score: {{cp.lessonAssetIdToProgress[1773].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1773].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[1773].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[1773].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - Social Media in Customer Relationship Management Score: {{cp.lessonAssetIdToProgress[56361].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56361].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56361].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56361].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - Implementing Customer Relationship Management Score: {{cp.lessonAssetIdToProgress[56360].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56360].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56360].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56360].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - Customer Relationship Management for Small Businesses Score: {{cp.lessonAssetIdToProgress[56358].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56358].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56358].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56358].bestScoreQuestions}}  Take Quiz Optional
Lesson 11 - Potential Issues in Customer Relationship Management Score: {{cp.lessonAssetIdToProgress[56362].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56362].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56362].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56362].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(4, 10)}}
Ch 5. Communication Skills for Selling {{cp.topicAssetIdToProgress[481035].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Key Communication Skills for Sales Professionals Score: {{cp.lessonAssetIdToProgress[474745].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474745].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474745].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474745].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - Types of Communication: Interpersonal, Non-Verbal, Written & Oral Score: {{cp.lessonAssetIdToProgress[2125].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[2125].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[2125].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[2125].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Barriers to Effective Communication: Definition & Examples Score: {{cp.lessonAssetIdToProgress[7765].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[7765].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[7765].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[7765].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - What Is Effective Listening in the Workplace? - Definition, Techniques & Barriers Score: {{cp.lessonAssetIdToProgress[18916].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[18916].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[18916].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[18916].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Tone of Voice in Sales: Importance & Techniques Score: {{cp.lessonAssetIdToProgress[474753].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474753].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474753].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474753].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Nonverbal Cues in Communication: Examples & Overview Score: {{cp.lessonAssetIdToProgress[11532].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[11532].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[11532].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[11532].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Interpreting & Responding to Signals from Buyers Score: {{cp.lessonAssetIdToProgress[393821].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393821].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393821].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393821].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - Reading Between the Lines in Sales Conversations Score: {{cp.lessonAssetIdToProgress[474755].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474755].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474755].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474755].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - The Importance of Avoiding Assumptions in Sales Score: {{cp.lessonAssetIdToProgress[474757].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474757].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474757].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474757].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - How to Leave a Lasting Impression in Sales Score: {{cp.lessonAssetIdToProgress[474763].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474763].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474763].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474763].bestScoreQuestions}}  Take Quiz Optional
Lesson 11 - The Benefits of Building Trust in Sales Score: {{cp.lessonAssetIdToProgress[474759].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474759].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[474759].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[474759].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(5, 10)}}
Ch 6. Sales Forecasts & Budgets {{cp.topicAssetIdToProgress[481037].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Sales Budget: Definition & Examples Score: {{cp.lessonAssetIdToProgress[80570].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[80570].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[80570].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[80570].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - How to Calculate Sales Revenue: Definition & Formula Score: {{cp.lessonAssetIdToProgress[16062].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[16062].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[16062].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[16062].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Sales Forecasts, Marketing Metrics & Marketing Budgets Score: {{cp.lessonAssetIdToProgress[50059].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50059].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50059].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50059].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Short-Term, Long-Term & Immediate Sales Forecasting Score: {{cp.lessonAssetIdToProgress[63754].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[63754].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[63754].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[63754].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - The Percentage of Sales Method: Formula & Example Score: {{cp.lessonAssetIdToProgress[69817].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[69817].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[69817].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[69817].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Computing the Sales Mix with Limited Resources Score: {{cp.lessonAssetIdToProgress[80549].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[80549].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[80549].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[80549].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Using CRM to Forecast Sales & Report Production Efforts Score: {{cp.lessonAssetIdToProgress[56315].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56315].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56315].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56315].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - How to Analyze Selling Activities & Results Score: {{cp.lessonAssetIdToProgress[50045].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50045].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50045].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50045].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(6, 10)}}
Ch 7. Sales Force Management {{cp.topicAssetIdToProgress[481039].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Sales Management: Definition & Function Score: {{cp.lessonAssetIdToProgress[73638].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[73638].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[73638].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[73638].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - The Role of Sales Management in Personal Selling Score: {{cp.lessonAssetIdToProgress[51035].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[51035].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[51035].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[51035].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - The Sales & Operations Planning Process Score: {{cp.lessonAssetIdToProgress[40422].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[40422].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[40422].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[40422].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Strategic Human Resource Metrics: Production & Sales Score: {{cp.lessonAssetIdToProgress[78446].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[78446].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[78446].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[78446].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Common Compensation Systems: Salary, Hourly, Contractor, Pay-For-Performance Score: {{cp.lessonAssetIdToProgress[18748].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[18748].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[18748].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[18748].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - How to Calculate Sales Commissions Score: {{cp.lessonAssetIdToProgress[46874].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[46874].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[46874].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[46874].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - HRM Case Study: Medtronic & Sales Training Score: {{cp.lessonAssetIdToProgress[78425].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[78425].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[78425].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[78425].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - Personal Selling: Legal & Ethical Issues Score: {{cp.lessonAssetIdToProgress[73639].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[73639].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[73639].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[73639].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - Ethical Issues That Impact the Personal Selling Process Score: {{cp.lessonAssetIdToProgress[50043].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50043].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50043].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50043].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - How Technology & Regulations Affect the Sales Process Score: {{cp.lessonAssetIdToProgress[50044].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50044].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50044].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50044].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(7, 10)}}
Ch 8. The Sales Planning Process {{cp.topicAssetIdToProgress[481041].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Sales Strategy: Definition, Elements & Implementation Score: {{cp.lessonAssetIdToProgress[56885].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56885].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[56885].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[56885].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - Types of Sales Strategies Score: {{cp.lessonAssetIdToProgress[166241].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166241].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[166241].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166241].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Sales Strategy: Plan, Template & Examples Score: {{cp.lessonAssetIdToProgress[166239].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166239].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[166239].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166239].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - How to Develop a Sales Strategy Score: {{cp.lessonAssetIdToProgress[166315].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166315].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[166315].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166315].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Lead Qualification: Process & Overview Score: {{cp.lessonAssetIdToProgress[9600].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9600].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[9600].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9600].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Identifying & Selling to Different Customer Types Score: {{cp.lessonAssetIdToProgress[393805].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393805].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393805].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393805].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Planning: Deadlines & Clients Score: {{cp.lessonAssetIdToProgress[161347].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161347].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[161347].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161347].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - The Importance of Scheduling for Sales Professionals Score: {{cp.lessonAssetIdToProgress[161345].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161345].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[161345].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161345].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - How to Prioritize Customers & Client Prospects Score: {{cp.lessonAssetIdToProgress[161349].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161349].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[161349].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[161349].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - Sales Pitch: Definition & Examples Score: {{cp.lessonAssetIdToProgress[427747].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[427747].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[427747].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[427747].bestScoreQuestions}}  Take Quiz Optional
Lesson 11 - How to Plan & Make a Successful Sales Call Score: {{cp.lessonAssetIdToProgress[393815].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393815].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393815].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393815].bestScoreQuestions}}  Take Quiz Optional
Lesson 12 - How to Create & Deliver a Sales Presentation Score: {{cp.lessonAssetIdToProgress[393817].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393817].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393817].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393817].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(8, 10)}}
Ch 9. Selling Strategies {{cp.topicAssetIdToProgress[481043].percentComplete}}% complete
Course Progress Best Score
Lesson 1 - Consultative Sales: Definition, Process & Techniques Score: {{cp.lessonAssetIdToProgress[9585].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9585].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[9585].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[9585].bestScoreQuestions}}  Take Quiz Optional
Lesson 2 - FABS Selling Technique: Explanation & Example Score: {{cp.lessonAssetIdToProgress[393809].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393809].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393809].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393809].bestScoreQuestions}}  Take Quiz Optional
Lesson 3 - Value-Added Selling Technique: Definition & Usage Score: {{cp.lessonAssetIdToProgress[393811].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393811].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393811].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393811].bestScoreQuestions}}  Take Quiz Optional
Lesson 4 - Suggestive Selling Techniques for Telephone Customer Service Score: {{cp.lessonAssetIdToProgress[58060].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[58060].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[58060].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[58060].bestScoreQuestions}}  Take Quiz Optional
Lesson 5 - Questioning Techniques to Identify Buyers' Needs & Motivations Score: {{cp.lessonAssetIdToProgress[393807].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393807].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393807].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393807].bestScoreQuestions}}  Take Quiz Optional
Lesson 6 - Techniques for Assisting Customers in the Selling Process Score: {{cp.lessonAssetIdToProgress[50042].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50042].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[50042].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[50042].bestScoreQuestions}}  Take Quiz Optional
Lesson 7 - Strategies for Selling to Multiple Buyers at Once Score: {{cp.lessonAssetIdToProgress[393813].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393813].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393813].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393813].bestScoreQuestions}}  Take Quiz Optional
Lesson 8 - What is Retail Selling? - Techniques & Process Score: {{cp.lessonAssetIdToProgress[17633].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[17633].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[17633].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[17633].bestScoreQuestions}}  Take Quiz Optional
Lesson 9 - Cross-Selling: Strategies & Examples Score: {{cp.lessonAssetIdToProgress[418421].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[418421].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[418421].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[418421].bestScoreQuestions}}  Take Quiz Optional
Lesson 10 - Sales Strategies for Retail Score: {{cp.lessonAssetIdToProgress[166313].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166313].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[166313].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166313].bestScoreQuestions}}  Take Quiz Optional
Lesson 11 - B2B Sales Strategies & Tactics Score: {{cp.lessonAssetIdToProgress[166245].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166245].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[166245].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[166245].bestScoreQuestions}}  Take Quiz Optional
Lesson 12 - What is Guided Selling? - Definition & Examples Score: {{cp.lessonAssetIdToProgress[381497].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[381497].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[381497].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[381497].bestScoreQuestions}}  Take Quiz Optional
Lesson 13 - Responding to Price Resistance & Objections in Sales Score: {{cp.lessonAssetIdToProgress[393825].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393825].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393825].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393825].bestScoreQuestions}}  Take Quiz Optional
Lesson 14 - Creating Additional Revenue Through Upselling Score: {{cp.lessonAssetIdToProgress[393827].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393827].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393827].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393827].bestScoreQuestions}}  Take Quiz Optional
Lesson 15 - How to Close a Sale & Provide Ongoing Service Score: {{cp.lessonAssetIdToProgress[393829].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393829].bestScoreQuestions}}  Take Quiz Optional
Score: {{cp.lessonAssetIdToProgress[393829].bestScoreCorrect}}/{{cp.lessonAssetIdToProgress[393829].bestScoreQuestions}}  Take Quiz Optional
Week {{::cp.getGoalWeekForTopic(9, 10)}}
Ch 10. Required Assignments for Marketing 306 {{cp.topicAssetIdToProgress[481045].percentComplete}}% complete
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