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Software/

Online


Business-letters.com. (2011). How to write an effective business letter. Retrieved May 17, 2011, from http://www.business-letters.com/business-letters.htm

Connor, P. (1993-2011). Guides to writing business letters. Retrieved May 17, 2011, from http://writing.colostate.edu/guides/documents/business_writing/business_letter/

EnglishClub.com. (1997-2011). Business Letters in English. Retrieved May 17, 2011, from http://www.englishclub.com/business-english/business-letters.htm

Fawcett, S. (2009). Business letters: Do you really know what they are? Retrieved May 17, 2011, from http://www.marketingsource.com/articles/view/3939

Trawick, L. (1995-2011). Writing the basic business letter. Retrieved May 17, 2011, from http://owl.english.purdue.edu/owl/resource/653/01/

The Writing Center, University of North Carolina at Chapel Hill. (1998-2007). Business Letters. Retrieved May 17, 2011, from http://www.unc.edu/depts/wcweb/handouts/business.html






Knowledge/

Skill Statement

Understands the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future business opportunities



Performance

Element

Acquire a foundational knowledge of selling to understand its nature and scope.

Performance Indicator


Explain the nature and scope of the selling function (SE:017, SE LAP 117)


Level


Career-sustaining

SCANS


Information 5-8; Systems 15; Basic Skills 1-2, 5-6; Thinking Skills 12


21st Century Skills


Financial, Economic, Business and Entrepreneurial Literacy 2; Critical Thinking and Problem Solving Skills 1; Communication and Collaboration 1

Objectives


a. Define the term selling.

b. Identify individuals, groups, or agencies that sell.

c. Explain reasons that customers buy goods and services.

d. Identify types of items that are sold.

e. Explain where selling occurs.

f. Describe how products are sold.

g. Describe the role of selling in a market economy.

h. Explain personal characteristics of salespeople that are essential to selling.



Sample
Activity


Write a brief paper about how selling affects economic decision making in society. Submit the paper to your teacher for review.

Resources

LAP


Marketing Education Resource Center. (2007). Sell away (The nature and scope of selling) [LAP: SE-117]. Columbus, OH: Author.

Marketing Education Resource Center. (2007). Sell away (The nature and scope of selling): Instructor copy [LAP: SE-117]. Columbus, OH: Author.



Textbooks

Boone, G., & Kurtz, D.L. (2009). Contemporary marketing 2009 (pp. 563-571). Mason, OH: South-Western Cengage Learning.

Burrow, J.L. (2006). Marketing (2nd ed.) [pp. 413-414, 454-459]. Mason, OH: Thomson/South-Western.

Clark, B., Sobel, J., & Basteri, C.G. (2010). Marketing dynamics: Teacher’s edition (2nd ed.) [pp. 563-568]. Tinley Park, IL: Goodheart-Willcox Company, Inc.

Dlabay, L.R., Burrow, J.L., & Kleindl, B. (2009). Intro to business (7th ed.) [pp. 237-238]. Mason, OH: South-Western Cengage Learning.

Etzel, M.J.; Walker, B.J.; & Stanton, W.J. (2007). Marketing (14th ed.)

[pp. 498-502]. New York: McGraw-Hill/Irwin.

Farese, L.S., Kimbrell, G.; & Woloszyk, C.A. (2009). Marketing essentials (pp. 260-264). Woodland Hills, CA: Glencoe/McGraw-Hill.

Ingram, T.N, LaForge, R.W., Avila, R.A., Schwepker, C.H., & Williams, M.R. (2008). Professional selling: A trust-based approach (4th ed.) [pp. 1-2, 8-9, 26-28]. Mason, OH: South-Western Cengage Learning.

Lamb, C.W., Jr.; Hair, J.F., Jr.; & McDaniel C. (2003). Essentials of marketing (3rd ed.) [pp. 479-481]. Mason, OH: South-Western.

Perreault, W.D., Jr.; Cannon, J.P.; & McCarthy, E.J. (2008). Basic marketing: Marketing strategy planning approach (16th ed.) [pp. 396-398]. New York: McGraw-Hill/Irwin.



Workbooks/


Manuals

Burrow, J.L. (2003). Marketing: Business 2000 (pp. 140-141). Mason, OH: South-Western/Thomson Learning.

Greene, C.L. (2003). Selling: Business 2000 (pp. 4-7, 9-12). Mason, OH: South-Western/Thomson Learning.



Software/

Online

Dolak, D. (1999-2010). Sales and personal selling. Retrieved May 2, 2011, from http://www.davedolak.com/psell.htm

Jensen, D. (n.d.). Retail vs wholesale. Retrieved May 4, 2011, from http://www.jenetek.com/Papers/Retail%20vs%20Wholesale.pdf

Mansfield Sales Partners. (2011, March 7). B2b vs b2c sales, similarities and differences. Retrieved May 4, 2011, from http://www.mansfieldsp.com/mansfield-sales-blog/bid/50959/B2B-vs-B2C-Sales-Similarities-and-Differences

Marketing Education Resource Center. (2007). Sell away (The nature and scope of selling) [LAP: SE-117: Presentation Software]. Columbus, OH: Author.

McCall, K.L. (2011). Top five traits you gotta have to sell. Retrieved May 2, 2011, from http://sbinformation.about.com/cs/sales/a/uutraits.htm

Stowe, T. (2007). A simple sales strategy: Define what selling is! Retrieved May 2, 2011, from http://www.salesconversation.com/issue5.html

ZeroMillion.com (2002-2009). 3. How to understand your customers. Retrieved May 2, 2011, from http://www.zeromillion.com/business/sales-marketing/understanding-customers.html




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