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MKT 086: c Sales Prospecting
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course focuses on ways to identify prospective customers and generate sales leads using such methods as mailing lists, databases, networking, referrals, and other information sources.
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MKT 087: c Sales Presentations
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course emphasizes the key elements of effective sales presentations and shows how to make each presentation come alive through the use of verbal, visual, and demonstration techniques.
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MKT 087 - c Sales Presentations
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MKT 088: c Handling Sales Objections
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course shows how to get past "No," using various sales strategiesto overcome customers' objections and to emphasize the benefits of a purchase.
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MKT 089: c Making The Sale
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course explains how and when to close a sale, focusing on the techniques that can be used to complete the transaction and generate repeat sales and customer referrals.
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MKT 089 - c Making The Sale
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MKT 090: c Marketing Essentials
1.00 Credits
Cypress College
One hour lecture per week. Pass/No Pass This course covers the business activities necessary to plan, promote, price and distribute a product or service to potential customers. It provides an understanding of the functions of producers, wholesalers, retailers, and others.
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MKT 090 - c Marketing Essentials
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MKT 091: c Advertising & Public Relations
1.00 Credits
Cypress College
One hour lecture per week. Pass/No Pass This course discusses the roles of advertising and public relations as part of the marketing mix a business puts together, providing strategies for identifying a target audience/choosing a message and media.
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MKT 091 - c Advertising & Public Relations
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MKT 092: c Personal Selling
1.00 Credits
Cypress College
One hour lecture per week. Pass/No Pass This course provides instruction in the techniques of finding and contacting sales prospects, identifying needs and wants, giving effective sales presentations, handling objections, and closing the sale.
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MKT 093: c Target Marketing
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course provides instruction in the fundamentals of marketing research to identify target markets and find out what customers want. Topics covered include data collection, interview and survey techniques, sources of information, and methods of trend analysis.
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MKT 094: c Buyer Behavior
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course explores the psychology of how and why customers buy, utilizing demographic and lifestyle factors to gain a better understanding of purchase decisions.
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MKT 095: c Market Distribution Systems
5.00 Credits
Cypress College
One half hour lecture per week. Pass/No Pass This course provides a thorough view of the distribution process, including the channels, types of retail outlets, methods of transportation, warehousing and inventory control.
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