Common Planner
K–12 Standards

Professional Sales (2015): Grades 9, 10, 11, 12, Higher Education

Other Colorado CTE sets

Professional Development: Understand concepts, tools, and strategies used to explore, obtain, and develop in a professional selling career.MKPS.01

  • 01.

    Acquire information about the sales industry to aid in making career choices.MKPS.01.01

    1. a.

      Explain the nature of professional selling.MKPS.01.01.a

    2. b.

      Explain employment opportunities in professional selling.MKPS.01.01.b

    3. c.

      Discuss the economic and social effects of professional selling.MKPS.01.01.c

  • 02.

    Utilize career-advancement activities to enhance professional development in professional selling.MKPS.01.02

    1. a.

      Identify professional certification requirements available for professional salespeople.MKPS.01.02.a

    2. b.

      Assess the services provided by professional organizations in selling.MKPS.01.02.b

Marketing Information Management: Gather, access, synthesize, evaluate, and disseminate information to aid in making sales.MKPS.02

  • 01.

    Process marketing information to test hypotheses and/or to resolve issues.MKPS.02.01

    1. a.

      Analyze market information.MKPS.02.01.a

  • 02.

    Employ marketing information to plan marketing activities.MKPS.02.02

    1. a.

      Describe the use of target marketing in professional selling.MKPS.02.02.a

Selling: Understand the concepts and actions needed to determine client needs and wants and respond through planned, personalized communication that influences purchase decisions and enhances future sales opportunities.MKPS.03

  • 01.

    Describe the nature and scope of sales activities.MKPS.03.01

    1. a.

      Explain the impact of sales cycles.MKPS.03.01.a

  • 02.

    Acquire product knowledge to communicate product benefits and to ensure appropriateness of product for the customer.MKPS.03.02

    1. a.

      Differentiate between consumer and organizational buying behavior.MKPS.03.02.a

    2. b.

      Identify emerging trends.MKPS.03.02.b

  • 03.

    Perform pre-sales activities to facilitate sales presentation.MKPS.03.03

    1. a.

      Explain the use of marketing research information in professional selling.MKPS.03.03.a

    2. b.

      Prospect for customers.MKPS.03.03.b

    3. c.

      Qualify customers/clients.MKPS.03.03.c

    4. d.

      Conduct pre-visit research (e.g., customer's markets/products, customer's competitors, and competitors' offerings).MKPS.03.03.d

    5. e.

      Determine sales strategies.MKPS.03.03.e

    6. f.

      Book appointments with prospective clients.MKPS.03.03.f

    7. g.

      Prepare sales presentation.MKPS.03.03.g

    8. h.

      Create a presentation software package to support sales presentation.MKPS.03.03.h

  • 04.

    Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales.MKPS.03.04

    1. a.

      Establish relationship with client/customer.MKPS.03.04.a

    2. b.

      Address needs of individual personalities.MKPS.03.04.b

    3. c.

      Determine customer/client needs.MKPS.03.04.c

    4. d.

      Qualify customer's buying motives for use in selling.MKPS.03.04.d

    5. e.

      Facilitate customer buying decisions.MKPS.03.04.e

    6. f.

      Assess customer/client needs.MKPS.03.04.f

    7. g.

      Recommend specific product.MKPS.03.04.g

    8. h.

      Demonstrate product.MKPS.03.04.h

    9. i.

      Prescribe solution to customer/client needs.MKPS.03.04.i

    10. j.

      Convert customer/client objections into selling points.MKPS.03.04.j

    11. k.

      Close the sale.MKPS.03.04.k

    12. l.

      Demonstrate suggestion selling.MKPS.03.04.l

    13. m.

      Negotiate sales terms.MKPS.03.04.m

    14. n.

      Maintain sales standards.MKPS.03.04.n

    15. o.

      Sell good/service/idea to individuals.MKPS.03.04.o

    16. p.

      Sell good/service/idea to groups.MKPS.03.04.p

  • 05.

    Process the sale to complete the exchange.MKPS.03.05

    1. a.

      Calculate miscellaneous charges.MKPS.03.05.a

    2. b.

      Process special orders.MKPS.03.05.b

    3. c.

      Process telephone orders.MKPS.03.05.c

    4. d.

      Process sales documentation.MKPS.03.05.d

  • 06.

    Conduct post-sales follow-up activities to foster ongoing relationships with customers.MKPS.03.06

    1. a.

      Plan follow-up strategies for use in selling.MKPS.03.06.a

    2. b.

      Prepare sales reports.MKPS.03.06.b

    3. c.

      Provide post-sales service.MKPS.03.06.c

    4. d.

      Gather customer/client feedback to improve service.MKPS.03.06.d

    5. e.

      Conduct self-assessment of sales performance.MKPS.03.06.e

  • 07.

    Plan sales activities to increase sales efficiency and effectiveness.MKPS.03.07

    1. a.

      Plan strategies for meeting sales quotas.MKPS.03.07.a

    2. b.

      Develop strategies to win back former customers.MKPS.03.07.b

    3. c.

      Develop a sales-call pattern.MKPS.03.07.c

    4. d.

      Establish sales terms.MKPS.03.07.d

    5. e.

      Explain the nature of key account management.MKPS.03.07.e

    6. f.

      Identify key accounts.MKPS.03.07.f

    7. g.

      Design/Implement a key account plan.MKPS.03.07.g

    8. h.

      Prepare and implement sales plans.MKPS.03.07.h

  • 08.

    Staff sales force to meet customer and organizational objectives.MKPS.03.08

    1. a.

      Determine structure of sales department/unit.MKPS.03.08.a

    2. b.

      Determine sales force size.MKPS.03.08.b

    3. c.

      Recruit/Hire salespeople.MKPS.03.08.c

    4. d.

      Establish sales territories.MKPS.03.08.d

  • 09.

    Guide sales staff to improve their success rate and to minimize staff turnover.MKPS.03.09

    1. a.

      Explain the nature of sales management.MKPS.03.09.a

    2. b.

      Adapt leadership style for salesperson.MKPS.03.09.b

    3. c.

      Identify sales-training needs.MKPS.03.09.c

    4. d.

      Conduct sales training.MKPS.03.09.d

    5. e.

      Determine strategies to motivate sales staff.MKPS.03.09.e

    6. f.

      Conduct field accompaniments.MKPS.03.09.f

    7. g.

      Conduct sales meetings.MKPS.03.09.g

  • 10.

    Control sales activities to meet sales goals/objectives.MKPS.03.10

    1. a.

      Set sales quotas.MKPS.03.10.a

    2. b.

      Analyze sales reports.MKPS.03.10.b

    3. c.

      Monitor sales performance.MKPS.03.10.c

    4. d.

      Manage salesperson's under-performance.MKPS.03.10.d

    5. e.

      Design incentive programs.MKPS.03.10.e

    6. f.

      Control sales plans.MKPS.03.10.f

Frequently asked questions

What grade levels do these standards cover?
Grade 9, Grade 10, Grade 11, Grade 12, and HIGHEREDUCATION
When were these standards adopted?
2015
Where can I read the official document?
Professional Sales

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