SADDLEBACK COLLEGE -
BUSINESS SCIENCE DIVISION
COURSE SYLLABUS
BUS 136 137 – PRICIPLES OF RETAILINGPROFESSIONAL SELLING FUNDAMENTALS
COURSE SYLLABUS
8/27/09 through 12/17/09
Instructor: Rebecca Knapp, MBA Semester: Fall 2010
Phone: (714) 577-8820 work Ticket #: 11755
(____) ______cell Time & Day: Thursdays, 6:00 – 8:50 PM
E-mail: Room: BGS 347
Class Title: Professional Selling Fundamentals Dates: August 26 – December 16, 2010
Course Number: BUS-137, Ticket #19455Days: ThursdaysWednesdays, 6:00 – 8:50 p.m.
Units: 3Room: SM 301
Instructor Information
Rebecca Knapp, MBA
Email:
Office Phone: (949) 582-4613
Office Hours
I can be found in BGS 226, Office 211 on Tuesdays and Thursdays from 9:00 – 10:30 AM, and Wednesdays and Thursdays from 5:00 – 6:00 PM. Otherwise, I am most readily available by email. If you call and I do not answer, leave a message and I will get back to you within 24-48 hours.
Course Description
Study of merchandising, marketing, management, staffing, buying, pricing, transaction/stock control, location, layout, service, consumer behavior and service, and current problems and trends, as they apply to the retailing of goods and services. Covers the principles, problems, and techniques of one-on-one selling of ideas, products, and services in today’s domestic and international markets. Active participation provides practical experience through guided role-playing with techniques for success as a sales professional. Psychological and social aspects of buyer motivation are studied, as well as critical thinking, elements of presentation, and ethics, as appropriate for developing beginning sales skills.
CourseLearning Objectives
Upon completion of this course, the student will be able to:
1.Describe the critical historical changes that have occurred in retailing.
2.Define and classify the various types of retail businesses and necessary management and controls.
3.Compare the various buying functions and inventory controls.
4.Evaluate pricing principles and other critical elements for promotional success.
Identify sales promotion functions and assess the major elements of personal selling and emerging technology such as E-commerce. Upon completion of this course, the student will be able to:
- Describe the selling profession.
- Discuss the psychological aspects of selling.
- Compare communication skills used in selling.
- Write an effective evaluation of the entire sales presentation for each member of the class during the role-play session.
- Conduct a sales call by phone or in person.
- Recognize, analyze and effectively handle sales objections.
- Apply closing techniques to consummate the sale.
- Develop and implement a plan of prospecting for a specific product or service.
- Apply at least one method for getting referrals.
- Organize and present an actual sales presentation for a market or service.
EXPECTED OUTCOMES:
Through class discussions and activities, individual assignments, and examinations, the student will have:
- Applied basic professional selling theory to everyday practice and demonstrated working knowledge of sales principles.
- Studied sales and situational selling - as an individual and as part of a group.
- Experienced enhanced problem solving - making decisions given limited data / information.
- Analyzed and solved real-life business sales problems where several “correct” answers may exist.
- Strengthened communication skills - written, spoken, one-on-one, and group presentation.
- Considered ethical questions and issues in business, specifically in the field of professional sales.
- Used and applied common business tools / programs such as PowerPoint and MS Word.
- Evaluated and critiqued the role of sales in marketing terms and its role in relation to a free enterprise based economic system.
Student Resources
Text: Retailing Management; 7 Edition; Levy/Weitz; McGraw-Hill Selling: Building Partnerships, Weitz / Castleberry / Tanner. McGraw-Hill, 7th Ed., ISBN 978-0-07-338108-4
Class Format
This class will be a dynamic combination of lecture, discussion, group activities and individual participation – all geared toward expanding your knowledge of the subject matter. A BlackBoard classroom is also established to supplement out in-class work and provide an online resource for all course materials. Please be prepared to participate in class discussions by keeping up with assigned readings/homework and contributing thoughtful questions and input.
Important Deadlines
Sept. 6...... Last day to add classes online with add permit code
Sept. 5...... Last day to drop for refund
Sept. 24.....Last day to apply for Pass/No Pass
Sept. 24.....Last day to drop without a “W” grade
Nov. 4...... Last day to drop with a “W” grade
Please refer to the Schedule of Classes for more information on department contacts, policies and procedures of registration, financial aid and other administrative matters.
ASSIGNMENT AND TESTS:
Just as the focus of the course is wide enough to include world and business within, the course work and assignments are broad enough to include various forms of student evaluation including writing and critical thinking, often facilitated by participation and teamwork.
Grading-Total 600 Points Scale
Four Written Test-100 points each 630-700 A
Four Articles (1-2 pages) 25 points each 560-629 B
Term Paper-Retail Management-100 points 490-559 C
Participation 50 points 420-479 D
Homework (5) 10 points each 419-below F
** Prior arrangements must be made for alternate testing.
POLICIES AND PROCEDURES:
Semester Grade to be determined in 10% increments of the 100 points possible.
Absences will hinder progress and influence your grade. Also, please see college catalog and student handbook for a summary of student responsibilities and college regulations.
Four exams will be used to test your knowledge of the subject matter. The test will cover the class activity and the reading assignments of each part of the textbook. Testing the first day of week and part of class (except holidays).
The class format is group and class discussion. Please be prepared to participate and discuss questions in class by keeping up with assigned readings, homework, and thinking! Use of cell phones or other communication devices are prohibited in the classroom.
To drop? You do- through Admission and Records by the applicable drop deadlines published in the current schedule of classes.
Ticket No. 11755 SEMESTER SCHEDULE Fall 2009
DATE Reading Assignments/Activities/Tests
8/27 Introduction-Syllabus
Introduction to the World of Retailing Ch. 1
9/3 Introduction to the World of Retailing Ch. 1
Types of Retailers Ch. 2
9/10 Types of Retailers Ch. 2
Video Tape
9/17 Multi-channel Retailing-A View into the Future Ch. 3
Articles
(DUE: Homework Chapter 2 Discussion)
9/24 Customer Buying Behavior Ch. 4
10/1 Video Tape
Retail Market Strategy Ch. 5
(DUE: Homework Chapter 4 Discussion)
10/8 Test # 1-Chapters 1-5
10/15 Financial Strategy Ch. 6
Retail Locations Ch. 7
(DUE: Homework Chapter 7 Discussion)
10/22 Site Locations Ch. 8
Human Resource Management Ch. 9
Group Exercise
10/29 Information Systems and Supply Chain Ch. 10
Management
11/5 Test # 2-Chapters 6-10
Customer Relationship Management Ch. 11
11/12 Review Test
Managing Merchandise Assortments Ch. 12
Management
(DUE: Homework Chapter 11 Discussion)
11/19 Buying Merchandise Ch. 14 Pricing Ch. 15
11/24 HOLIDAY- THANKSGIVNG
12/3 Test # 4- Chapters 11-15
Retail Communication Mix Ch. 16
Managing the Store Ch. 17
Retail Term Papers Due
12/10 Store Layout, Design, and Visual Merchandising Ch. 18 Customer Service Ch. 19
(DUE: Homework Chapter 17 Discussion)
12/17 FINAL EXAM, 6-8 p.m.
(Chapters 16-19)
COURSE POLICIES
Technology in the Classroom
Please turn your cell phone off (or at least to “silent”) upon entering the classroom, and refrain from texting during class. Laptops are permitted in the classroom, with the understanding that they are used for note-taking and in-class activity purposes only.
Attendance
Regular attendance will adversely affect your learning and ultimately, your grade. If you have to miss class, please contact me prior to class. Also, please see college catalog and student handbook for a summary of student responsibilities and college regulations.
Make-Up Tests & Late Assignments
Make-up tests will be granted only if the instructor approves the absence prior to the test. Assignments are considered late if they are turned in any time after the day of class they are due. Late assignments will have the grade reduced by one level (A to B, etc.) if turned in within one week of the due date. After eight days, and unless there are extenuating circumstances, the assignment will be given a zero.
Plagiarism Policy
Academic integrity is taken very seriously in this course. Plagiarism is any conduct in academic work or programs involving misrepresentation of someone else’s words, ideas or data as one’s original work. Cheating is the use of any unauthorized materials, or information in academic work, records or programs, the intentional failure to follow express directives in academic work, records or programs, and/or assisting others to do the same.
You are responsible for authenticating any assignment submitted to an instructor. If asked, you must be able to produce proof that the assignment you submit is actually your own work. Therefore, I recommend that you engage in a verifiable working process: Keep copies of all drafts of your work, make photocopies of your research materials, write summaries of research materials, save writing center receipts, keep logs or journals of your work, save drafts/revisions of assignments under different file names, etc. The inability to authenticate your work, should I request it, is sufficient grounds for failing the assignment.
Academic dishonesty, including, but not limited to falsification, plagiarism, cheating or fabrication, which compromises the integrity of an assignment, a college record or a program is in violation of Saddleback College’s student Code of Conduct. Please review your Student Handbook to fully understand your responsibilities within this important college policy.
Americans with Disabilities Act
Students with disabilities who need accommodations to achieve course objectives should file an accommodation application with Special Services and provide a written plan of accommodation to instructors prior to any accommodations being provided. Contact a Counselor/Specialist or the Director of Special Services at SSC 113 or (949) 582-4885 for assistance with this process.
ASSESSMENT OF STUDENT LEARNING
Reading Assignments
Complete assigned readings before class. Come prepared to discuss them and share examples.
Weekly Participation
You are expected to thoughtfully contribute to lectures, discussions and activities at least once (preferably more) in every class session to earn full participation credit.
Weekly Quizzes
Each class meeting will conclude with a short quiz of the latest material covered. Weekly quizzes cannot be made up without prior arrangements with your instructor.
In-Class Projects/Activities
Throughout the semester, we will complete a number of projects or activities in class. Requirements and grading criteria will vary and be included with each assignment. In-class projects/activities cannot be made up without prior arrangements with your instructor.
Selling Experience Blog Journal
You will keep a Blog Journal of sales experiences you encounter as a consumer over the course of the semester. The Blog Journal will be turned in three times during the semester to help pace your progress. Further details on this assignment will be shared separately.
Group Project/Presentation
You will be required to create a sales presentation for a small business or product. Your team will be required to present your plan to a “Board of Directors” (aka the class) during the final week of class. Further details on this assignment will be shared separately.
Final Exam
The final exam will be a comprehensive review of all material covered in the course throughout the semester. For this class, it is scheduled for ThursdayWednesday, December 165th at 6:00 p.m.
GRADING POLICY
Course Evaluation
Weekly Participation80 points total (16 weeks x 5 points each)
Weekly Quizzes 120 points total(12 quizzes x 10 points each)
In-Class Projects/Activities200 points total (4 projects x 50 points each)
Selling Experience Blog Journal200 points total
Group Project/Presentation300 points total
Final Exam100 points total
______
Total Possible1,000 points
Grading Scale
A90-100%
B80-89%
C70-79%
D60-69%
F59% and below
COURSE SCHEDULE AND CONTENT OUTLINE
(Subject to Revision and Unexpected Changes)
Topics Covered / Date / In-Class Activities / Homework / Due Date
Week 1
The Field of Selling / 8/25 / Introductions, Syllabus Review, Housekeeping
Blog Setup / Read Chapters 1-3 / 9/1
Week 2
Knowledge and Skill Requirements / 9/1 / Chapter 1 – Selling and Salespeople
Chapter 2 – Building Partnering Relationships
Chapter 3 – Ethical and Legal Issues in Selling / Read Chapter 43
Update Selling Experience Blog / 9/8
Week 3
Knowledge and Skill Requirements / 9/8 / Chapter 3 – Ethical and Legal Issues in Selling Selling Experience Blog Journal Due – 50 points
Chapter 4 – Buying Behavior and the Buying Process / Read Chapter 54
Update Selling Experience Blog / 9/15
Week 4
Knowledge and Skill Requirements / 9/15 / Selling Experience Blog Journal Due – 50 points In-Class Group Activity – 50 points
Chapter 4 – Buying Behavior and the Buying Process
Chapter 5 – Using Communication to Build Relationships
In-Class Group Activity – 50 points Chapter 5 – Using Communication Principles to Build Relation / Read Chapter 65-6 / 9/22
Week 5
Knowledge and Skill Requirements / 9/22 / In-Class Group Activity – 50 points
Chapter 5 – Using Communication Principles to Build Relationships
Chapter 6 – Adaptive Selling for Relationship Building / Read Chapter 7 / 9/29
Week 6
The Partnership Process / 9/29 / Chapter 7 – Prospecting / Read Chapter 8
Update Selling Experience Blog / 10/6
Week 7
The Partnership Process / 10/6 / Selling Experience Blog Journal Due – 50 points
Chapter 8 – Planning the Sales Call / Read Chapter 9 / 10/13
Week 8
The Partnership Process / 10/13 / In-Class Group Activity – 50 points
Chapter 9 – Making the Sales Call / Read Chapter 10 / 10/20
Week 9
The Partnership Process / 10/20 / In-Class Group Activity – 50 points
Chapter 10 – Strengthening the Presentation / Read Chapter 11 / 10/27
Week 10
The Partnership Process / 10/27 / Chapter 11 – Responding to Objections
Chapter 12 – Obtaining Commitment / Read Chapter 12
Read Chapter 13 / 11/3
Week 11
The Partnership Process / 11/3 / Chapter 13 – Formal Negotiating / Read Chapter 14 / 11/10
Week 12
The Partnership Process / 11/10 / In-Class Group Activity – 50 points
Chapter 14 – After the Sale: Building Long-Term Partnerships / Read Chapter 15
Update Selling Experience Blog / 11/17
Week 13
The Salesperson as Manager / 11/17 / Selling Experience Blog Journal Due – 100 points
Chapter 15 – Managing Your Time and Territory / Read Chapter 16
Read Chapter 17 / 12/1
Week 14
The Salesperson as Manager
11/24
12/1Thanksgiving Break – NO CLASS
Week 15
The Salesperson as Manager / 12/1 / Chapter 16 – Managing Within your Company
Chapter 17 – Managing Your Career / Finalize Group Presentations / 12/8
Week 16 / 12/8 / Group Presentations / Study for Final Exam / 12/15
12/1655 / FINAL EXAM – 6:00 p.m.
HOW, WHEN AND WHERE TO FIND REBECCA
Or, you can always reach me at
Office: (949) 582-4613
E-mail: