Anne Arundel Community College Educational Policies and Curriculum Committee /
Form #3 - New Course
/ EPC USE ONLYEPC NO.:_BCTS-55____
Date Submitted:_4/12/12_
School / School of Business, Computing and Technical Studies / Department / Business Management
/ 4/19/12 / / 4/19/12
Signature of Approving Dean / Date / Signature of Approving Department Chair/Program Manager / Date
Brandi Ulrich / 4/18/12 / X2895
Initiator / Date / Phone Extension of Initiator
EPC Subcommittee Review /
EPC Committee Action
/ 5/4/12Javanika Mody / Approved Disapproved / Date
5/3/12 / Academic Council Action / 10/10/12
Subcommittee Chair / Date / Approved Disapproved / Date
New Course Information
1. Suggested Course Prefix & No.: / BPA 210 / Approved Course Prefix & No. :2. Suggested Course Title: / Advanced Sales and Sales Training
3. Credit Hours / 3.0 / 4. Anticipated date of initial offering: / Fall 2012 or sooner
5. Lab Fee/ Yes (If yes, submit Form 10A) No
Instructional Fee / Amount:
6. Other Fees (Travel expenses, admission fees, etc.) Yes No / Amount:
Brief justification of other fee:
7. Will this course be cross listed with other departments? Yes No If yes, please list course Prefix & No. ______
Signature of approving cross listing department: ______
8. Check any or all that apply: / Submit Form: / Approved
Program Requirement
Specify program
Retail Management Certificate / N/A
Program Elective
Specify program / N/A
General Education / #6 – General Education Course
Diversity / #12A – Diversity Course
Computer Competency / #7 – Computer and Information Technologies Worksheet
Special Topics course
/ #5– New Special Topics Course
If you checked general education, select all of the following categories that apply:
Arts and Humanities
Biological & Physical Sciences
English Composition
Health/Fitness/Wellness
Interdisciplinary Studies and Emerging Issues
Mathematics
Computer Technology
Social and Behavioral Sciences
9. Statement of purpose and need for the course: / While the Sales and Sales Training course, BPA 132, covers the basics of selling, this course provides the student with a more in-depth look at the topic and is suitable for those who are looking to sell bigger ticket items and build multi-deal relationships. With jobs becoming more service based and consumers becoming more savvy with their purchasing, this course is needed to ensure that our students learn the skills necessary to become leading sales professionals. This course will become a requirement for the Retail Management Certificate.
10. Complete Catalog Description / BPA 210
Advanced Sales and Sales Training
3 credit hours—Three hours weekly; one term.
Learn advanced principles and techniques of selling as practiced by retail sales personnel, wholesaler’s representatives and the industrial sales force. Explore topics such as adding value to the sales process, selling upgrades, establishing long-term sales relationships, generating leads and penetrating the competition.
Prerequisite: BPA 132.
11. Does this course require any of the following? If so, please list these along with other notes and special requirements in the course description.
a. Co-requisites: Yes No
Restate Co-requisite statement from the catalog description:
b. Prerequisites: Yes No
Restate Prerequisite statement from the catalog description: / BPA 132, Sales and Sales Training
12. Has this course been taught as a special topics course? Yes No
If yes, enter the course number and semester(s) taught:
13. Credit Hours: - __3___
Choose one:
Credit-bearing course Developmental equivalent credit hours
14. Contact Hours Calculation
List contact hours per semester. Please read “Time Requirements for Award of College Credit” in Section III.G.2 of the EPC Manual
Contact Hours
Lecture / 45
Laboratory (select one) :
Regular
Directed
Other (select one):
Practicum
Clinical
Recitation (music)
Total Contact Hours / 45
15. Colleges and Universities consulted during course development: / Florida State University; Kennesaw State University
16. Level at which four-year colleges and universities offer this course: / 400
If course is usually an upper level course, explain why it is being offered at freshman/sophomore level. / Advanced Sales and Sales Training is to become part of our Retail Management Certificate and is a necessary course for students looking to set themselves apart in the retail industry. The concepts and techniques discussed in this course will give our students a competitive advantage when seeking new career opportunities. This course builds off the Sales and Sales Training course (BPA 132) which is a 300 level course in many four-year institutions.
17. Have you consulted with Truxal Library staff to ensure that adequate resources (books, reference materials, online databases) are available to support this course/program? Yes No
18. Grade Policy: A/F Other
Pass/Fail / If Pass/Fail or Other, give brief rationale:
19. Repeatable for additional credit:
Yes No / If yes, enter maximum credits allowed: ______
20. Maximum section size:
Lecture / 30
Lab
Other(specify type)
Recitation
/ If fewer than 20, state rationale:
21. Facility Required: General Purpose
Special Purpose / Explain what kind of Special Purpose facility is needed:
22. Continuing Education Share – Is this course to be shared with Continuing Education-
Yes No / If yes, state rationale:
The checklist that follows contains the documentation required to accompany this proposal form. Submit all documents in one email to the EPC Committee Chair and the Secretary.
Form #3 Checklist
(See “Instructions for Submitting Electronic Forms” in Section II.B of the EPC Manual)
Document / Attached / N/AForm # 3 – New Course Form
Form #3A – Course Outline
WIDS Course Outcomes Summary
Form #10A – Recommendation to Create a New Course Lab Fee
As Appropriate:
Please submit the following forms,
Form #6 – General Education Course
Form #12A – Diversity Course
Form #7 – Computing and Information Technologies Competency Designated Course
Form #3A – Course Outline
Instructions for completing Form #3A are in Section II.A.4 in the EPC ManualARNOLD, MARYLAND
Course Information:
Course Name: / Advanced Sales and Sales TrainingCourse Number: / BPA 210
Credit Hours: / 3.0
Initiator: / Brandi Ulrich
School: / BCTS
Department: / Business Management
Date: / 4/18/12
*Course Category (ies): / EXTERNAL REQUIREMENTS:
GENERAL EDUCATION X
INTERNAL REQUIREMENTS:
DIVERSITY
COMPUTING AND INFORMATION
TECHNOLOGY COMPETENCY
OTHER:
DEVELOPMENTAL
NONE OF THESE
Catalog Description:
BPA 210Advanced Sales and Sales Training
3 credit hours—Three hours weekly; one term.
Learn advanced principles and techniques of selling as practiced by retail sales personnel, wholesaler’s representatives and the industrial sales force. Explore topics such as adding value to the sales process, selling upgrades, establishing long-term sales relationships, generating leads and penetrating the competition.
Prerequisite: BPA 132.
Division Of Subject Matter:
Main Topics / Lecture Hours1.0 / Selling Value / 9.0
2.0 / Multiples Marketing / 7.0
3.0 / Selling Upgrades / 8.0
4.0 / Account Presence / 6.5
5.0 / Competitive Penetration / 4.5
6.0 / Lead Generation / 6.0
Testing / 4.0
Total / 45.0
Detailed Course Outline
Main Topic / Lecture Hours1.0 Selling Value / 9
1.1 Communication for Relationship Building
1.2 Personal Selling
1.3 Psychology of Selling
2.0 Multiples Marketing / 7
2.1 Using Product Knowledge
2.2 Executive Calls
2.3 Importance of Technology
3.0 Selling Upgrades / 8
3.1 Types of Sales Calls
3.2 Business Impact
3.3 Overcoming Difficulties
3.3.1 Handling Competition
3.3.2 Overcoming Objections
4.0 Account Presence / 6.5
4.1 Expanding the Base
4.2 Project Meetings
4.3 Customer Accessibility & Rapport
5.0 Competitive Penetration / 4.5
5.1 Sales Territory
5.2 Key Techniques
6.0 Lead Generation / 6
6.1 Importance of Prospecting
6.2 Strategies
6.3 From a Prospect to a Customer
Testing / 4
Total / 45
Textbooks
Title / Author / Publisher / Year of Publication / ISBNFundamentals of Selling / Charles Futrell / McGraw-Hill / 2011 / 978-0-07-352999-8
References (Optional)
*NOTE: Eligibility for any of these categories must be clearly evident from the content of the detailed course outline.
EPC Form 3 – Revised 6/11