ORANGE COAST COLLEGE - BUSINESS DIVISION
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MKTG. 110 - Professional Selling – Spring 2009
Tu./Th. 12:45-2:10 Rm: BE106 or M 6:30-9:40 Rm: BE108
INSTRUCTOR: Dennis L. Morgan, Associate Professor, Bus. Ed.
OFFICE: BE 110 Hours:. M/W 5:30-6:30, Tu. 4:30-6:30, Th. By Appt.
OCC Office: (714) 432-5651 Business Office (310) 891-0951
E-mail: , or
Required Text: Personal Selling, Anderson/Dubinsky; Houghton , Latest Edition.
COURSE OBJECTIVES: This course is designed to provide students with a basic
understanding of the fundamentals and principles of professional selling as they relate to:
1. The nature and scope of professional selling.
2. Sales procedures and sales processes.
3. The multiple applications of sales principles.
4. The use of effective selling practices in business.
STUDENT LEARNING OUTCOMES:
Functioning as a member of a team, the student will be able to:
1. Organize, develop and prepare a professional sales presentation for a product or service that includes the identification of the intended audience, qualifying the prospect, anticipated questions and answers, anticipated objections and answers, and key selling benefits.
2. Prepare and deliver an effective sales presentation for a product or service.
METHODS OF INSTRUCTION: 1) lectures, 2) class discussions, 3) sales projects.
COURSE EVALUATION: Grading will consist of four examinations, each weighted
equally, one project and assigned extra credit activities. No make-up examinations will be
permitted. (Students may drop their lowest exam score among exams 1-3 in lieu of a
make-up exam, but all students must take the final exam – Exam 4). Exams are graded
on a combination of curve and straight percentage.
ATTENDANCE & PARTICIPATION: At the discretion of the Instructor, students
may be dropped if absences exceed two weeks of instruction. Students are responsible
for reading and completing assigned materials and to be prepared for fruitful discussion
and analysis during class.
READING ASSIGNMENTS & EXAMINATIONS:
CHAPTERS EXAM Week of:
1,2,11, 1 2/23/09 100 points
3,4, 2 3/16/09 100 points
5,6,10, 3 4/13/09 100 points
7,8, 9,12,13 4 5/25/09 100 points
Presentations (project due) 5/18/09 200 points
ACADEMIC INTEGRITY: Plagiarism, cheating, and other forms of dishonesty will
not be tolerated and may constitute grounds for a failing grade, probation, suspension
or expulsion. Students should refer to the OCC student handbook for specific information
concerning the consequences and forms of academic dishonesty.