PROPOSAL - NEW COURSE

If you will be requesting a General Education Core designation for this course, you must submit a separate request for Gen Ed designation to the Gen Ed Committee after the course has been approved by C&I.

COURSE / Name and number of the new course: / BMGT-SPCH-142 Business Development and Sales for Emerging Leaders
Short title for student schedules and transcripts:
Limit to 30 characters / Business Development and Sales
Is this a special topics course?
All special courses must have 900 numbers. / no
Why is this course needed?
If appropriate, include student population, expected enrollment, effects this course will have on other courses/programs, etc. / This is a revised and updated course formerly, BMGT 132 Sales and Sales Management. The new course reflects the needs of both business and non-business majors who must learn a customer-centric approach to deal successfully with internal and external customers. Students will learn the skills of effective speech and communication. This course will offer students another optionto meet the Oral Communicationsrequirement.
How do you expect this course to transfer to the UM System schools?
Please select your choice(s)
[by typing an X in the
box (es)]. / x / As a General Education Core Requirement
As an Elective
Not expected to transfer
List any Pre-requisites / none
SUBMISSION / Date of this proposal: / November 1, 2010
Submitted by: / Mary Beth Furst
Division(s): / Business and Computer Systems Division
COURSE CONTINUED / Degree Audit
Please select the course type or types
[by typing an X in the
box (es)]. / CCOMP Composition Core
CFINEFine Arts Core
X / CGENEDGen Ed Core
CHISTHistory Core
X / CHUMAHumanities Core
X / CINTD Interdisciplinary Core
CLITE Literature Core
CMATHMath Core
CSOBESocial & Behavioral Science Core
CSCIEScience Core, (used for 3-credit science courses)
CSLABScience Core, (used for 4 credit science courses with lab)
EARSCArts & Science Elective
X / EBUSIBusiness Elective
EENGLEnglish Elective
EFINEFine Arts Elective
EHUMAHumanities Elective
EMATHMath Elective
X / EORALOral Communications Elective
ESCIEScience Elective
ESOSCSocial Science Elective
OTHER:
APPROVAL / Electronic signature from
the division chair (s): /
Comments from division chair(s):

When saving this file, please use the following naming format: New Course ENGL-999

Attach a standard HCC course outline with this proposal.

COURSE OUTLINE

BMGT-142

Business Development and Sales for Emerging Leaders

3 Credits

HOWARD COMMUNITY COLLEGE

Description

Developing effective selling skills is important not only for professional salespeople but also for all of us who seek to persuade others. This course introduces the student to the basic skills used in business development and professional selling. Topics covered include how to prospect for potential clients, build effective relationships, assess an individual’s needs, present specific solutions and negotiate agreements. Given the growing need for global competency among business professionals, this course will also look at cultural context and the implications for negotiating agreements. This is appropriate for those interested in learning more about the profession of selling or for those who want to improve their ability to persuade others. Instruction is highly interactive with extensive use of oral and written communication and role play. (3 hours weekly) NOTE: Also listed as SPCH-142.

Statement on General Education and Liberal Learning

A liberal education prepares students to lead ethical, productive, and creative lives and to understand how the pursuit of lifelong learning and critical thinking fosters good citizenship. General education courses form the core of a liberal education within the higher education curriculum and provide a coherent intellectual experience for all students by introducing the fundamental concepts and methods of inquiry in the areas of mathematics, the physical and natural sciences, the social sciences, the arts and the humanities, and composition.

Overall Course Objectives

Upon completion of this course, the student will be able to:

  1. Assess his/her own communication style and adapt to the communication style of others.
  2. Develop a relationship strategy that will add value to and serve as a foundation for persuading and motivating others.
  3. Explain and demonstrate the consultative sales process.
  4. Demonstrate process for searching and acquiring qualified prospects.
  5. Demonstrate the use of questioning techniques and active listening.
  6. Prepare and demonstrate a sales presentation.
  7. Develop a comprehensive competitive analysis.
  8. Analyze professional selling in a global environment.
  9. Explain the role of technology in managing the sales environment.
  10. Demonstrate how to negotiate concerns and confirm agreement.
  11. Demonstrate increasing ability to communicate with non-native speakers, as well as persons who exhibit a different worldview, value system and communicative style.
  12. Demonstrate active listening skills by objectively restating, in his/her own words, material which has been verbally transmitted.
  13. Demonstrate the physical ability to speak effectively so that the receiver(s) can understand including diction, pronunciation, enunciation, pace, pitch and volume.
  14. Communicate an abstract or concrete idea so that the receiver(s) clearly perceives the intended message.
  15. Effectively deliver a formal oral presentation in front of a group.
  16. Demonstrate the ability to communicate using appropriate language.

Major Topics

  1. Personal Selling and the Sales Process
  2. Ethical and Legal Issues in Selling
  3. Communication Skills for Relationship Building
  4. Prospecting and Planning a Sales Call
  5. Need Assessment and Questioning Techniques
  6. Delivering a Presentation and Obtaining Agreement
  7. Selling in the Global Marketplace
  8. Technology and the Future of Personal Selling

Grading

Specific grading will be the option of the individual faculty member, but will include video-taped oral presentations and critiques, research projects and tests.

Other Course Information

This course is a Business elective and a Humanities Core course. This course fulfills the Oral Communications requirement.

This course is an Interdisciplinary and Emerging Issues Core Course. It draws upon the disciplines of history, sociology, economics, psychology, the arts, and business management.

COURSE OUTLINE

SPCH-142

Business Development and Sales for Emerging Leaders

3 Credits

HOWARD COMMUNITY COLLEGE

Description

Developing effective selling skills is important not only for professional salespeople but also for all of us who seek to persuade others. This course introduces the student to the basic skills used in business development and professional selling. Topics covered include how to prospect for potential clients, build effective relationships, assess an individual’s needs, present specific solutions and negotiate agreements. Given the growing need for global competency among business professionals, this course will also look at cultural context and the implications for negotiating agreements. This is appropriate for those interested in learning more about the profession of selling or for those who want to improve their ability to persuade others. Instruction is highly interactive with extensive use of oral and written communication and role play. (3 hours weekly) NOTE: Also listed as BMGT-142.

Statement on General Education and Liberal Learning

A liberal education prepares students to lead ethical, productive, and creative lives and to understand how the pursuit of lifelong learning and critical thinking fosters good citizenship. General education courses form the core of a liberal education within the higher education curriculum and provide a coherent intellectual experience for all students by introducing the fundamental concepts and methods of inquiry in the areas of mathematics, the physical and natural sciences, the social sciences, the arts and the humanities, and composition.

Overall Course Objectives

Upon completion of this course, the student will be able to:

  1. Assess his/her own communication style and adapt to the communication style of others.
  2. Develop a relationship strategy that will add value to and serve as a foundation for persuading and motivating others.
  3. Explain and demonstrate the consultative sales process.
  4. Demonstrate process for searching and acquiring qualified prospects.
  5. Demonstrate the use of questioning techniques and active listening.
  6. Prepare and demonstrate a sales presentation.
  7. Develop a comprehensive competitive analysis.
  8. Analyze professional selling in a global environment.
  9. Explain the role of technology in managing the sales environment.
  10. Demonstrate how to negotiate concerns and confirm agreement.
  11. Demonstrate increasing ability to communicate with non-native speakers, as well as persons who exhibit a different worldview, value system and communicative style.
  12. Demonstrate active listening skills by objectively restating, in his/her own words, material which has been verbally transmitted.
  13. Demonstrate the physical ability to speak effectively so that the receiver(s) can understand including diction, pronunciation, enunciation, pace, pitch and volume.
  14. Communicate an abstract or concrete idea so that the receiver(s) clearly perceives the intended message.
  15. Effectively deliver a formal oral presentation in front of a group.
  16. Demonstrate the ability to communicate using appropriate language.

Major Topics

  1. Personal Selling and the Sales Process
  2. Ethical and Legal Issues in Selling
  3. Communication Skills for Relationship Building
  4. Prospecting and Planning a Sales Call
  5. Need Assessment and Questioning Techniques
  6. Delivering a Presentation and Obtaining Agreement
  7. Selling in the Global Marketplace
  8. Technology and the Future of Personal Selling

Grading

Specific grading will be the option of the individual faculty member, but will include video-taped oral presentations and critiques, research projects and tests.

Other Course Information

This course is a Business elective and a Humanities Core course. This course fulfills the Oral Communications requirement.

This course is an Interdisciplinary and Emerging Issues Core Course. It draws upon the disciplines of history, sociology, economics, psychology, the arts, and business management.

New_Course_BMGT-SPCH-142 Updated on 1/26/11jfk1