Syllabus for Principles of Selling MRKG 2333
Professor E. Batts
Course Title:Principles of Selling
SemesterSummer II
Professor:Mrs. Batts (Perry)
Location:Jester 3
Email Address:Not Given
Class Time: 6:00 pm – 9:00 pm
Lecture Wednesday
COURSE DESCRIPTION:
Overview of the selling process. Identification of the elements of the communication process between buyers and sellers. Examination of the legal and ethical issues of organizations, which affect salespeople.
TEXTBOOK INFORMATION:
Thomas N. Ingram; Raymond W. (Buddy) LaForge; Ramon A. Avila; Charles H. Schwepker; Michael R. WilliamsISBN-10: 1-305-66209-1
ISBN-13: 978-1-305-66209-4
ADDITIONAL LEARNING OUTCOMES
1. Identify the marketing mix components in relation to market segmentation.
2. Explain the environmental factors which influence consumer and organizational decision-making process.
3. Outline a marketing plan.
4. Identify the elements of the communication process between buyers and sellers in business.
5. Utilize marketing research techniques to implement competitive marketing decisions.
COURSE STUDENT LEARNING OUTCOMES
1. Define the selling process and its application to all forms of sales.
2. Identify the elements of the communication process between buyers and sellers in business.
3. Examine ethical issues and legal restrictions of American business which affect salespeople.
LEARNING OBJECTIVES
1.1 Define the selling process and its application to all forms of sales.
1.4 Identify the elements of the communication process between buyers and sellers in business.1.1-
1.5 Examine ethical issues and legal restrictions of American business which affect salespeople.
COURSE OBJECTIVE
Educational Objectives
A. To gain an understanding of personal selling as a major function within the marketing and promotional mix of a firm.
B. To improve the student’s communication ability.
C. To familiarize the student with the principles of selling.
D. To have the student be able to present a sales presentation by visually, verbally, and nonverbally communicating their information using the selling skills described in the textbook.
COURSE REQUIREMENTS AND GRADING POLICY
Lectures, text readings, class attendance and participation, cases, exams, a final project are all required.
Your final grade for this course is based on the total point system of 100 points as follows:
ACC GRADING SCALE:
A = 100- 90
B = 89 – 80
C = 79 – 70
D = 69 – 60
59 and below = F
TENTATIVE COURSE OUTLINE
FALL 2016
Week 1
Chapter 1
(Overview of Selling)
Introductions
Syllabus Review
Personal Assessment
Survey
Week 2
Chapter 2
(Creating Trust)
Chapter 4
(Communications Skills)
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 3
Chapter 3
(Understanding Buyers)
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 4
Exam Chapter 1-3
Chapter 5
(Strategic Prospecting)
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 5
Chapter 6
(Planning Sales Dialogues)
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Two
Week 6
Chapter 10
(Self-Leadership and Teamwork)
Chapter 11
(Sales Management)
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 6
Exam Chapter 5, 6, 10
Week 7
Chapters 7-9, Part I
Sales Dialogue
Addressing Concerns
Expanding Customer Relationships
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 7
Chapters 7-9, Part II
Sales Dialogue
Addressing Concerns
Expanding Customer Relationships
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Infomercials Project
Week 8
Chapters 11
Discussion
Case Study
SIRL (Selling In
Real Life)
Role Play
Week 9 & 10
Infomercials Project Presentation
Exam 7-9
COURSE REQUIREMENTS:
Students are expected to attend class, participate in class activities, discussions and projects, complete all assignments on time, and take all examinations on assigned dates.
Class attendance and participation are extremely important and it is up to the student to contact the Instructor when a class is missed. The STUDENT is RESPONSIBLE for ALL assignments and handouts given in class. Quizzes/daily assignments may be given from time to time without any prior notice. These CANNOT BE MADE UP IF MISSED!!!!
ATTENDANCE AND CLASS CONDUCT: Disruptive behavior is not permitted in class. Examples of such behavior include, but not limited to, students talking among themselves (without instructor permission), walking in and out of class (excessively), or any other behavior that is distracting or disruptive. Disruptive behavior will be cause for the student to be dismissed from class.
DROPPING (WITHDRAWING) FROM THE COURSE: If you decide to drop this course, please remember that it is your responsibility to complete the drop process through the Registrar’s Office. The deadline to drop this course is ______
If you drop by the deadline, your transcript will show a grade of “W” for this course. If you drop after the deadline or you stop taking exams without notifying the instructor and completing the drop process, your transcript will show a grade of “F” for the course.
**This outline is tentative due to the nature of this course as well as the use of a our textbook. The exam dates will be adhered to-but the material covered on the exams could possibly vary.
*ADA Statement: This College will adhere to all federal, state, and local laws, regulations, and guidelines with respect to providing reasonable accommodations as required affording equal educational opportunity. It is the policy of ACC to provide reasonable accommodations for qualified individuals who are students with disabilities. It is the student’s responsibility to contact the Counseling Center in a timely manner to arrange for appropriate accommodations.
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Find a job search center with computer access. Locate your nearest American Job Center, which offers free computer use for searching for jobs or writing your resume, free job search workshops, and job clubs. Many public libraries also offer computer access and job search resources. Find yours by clicking on "Find Your Local Library" in the Resources box below.Make a daily schedule and have a reliable way to keep track of time. Get a watch, cell phone, or other way to keep on time. Practice being on time to appointments, interviews, and other meetings. It also helps to set a daily schedule for yourself. Include enough time for sleeping, meals, chores and other obligations, and job search activities. Visit short-term goals for examples of job search activities to add to your schedule.
Have clothes for interviews and work. It's best to have at least one set of "interview-ready" clothes. If you need help, you may be able to find a local organization that helps people get clothes, shoes, and more. Visit Find State Resources and check the list of Local Service Providers in your area.
Make a plan for transportation to interviews and work. Can you walk or bike to a job? If you take a bus or subway, check the routes to help decide where to look for work. Have a plan to tell employers how you will be able to arrive to work promptly.
Now you're ready to gather your personal records, write a resume, get personal references, and fill out job applications
1 / Class Rules: #1 Respect……Teacher, Others, Self and State Property.****Syllabus is subject to change