Sales Fundamentals 1
Trevecca Nazarene University- Fall 2014
Sales Fundamentals – MKT 3150 (01)
Tuesday-Thursday (8.00 AM –9.15 AM in BBB 109)1
Course Description
The course introduces the basic principles of sales success, sales theory, sales techniques, and role playing. The history of selling is emphasized along with the sales person’s role in today’s society. The course applies communication theory and principles to the sales situation.2
Student Learning Outcomes
Students will be able to:
- Define the various aspects of personal selling and emphasize its importance as a component of the overall marketing strategy.
- Illustrate selling strategies that both for-profit and not-for-profit firms aggressively employ today.
- Analyze and heavily emphasize the importance of “trust” in the selling process.
Textbook
Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H. Jr., & Williams, M. R.(2013). SELL (3nd ed.). Ohio: Southwestern.
No Food Policy
You are NOT allowed to bring food and eat while this class is in session.
Distribution of Student Learning Hours (37.5 hours x 3 credit hours = 113 hours)
Session / Pre-Class Hours / In-Class Hours / Total HoursReading quizzes – Preparation and Process / 18 / 0.45 / 18.45
Tests and Midterm – Preparation and Process / 20 / 3.75 / 23.75
Sales Activities Project (SAP) Report Preparation / 10 / 10
Sales Activities Project (SAP) Report Presentation / 3 / 3
Homework and Reading for class / 12.5 / 12.5
Class Participation and Discussion / 28.30 / 28.30
Final Examination / 15 / 2 / 17
TOTAL / 75.5 / 37.5 / 113
*These are recommended hours; if you find yourself needing more time to complete a particular assignment, please work accordingly.
Grading
Grade Dimensions / Points / PercentageReading Quizzes / 50 / 5%
Tests and Midterm / 200 / 20%
Sales Activities Project / 250 / 25%
Class Participation / 200 / 20%
Finals (Comprehensive) / 300 / 30%
TOTAL / 1000 / 100%
Letter grades will be assigned based on the following criteria:
970-1000 points = A+ 930-969 points = A
900-929 points = A- 870-899 points = B+
830-869 points = B 800-829 points = B+
770-779 points = C+ 730-769 points = C
700-729 points = C- 670-699 points = D+
630-669 points = D 600-629 points = D-
Below 600 points = F
Reading Quizzes (50 points)
There will be reading quizzes assigned at the beginning of every chapter. You are expected to read the chapter and come prepared to take these quizzes. If you miss any of the quizzes, you will get a “zero” on that particular quiz. Missing quizzes due to excused absences and emergency situations will be considered and thereafter you must take the missed quizzes the very next day or on a day I assign. You must inform me of your absence before class (or a day in advance)or you will not be able to make up the missed quizzes. The quizzes will be weighted equally at 5 points.
Tests and Midterm Examination (200 points)
You will have two tests and one midterm examination. The midterm and tests have to be taken
on the assigned days, except in case of an emergency, or an excused absence. Students who cannot take either the midterm or the tests because of an excused absence or emergency must take them the next day or on a day I assign; but you must inform me of the absence before class (or a day in advance) or you will receive a zero. The midterm examination will include all the chapters covered up to that particular date. Tests 1 and 2 will each carry a weight of 50 points; the midterm examination will carry a weight of 100 points, together totaling 200 points. For the sake of academic honesty, I will require all cell phones to be placed on a separate table before the start of the tests and the midterm examination. Also, should you arrive late for either the tests or the midterm examination and at least one student has completed the exams, you will not be allowed to take the exams.Finally, you will have ONE week from the time you receive your tests results to consult me regarding any changes to your grade; if you come to me for any changes AFTER one week, you will not receive point(s).
Sales Activities Project (SAP) (250 points)
You will be participating in a number of sales activities in this class. All the activities will be in-class activities, except for the Sales Person Interview part. The Sales Activities Project (SAP) will include mock selling, mock buying, and team selling. You will also be responsible for searching and finding a sales person in Nashville who you will interview and then present the details of the interview in class toward the end of the semester. More details will be given in a few weeks.
Class Attention and Participation (200 points)
Every student is expected to pay attention and participate in the classroom discussions. In business you are expected to participate in discussion. If you are not paying attention (as in constantly looking at your phone, texting, or sleeping, or chatting with classmates) and/or not participating in classroom discussions, you will not be given participation points. When this class is in session, I need to see you completely focused and ready to learn. Also students must bring their textbooks to every class. Participation points will not be given if you do not bring your textbook to class.
One method of stimulating class participation is using “case studies.” Over the course of the semester, we would potentially discuss over 15 cases. When a case is assigned, you are to read the case and come fully prepared to class to discuss it.
The following grading rubric* will be used for class attention and participation:
Grade Points / Frequency and QualityA+. A, A- (179-200 points) / Attends classes regularly and always contributes to the discussion by raising thoughtful questions, analyzing relevant issues, building on others’ ideas, synthesizing across readings and discussions, expanding the class’ perspective, and appropriately challenging assumptions and perspectives.
B+, B, B- (159-178 points) / Attends classes regularly and sometimes contributes to the discussion in the aforementioned ways.
C+, C, C- (139-158 points) / Attends classes regularly and never contributes to the discussion in the aforementioned ways.
D+, D, D- (119-138 points) / Attends classes regularly and never contributes to the discussion in the aforementioned ways.
F (118 points and below) / Attends classes irregularly and never contributes to the discussion in the aforementioned ways.
*Eberly Center for Teaching Excellence, Carnegie Mellon University
Final Examination (300 points)
The final exam will be comprehensive; it will include all the chapters covered in the course. For the sake of academic honesty, I will require all cell phones to be placed on a separate table before the start of the final exam. Also, should you arrive late for the finals and at least one student has completed the finals, you will not be allowed to take the finals. It is the university’s policy that no early exams be given; there will be no exceptions in this regard. Therefore, please arrange your travel schedule around the final exams.Also, the professor is under no obligation to grant late exams simply because a student has three finals in one day unless in case of an emergency or there is a disability involved.
Attendance Policy
Attendance is imperative to the understanding of the subject. The university handbook states, “If class meets 2 times per week, the student may be disenrolled on the 7th absence.”3 That means, if you miss more than 7 classes, you will fail the course.4 These 7 classes include both excused and unexcused absences. Also, attendance counts from the first day of class whether students are registered or not. Registering late is an excused absence.5Please read page 59-60 of the university catalog on attendance policies. Please note that attendance will be taken at the beginning of the class; if you are not in class at that time or if you walk in late you will be marked absent.
Policy on Academic Honesty
Academic integrity is a very serious matter. Academic Honesty is expected of all students at Trevecca.6 Furthermore, integrity is what is expected of each of you in the classroom and in the work place. Each student is responsible to maintain high standards of academic ethics, personal honesty, and moral integrity. Each person is to do and be responsible for his/her own work.I certainly encourage you to jointly study for the tests, midterm, and final examination outside of the classroom, but once you are inside the classroom your work should be your own. During an exam, you should keep your eyes to your paper and your paper only. Dishonest academic behavior will be dealt with fairly and firmly7; that means any student found guilty of cheating or plagiarism will be disenrolled from the class with a grade of “F.” Please read the Academic Honesty policies on page 62 in the academic catalog.
Disability
Trevecca is committed to the provisions of the Rehabilitation Act of 1973 and the Americans with Disabilities Actas the University strives to be an inclusive community for students. A wide range of accommodations is available to provide access to Trevecca’s facilities, academics, and programs. Individuals seeking accommodations for any type of disability are encouraged to contact Michelle Gaertner, the coordinator of student disability services in the Center for Leadership, Calling, and Service at 248-14638 for information concerning the documentation of a disability and the procedure for implementing accommodations.
No Laptop Policy
You are NOT allowed to bring laptops to this class. Any kind of disability that requires the use of laptops must be justified with a note from the Disability Services, located in the Center for Leadership, Calling, and Service. This note must be given to me in the first week of class.
Communication Policy
To make sure that there is a smooth flow of communication pertaining to this class, all students must use their Trevecca email ID. You can access your Trevecca email through this URL: the event of a class cancellation, an email will be sent to all students on their Trevecca email.
Policy on Cell Phones and Pagers
Please switch off all cell phones and pagers in the classroom. Our classroom discussion time is precious and a student’s cell phone or pager should not be an interruption. If you have an emergency, you can place your phone on vibrate, but you have to let me know about it before class begins. If your cell phone rings in class, I will make note of it and reduce 5 points from your participation grade. For the sake of academic honesty, I will require all cell phones to be placed on a separate table before the start of the midterm examination, the two tests, and the final examination.
Nashville American Marketing Association (NAMA) Monthly Luncheon
During the semester we will attend the NAMA monthly luncheon held at the Hilton Garden Inn. All students are expected to attend this luncheon. There will be a student fee of $10.00, which will get you lunch, listen to a talk on marketing by an industry professional, and a time of networking with Nashville’s top marketing and sales people.
Teaching Philosophy
Teaching is my passion! I will do my best to help you comprehend sales and its uses as applicable to your life, both in the business world and in your personal life. In my drive to help you learn, I will refer to many sources to bring information that will help you understand, learn, and apply personal selling concepts. It is also my ardent desire to integrate my Christian faith within the discipline of sales so that you may learn, as I will too, how to serve Christ using the concepts learned in this class. Above all, I believe every class period we spend together is spent in the presence of God. This is an awesome responsibility for me to teach all of you and train you, and hopefully, guide you to understand God. Your responsibility will be to give your best, remembering the God who wanted you to be here in the first place. Coming to class regularly, participating in the discussion, completing assignments on time, and having a Christ-like attitude should be important to all of you.
Class Schedule9 (subject to change)
Month / Date / Class / AssignmentsAugust / 26 / Introductory Class / In Class Plan:Attendance; Devotion; Introductions; 10 Principles; Information slip.
28 / Module 1/Reading Quiz 1 / Homework:Prepare for Reading Quiz 1; In Class Plan: Reading Quiz 1; Devotions; Chapter 1 (Qs. 1-4); Exercise; Ethical dilemma;Videos; Homework:Specialty Sports (p. 24) and Biomod Inc. (p. 26).
September / 2 / Module 1 / Homework:Prepare for Cases; In Class Plan:Returned Reading Quiz 1; Devotions; Chapter 1 (Qs. 5-7); Ethical dilemma;Videos; Homework cases.
4 / Module 2/Reading Quiz 2 / Homework:Prepare for Reading Quiz 2;In Class Plan: Reading Quiz 2; Devotions; Chapter 2 (Qs. 1-3); Ethical dilemmas;Videos; Homework: Schmidt Business Forms (p. 50) and Brisbane Uniform Company Inc. (p. 51).
9 / Module 2 / Homework:Prepare for Cases; In Class Plan: Reading Quiz 2; Devotions; Chapter 2 (Qs. 4-10); Cases.
11 / Module 3/Reading Quiz 3 / Homework:Prepare for Reading Quiz 3; In Class Plan:Reading Quiz 3; Devotions; Chapter 3 (Qs. 1-6); Communications survey; Test review.
Test 1 Week / Test 1 Week
16 / Sales Activities Project (SAP) / In Class Plan:Reading Quiz 3 returned; Devotions; SAP work; Test 1 review.
18 / Test 1
(Modules 1 and 2) / Homework:Prepare for Test 1; In Class Plan:please switch off all cell phones and place them on teacher’s station; please sit wherever there is a scantron; prayer; Test 1.
Spiritual Deepening Week / Spiritual Deepening Week
23 / Test 1 Review / In Class Plan:Devotions; Return Test 1 results and report; Test 1 review
25 / Module 4 / Homework:Prepare for Reading Quiz 4; In Class Plan:Reading Quiz 4; Devotions; Chapter 4 (Qs. 1-5); Homework: Bartlett and Associates (p. 109) and AppLab (p. 110);.
30 / Module 4 / Homework:Prepare for Cases; In Class Plan:Returned Reading Quiz 4; Devotions; Chapter 4 (Qs. 6-8); Homework cases.
October / 2 / Module 5 / Homework:Prepare for Reading Quiz 5; In Class Plan:Reading Quiz 5; Devotions; Chapter 5 (Qs. 1-4); Midterm review.
CBFA Conference Week / CBFA Conference Week
7 / NO CLASS / CBFA CONFERENCE
9 / NO CLASS / CBFA CONFERENCE
Fall Break/Midterm Exam / Fall Break/Midterm Exam
14 / Fall Break / Fall Break
16 / Midterm Examination
(Modules 1, 2, 3, 4, and 5) / Homework:Prepare for Midterm Examination; In Class Plan:please switch off all cell phones and place them on teacher’s station; please sit wherever there is a scantron; prayer; Midterm Examination.
21 / Midterm Review / In Class Plan:Devotions; Return Midterm results and report; Midterm review
23 / Module 6 / Homework:Prepare for Reading Quiz 6; In Class Plan:Reading Quiz 6; Devotions; Chapter 6 (Qs. 1-6); Homework: Nimblefood (p. 149) and Kindle versus Nook (p. 151).
28 / Skills/Role Play/ Sales Activities Project (SAP) / Homework:Prepare for Cases; In Class Plan:Returned Reading Quiz 6; Devotions; Chapter 6 (Qs. 7-8); Cases; SAP work.
30 / Module 7 / Homework:Prepare for Reading Quiz 7; In Class Plan:Reading Quiz 7; Devotions; Chapter 7 (Qs. 1-6); Homework: Texas Paint (p. 172) and All Risk Insurance (p. 173).
NAMA Meeting Week / NAMA Meeting Week
November / 4 / Case/Sales Activities Project (SAP) / Homework:Prepare for Cases; In Class Plan:Returned Reading Quiz 7; Devotions; Chapter 7 (Qs. 7-8); Cases; SAP work; Test 2 review.
6 / NAMA Luncheon Meeting / Homework:Come professionally dressed; In Class Plan:Details to be provided.
Test 2 Week / Test 2 Week
11 / Test 2
(Modules 6 and 7) / Homework:Prepare for Test 2; In Class Plan:please switch off all cell phones and place them on teacher’s station; please sit wherever there is a scantron; prayer; Test 2.
13 / Test 2 Review / In Class Plan:Devotions; Return Test 2 results and report; Test 2 review
18 / Module 8 / Homework:Prepare for Reading Quiz 8; In Class Plan:Reading Quiz 8; Devotions; Chapter 8 (Qs. 1-6); Test 2 results and reports.
20 / Module 10 / Homework:Prepare for Reading Quiz 10; In Class Plan:Reading Quiz 9; Devotions; Chapter 9 (Qs.1-5).
SAP Presentations Week / SAP Presentations Week
25 / Sales Activities Project (SAP) Presentations / Homework:Prepare for Presentations; In Class Plan: Prayer; Team Presentation.
27 / Thanksgiving Holiday / Thanksgiving Holiday
SAP Presentations Week / SAP Presentations Week
December / 2 / Sales Activities Project (SAP) Presentations / Homework:Prepare for Presentations; In Class Plan: Prayer; Team Presentation.
4 / Final Round-up class / In Class Plan: Prayer; Finals PowerPoint; Class Statistics; Final Examination date and time; Final Grade Reports.
Finals Week / Finals Week
(Thursday) / 11 / Final Examination
(8.00 AM – 10.00 AM) / (Chapters 1, 2, 3, 4, 5, 6, 7, 8, and 10)
End Notes:
- Trevecca PowerCampus Self-Service at
- Trevecca Nazarene University Catalog (2014-2015), p. 209.
- Trevecca Nazarene University Catalog (2014-2015), p. 60.
- Trevecca Nazarene University Catalog (2014-2015), p. 59.
- Trevecca Nazarene University Catalog (2014-2015), p. 59.
- Trevecca Nazarene University Catalog (2014-2015), p. 62.
- Trevecca Nazarene University Catalog (2014-2015), p. 62.
- Trevecca Nazarene University Catalog (2014-2015), p. 24.
- The class schedule is subject to change at my discretion.
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