BA
155 Personal Selling
www.octc.kctcs.edu/management
Texts:
Personal Selling, Anderson & Dubinsky, Houghton Mifflin
Company, 2004
Course
Description: The professional
selling process which involves a series of interrelated activities is
introduced. Emphasis is placed on
planning and delivery of sales presentations.
The six selling steps are examined- prospecting, qualifying,
presenting, answering objections, closing, and the after-sale service.
Students demonstrate effective sales techniques through simulation and
role playing.
Course
Objectives/Competencies: Upon
the completion of this course the student should:
1
Identify characteristics that are essential in the professional selling
environment though an overview of personal
selling.
2
Identify and apply the six steps in the selling process.
3
Understand and be able to apply techniques for communicating with
customers.
4
Establish a personal selling comfort level which can lead to a
successful selling career.
General
Education Competencies:
1
To communicate effectively using standard written English.
Students will demonstrate their proficiency in writing skills through
the completion of written assignments, projects,
and article reviews.
2
To analyze, summarize, and interpret a variety of reading materials.
Article
reviews, assignments, and class activities will ensure that diverse business
situations will be read, reported and discussed.
3
To think critically and make connections in learning across the
disciplines.
Article reviews and assigned
case studies will require students to assess, analyze, and interpret
situations, apply relevant theories, and suggest possible
solutions for problem resolution.
4
To elaborate upon knowledge to create new thoughts, processes, and/or
products.
After
reviewing past and current theories on various management topics, students
will create/develop theories on the various management
processes.
5.
To demonstrate an awareness of ethical considerations in making value
choices.
Ethical
conduct and demonstration of respect for opinions, beliefs, and rights of
others is required of all participants in the class.
In addition, ethical and social issues will be addressed by students in
case studies, assignments, and class discussions.
Course
Requirements
1
Students will study fundamental selling concepts, methods for adapting
selling to a specific setting, and tools and techniques for achieving and
sustaining personal selling success. The
format will be a combination of joint discussion, instructor facilitation,
class activities, and sales presentations.
2
Four major exams will be given. Each
exam will include information from classroom discussions, the text, and
examples reviewed in class. Exams
will be a combination of multiple choice, exercises, and essay.
3
Sales presentations will be an essential component of the course.
All members of the class will participate in a
variety of fun selling situations
4
In-class exercises presentations are extremely important to overall
course success. Every effort
should be made to
attend every session.
5
Homework assignments will be required during the course and these will
be assigned and discussed in class. Late
assignments will only be accepted within 24 hours of the period in
which they are due.
Attendance
Policy: Students are expected
to attend every class session. Any
absence should be prearranged with the instructor.
Excessive unexcused absences by a student will have an adverse impact
upon a student’s grade. Points
will be possible during every classroom session and generally cannot be made
up if absent.
Make-up
Exams: Any make up exam will
be given during the final exam period. Students
are encouraged to take each exam on the assigned exam date.
Withdrawal:
Students may drop the course and receive a “W” at their discretion,
through the midterm. After the
midterm, a student may withdrawal
with a “W” only under extenuating circumstances (illness, accident) and
with the instructor’s permission.
Responsibilities
of the Student: Students
should complete reading assignments and required work before coming to class,
be prepared to take exams on announced dates, find out what was covered in
class if absent, and communicate to the instructor any academic problems you
feel you have with the course. Please
obtain your chapter outlines before coming to class at www.octc.kctcs.edu/management
. And please, don’t
let your cell phones ‘ring’ during class!
Cheating,
Plagiarism, and Conduct: Cheating
and plagiarism will not be tolerated. Students
found guilty will be given an “E” for the course.
Students who are disruptive in the classroom will be asked to leave.
Grading
and Testing
4 Exams (feedback tools) @ 100 points
each
400
Quizzes and In-class activities
100
Sales Presentations
300
Book Summary
100
Attendance and Participation
75
985
Grades based on:
100 – 90%
=
A
89 – 80%
=
B
79 – 70%
=
C
69 – 60%
=
D
<
59% =
E
Book
Summary: A book relating to
effective selling will be required reading.
You may choose the book of your choice but please see me for approval.
A short three page summary will be the required product.
Tentative
Course Outline
1
Introduction to Personal Selling
2
The Ever-Changing Personal Selling Environment
3
Prospecting for and Qualifying Prospects
4
Planning the Sales Call
Feedback Tool #1
5
Sales Presentation and Demonstration
6
Negotiating Sales Resistance and Objections for ‘Win-Win’
Agreements
7
Confirming and Closing the Sale
8
Following Up
Feedback Tool #2
9
Understanding Organizational Markets
10
Strategic Understanding
11
Communicating Effectively with Diverse Customers
12
Managing your Time and your Territory
Feedback Tool #3
13
Ethical and Legal Considerations
14
Starting your Personal Selling Career
Feedback Tool #4
Syllabus
is subject to revision.
Any
student repeating this course must complete an ‘option to complete’ form
Have
a profitable semester!