SRJC Course Outlines

5/25/2024 1:55:03 AMBMK 51 Course Outline as of Fall 1981

New Course (First Version)

Discipline and Nbr:  BMK 51Title:  PRIN OF SELLING  
Full Title:  Principles of Selling
Last Reviewed:11/14/2022

UnitsCourse Hours per Week Nbr of WeeksCourse Hours Total
Maximum3.00Lecture Scheduled3.0017.5 max.Lecture Scheduled52.50
Minimum3.00Lab Scheduled017.5 min.Lab Scheduled0
 Contact DHR0 Contact DHR0
 Contact Total3.00 Contact Total52.50
 Non-contact DHR0 Non-contact DHR Total0

 Total Out of Class Hours:  105.00Total Student Learning Hours: 157.50 

Title 5 Category:  AA Degree Applicable
Grading:  Grade or P/NP
Repeatability:  00 - Two Repeats if Grade was D, F, NC, or NP
Also Listed As: 

Catalog Description:
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Not open to students who have completed Business Marketing 52B or 52C. Principles and methods of personal selling:  preparation of selling, the selling process and introduction to sales management.  Behavioral aspects of selling:  sociological and psychological theories of consumer motivation, behavior and perception.  Includes lectures, discussions, demonstrations and practice in sales presentations.


Recommended Preparation:
Eligibility for ENGL 100 or ESL 100.

Limits on Enrollment:

Schedule of Classes Information
Description: Untitled document
Principles & methods of personal selling. Incl: lectures, discussions, demonstrations & practice in sales presentations.
(Grade or P/NP)

Recommended:Eligibility for ENGL 100 or ESL 100.
Limits on Enrollment:
Transfer Credit:CSU;
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP


Associate Degree:Effective:Inactive:
CSU GE:Transfer Area Effective:Inactive:
IGETC:Transfer Area Effective:Inactive:
CSU Transfer:TransferableEffective:Fall 1981Inactive:
UC Transfer:Effective:Inactive:

Certificate/Major Applicable: Certificate Applicable Course


Outcomes and Objectives:
At the conclusion of this course, the student should be able to:
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The student will learn:
1.  to be aware of the wide range of career opportunities available in the
   field of selling;
2.  training in the techniques and mechanics of salesmanship;
3.  to develop skills in oral expression of ideas calculated to influence
   other people;
4.  to demonstrate, in classroom and/or on tape, their ability to organize
   and present an effective sales presentation.

Topics and Scope
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1.  Selling as a profession.
2.  Preparation for successful selling
   a.  Buyer psychology
   b.  Sales communications
   c.  Product knowledge
3.  Selling dynamics
   a.  Prospecting
   b.  Sales call planning
   c.  Presentation
   d.  Handling objections
   e.  Close
4.  Special selling topics
   a.  Time and territory management
   b.  Social, ethical, & legal issues in selling

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Case analysis.
Written sales presentation report.
Sales presentation demonstrations.

Methods of Evaluation/Basis of Grade.
Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.Writing
10 - 25%
Essay exams, Term papers
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.Problem Solving
0 - 0%
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.Skill Demonstrations
10 - 40%
Class performances, Performance exams
Exams: All forms of formal testing, other than skill performance exams.Exams
10 - 45%
Multiple choice, True/false
Other: Includes any assessment tools that do not logically fit into the above categories.Other Category
0 - 0%

Representative Textbooks and Materials:
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ABC's OF SELLING, Futrell, Irwin Publishing Company.

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