12/22/2024 4:41:18 AM	BMK 51 Course Outline as of Fall 1981	New Course (First Version)
CATALOG INFORMATION
Discipline and Nbr:  BMK 51	Title:  PRIN OF SELLING
Full Title:  Principles of Selling
Last Reviewed:11/14/2022

Units		Course Hours per Week			Nbr of Weeks	Course Hours Total
Maximum	3.00	Lecture Scheduled	3.00		17.5 max.	Lecture Scheduled	52.50
Minimum	3.00	Lab Scheduled	0		17.5 min.	Lab Scheduled	0
		Contact DHR	0			Contact DHR	0
		Contact Total	3.00			Contact Total	52.50
		Non-contact DHR	0			Non-contact DHR Total	0

Total Out of Class Hours:  105.00

Total 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: 
Formerly: 

Catalog Description:

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.

Prerequisites/Corequisites:

Recommended Preparation:
Eligibility for ENGL 100 or ESL 100.

Limits on Enrollment:

Schedule of Classes Information
Description:

Principles & methods of personal selling. Incl: lectures, discussions, demonstrations & practice in sales presentations.

(Grade or P/NP)
Prerequisites:
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

ARTICULATION, MAJOR, and CERTIFICATION INFORMATION

Associate Degree:		Effective:		Inactive:
Area:
CSU GE:	Transfer Area			Effective:	Inactive:
IGETC:	Transfer Area			Effective:	Inactive:
CSU Transfer:	Transferable	Effective:	Fall 1981	Inactive:
UC Transfer:		Effective:		Inactive:
C-ID:

Certificate/Major Applicable: Certificate Applicable Course

COURSE CONTENT

Outcomes and Objectives:
At the conclusion of this course, the student should be able to:

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

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

Assignments:

Case analysis.

Written sales presentation report.

Sales presentation demonstrations.

Examinations.

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%
None
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%
None

Representative Textbooks and Materials:

ABC's OF SELLING, Futrell, Irwin Publishing Company.

CREATIVE SELLING TODAY, Kossen, Harper & Row.

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