SRJC Course Outlines

9/21/2019 10:53:24 AMBMK 51 Course Outline as of Summer 2017

Changed Course
CATALOG INFORMATION

Discipline and Nbr:  BMK 51Title:  PRINCIPLES OF SELLING  
Full Title:  Principles of Selling
Last Reviewed:2/11/2014

UnitsCourse Hours per Week Nbr of WeeksCourse Hours Total
Maximum3.00Lecture Scheduled3.0017.5 max.Lecture Scheduled52.50
Minimum3.00Lab Scheduled08 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: 
Formerly: 

Catalog Description:
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Principles and methods of personal selling: preparation for 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: Untitled document
Principles and methods of personal selling: preparation for 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.
(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:TransferableEffective:Fall 1981Inactive:
 
UC Transfer:Effective:Inactive:
 
C-ID:

Certificate/Major Applicable: Both Certificate and Major Applicable



COURSE CONTENT

Student Learning Outcomes:
Upon completion of the course, students will be able to:
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1.  Demonstrate knowledge of the relationship selling process
2.  Demonstrate appropriate methods for client questioning, meeting objections and closing a sale
 

Objectives: Untitled document
Upon completion, students will be able to:
1. Appraise the wide range of career opportunities and employment
settings available in the field of selling.
2. Describe the relationship between personal selling and a marketing
concept.
3. Assemble organized prospect information and formulate a routing
plan devised to manage cost of developing and/or maintaining
relationships.
4. Evaluate a sales presentation and propose solutions to buyer concerns
or problems.
5. Assess a customer's buying behavior and assemble a customer strategy.
6. Compare and contrast sales negotiation and closing a sale.
7. Critique strategies for successful sales management.
8. Examine the importance of assessing sales force productivity.

Topics and Scope
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1. Personal selling overview
    a. technology's changing impact on business
    b. personal selling as an extension of the marketing concept
    c. historical overview of selling
    d. selling careers
    e. employment settings
         1. trade
         2. missionary
         3. technical
         4. new-business
         5. retail
         6. teleselling
2. Professionalism
    a. importance of ethical conduct
    b. misrepresentation and breach of warranty
    c. privacy laws
3. Buyer behavior
4. Verbal and non-verbal strategies for success
5. Relationship selling
6. Successful prospecting
    a. prospecting and sales forecasting plan
    b. sources of prospects
    c. preapproach to individual and organizational customers
    d. establishing a plan and maintaining records
7. Customer strategy
    a. complex nature of customer behavior
    b. alignment with customer's buying process
    c. problem recognition
         1. handling objections
         2. customer needs
         3.  buying motivations
8. Presentation
    a. presentation preapproach objectives
    b. audio-visual aids
    c. strategies for effective presentations
9. Sales negotiation
10. Closing the sale
11. Retail selling
12. Self-management
13. Managing the sales force
14. Selling yourself

Assignments:
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1. Reading assignments of between 20-27 pages per week
2. Case study analyses (3-5 pages each)
3. Market research
4. Group or individual oral sales presentation including role play interview
5. Written sales report of not less than six pages
6. In-class written assignment
7. Role-play interviews
8. 3-5 Quizzes and a final exam

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 - 20%
Sales report, in-class written assignments
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.Problem Solving
20 - 30%
Case studies,market research
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.Skill Demonstrations
20 - 40%
Role-playing interviews, oral presentation
Exams: All forms of formal testing, other than skill performance exams.Exams
20 - 30%
3-5 quizzes, final exam
Other: Includes any assessment tools that do not logically fit into the above categories.Other Category
5 - 15%
Class participation


Representative Textbooks and Materials:
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Selling: Building Partnerships 8th edition, Castleberry McGraw-Hill, 2011

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