| 12/21/2024 8:24:20 AM |
| Changed Course |
| CATALOG INFORMATION
|
| Discipline and Nbr:
BMK 51 | Title:
PRINCIPLES 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 | 8 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:
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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:
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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.
(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: | | |
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| CSU GE: | Transfer Area | | Effective: | Inactive: |
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| IGETC: | Transfer Area | | Effective: | Inactive: |
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| CSU Transfer: | Transferable | Effective: | Fall 1981 | Inactive: | |
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| UC Transfer: | | Effective: | | Inactive: | |
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| C-ID: |
Certificate/Major Applicable:
Both Certificate and Major Applicable
COURSE CONTENT
Outcomes and Objectives:
At the conclusion of this course, the student should be able to:
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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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