11/21/2024 6:43:42 AM	BMK 51 Course Outline as of Summer 2017	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:

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:

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:	Transferable	Effective:	Fall 1981	Inactive:
UC Transfer:		Effective:		Inactive:
C-ID:

Certificate/Major Applicable: Both Certificate and Major Applicable

COURSE CONTENT

Student Learning Outcomes:
At the conclusion of this course, the student should be able to:

1.  Demonstrate knowledge of the relationship selling process

2.  Demonstrate appropriate methods for client questioning, meeting objections and closing a sale

 

Objectives:

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

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:

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:

Selling: Building Partnerships 8th edition, Castleberry McGraw-Hill, 2011

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