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COURSE SYLLABUS
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1. |
TITLE OF COURSE: |
PRINCIPLES OF SALES |
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PREFIX/NUMBER: |
MAR 111 |
CREDIT HOURS: |
3 |
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INSTRUCTOR: |
Rita Friberg
Phone: 549-3383 AB 250
rita.friberg@pueblocc.edu |
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2. |
PREREQUISITE: |
None |
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3. |
RESOURCES NEEDED: |
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TEXT: |
Selling Building Partnerships, by Weitz, Castleberry and Tanner: Sixth Edition, Irwin |
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SUPPLIES: |
Pencils, pens, and notebooks for note taking. |
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Blackboard Vista available via PCC online at / |
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COURSE DESCRIPTION: This course enables the student to understand and develop ethical sales techniques and cover the role selling in the marketing process. Areas of emphasis include behavioral considerations in the buying and selling process and sales techniques. |
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5. |
COURSE GOAL: |
To demonstrate detailed knowledge of the sales situation and the techniques of selling. |
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6. |
COURSE OBJECTIVES: |
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To demonstrate thorough understanding of the following components of the sales process: |
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(A) |
Building Partnerships |
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(B) |
Legal/Ethical issues, and Buyer Behavior |
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(C) |
Communication Principles, and Adaptive Selling |
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(D) |
Prospecting and Planning |
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(E) |
Making the Sales Call, Strengthening the Presentation |
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(F) |
Handling Objections and Obtaining Commitment |
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(G) |
Building Long-Term Partnerships |
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(H) |
Managing Your Territory and Career Within Your Company |
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7. |
EVALUATION PROCEDURES: |
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Attendance, Participation and Homework |
20% |
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Short Projects |
20% |
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Sales Demonstrations |
20% |
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Tests (4) |
40% |
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Grading Scale
Raw Score Range |
Letter Grade |
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90 to 100 |
A |
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80 to 89 |
B |
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70 to 79 |
C |
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60 to 69 |
D |
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0 to 59 |
F |
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Special Remarks: |
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Attendance: College policy states that students may be dropped from enrollment when absent 20% of the scheduled class meetings. If enrolled from the beginning of the term, 9 hours will usually constitute 20% of a three-credit semester course which meets three hours per week. Reinstatement procedures are described in the PCC catalog. |
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Tardy Policy: A student who is late three times (enters classroom after the instructor has taken roll) will be charged with one full absence unless the student can provide valid reasons for one or more of these tardies. |
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Assignments/Missed Exams: It is the student's responsibility, whether present or absent, to obtain all material presented and to complete all course assignments. Makeup of tests will be allowed. Tests will be placed on Blackboard Vista and all late tests will have 10% of the total points deducted from the score. Late homework papers will not be accepted unless prior arrangements are made with the instructor and 10% of the total points will be deducted from the score. Makeup of quizzes is to be at the instructor's discretion. |
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8. |
COURSE OUTLINE:
I. The Field of Selling
A. Selling and Salespeople
B. Building Partnering Relationships
II. Knowledge and Skill Requirements
A. Ethical and Legal Issues in Selling
B. Buying Behavior and the Buying Process
C. Using Communication Principles to Build Relationships
D. Adaptive Selling for Relationship Building
III. The Partnership Process
A. Prospecting
B. The Sales Call
IV. The Salesperson as Manager
A. Managing Your Time and Territory
B. Managing within Your Company
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9. |
METHODS OF INSTRUCTION: |
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To be successful in this course, students are expected to participate in discussions, readings, in-class writing, and peer review activities. The instructor may assign point values to such activities. |
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10. |
ACADEMIC INTEGRITY: |
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The very nature of higher education requires that students adhere to accepted standards of academic integrity. Therefore, Pueblo Community College has adopted a policy of academic conduct as described in the Student Handbook. Violation of academic integrity may be defined to include the following: cheating, plagiarism, falsification and fabrication, abuse of academic materials, complicity in academic dishonesty, and personal misrepresentation. It is the student’s responsibility to be aware of the behaviors that constitute academic dishonesty. Sanctions for violating the standards of academic integrity may include warning, probation, suspension, and/or failure of the course or assignment at the discretion of the instructor. |
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11. |
ADA NOTICE: |
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Any student eligible for and needing academic adjustments or accommodations because of a disability should inform the instructor during the first week of class and provide the instructor with a copy of the letter of accommodation at the beginning of the semester. Contact Disability Resources Center at 549-3446 for further assistance. |
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