Principles of Selling Syllabus for 2013-2014
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Instructor Information

Course Information

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N/A

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Course

MRKG-2333-001 Principles of Selling

Prerequisites

Course Description

Overview of the selling process. Identification of the elements of the communication process between buyers and sellers and the examination of the legal and ethical issues or organizations which affect salespeople.

Student Resources Student Resources Website

Department Expectations

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Occupational License Disclaimer

Hours

(3 sem hrs; 3 lec)

Class Type

On Campus Course

Syllabus Information

Textbooks

Selling and Building Partnerships, Weitz, McGraw Hill 9th Edition

ISBN-13: 9781121722149

 

Supplies

1. Textbook

2. Pen and paper for note taking

3. Pencil, yellow highlighter (if you want to highlight areas of importance)

4. 4 Scantron Answer Sheets

5. Access to computer and printer for homework assignments

Student Performance

\ 1. Identify and discuss the four marketing mix components, the selling process, and its application to all forms of sales. *SCANS Information C5, C7

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\ 2. Outline the role of marketing segmentaion in developing a marketing strategy. SCANS* Information C5, C7

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\ 3. Outline the economic forces that affect marketing decisions and consumer buying power. SCANS* Systems C15

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\ 4. Identify the elements of the communication process between buyers and sellers in business. SCANS* Information C5, C7

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\ 5. Identify the psychological differences between consumer buying patterns and business industrial buying decisions. SCANS*Information C5, C7

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\ 6. Define the sociological factors that marketers influenceing consumer and organizational decision-making processes. SCANS* System C15

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\ 7. Define the global factor that marketers must be aware of that influence consumer and business/industrial buying behavior. SCANS*Systems C15

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\ 8. Discuess the processes of interpreting market research data ro forecast industry trends. SCANS* Thinking Skills F7, F8, F9, F12

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\ 9. Define how marketing decision makers use marketing research data to better meet consumer needs in a dynamic environment. SCANS* Information C5, C6, C7, Interpersonal C11, C12

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\ 10. Discuss eithical issues and legal restrictions of american business and how the afect salespeople. SCANS* Systems C15

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\ *Meets Secretary's Commision on Achieving Necessary Skills (SCANS*)

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\ Information: Acquires and uses information

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\ Interpersonal: Works with others, serves clients, exercises leadership

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\ Systems: Understands complex interrelationships (evaluates, monitors, improves, social, organizational and technological systems).

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\ Thinking Skills: thinks creatively, makes decisions, solves problems, visualizes, and knows how to learn and reason.

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Students Rights and Responsibilities

Student Rights and Responsibilities

Log in using the AC Connect Portal

In order to receive your AC Connect Email, you must log in through AC Connect at https://acconnect.actx.edu .

If you are an active staff or faculty member according to Human Resources, use "Exchange". All other students, use "AC Connect (Google) Email".

Expected Student Behavior

Expected Student Behavior:
CLASSROOM GROUND RULES: Be on time and prepared for classroom discussion. No food or drink in computer classrooms. Cell phones and pagers must be in silent mode while class is in session. NO TEXTING DURING CLASS. NO IPODS. NO CELL PHONES.
 

Grading Criteria

GRADING SCALE:

                           90-100%          A Excellent

                           80-90%            B Above Average, Very Good

                           70-80%            C Average, Good

                           60-70%            D Poor, but passing

                           Below 60%      F Failing

Instructor reserves the right to subjectively influence the final grade relative to class attendance, participation and attitude.

 

Attendance

ATTENDANCE POLICY:  Students are expected to attend all regularly scheduled class meetings.  Should you miss a class, it is your responsibility to determine what you have missed and take appropriate actions. Please obtain the names and phone numbers of at least two of your fellow classmates and contact them about anything you have missed.

WITHDRAWAL POLICY:  It is the responsibility of the student to initiate drop or withdrawal procedures through the Registrar’s office. Students who stop attending class but do not officially drop or withdraw from this course will receive a letter grade at the end of the semester.

April 24th is the last date to withdraw.

EXAMINATIONS:  Examinations will consist of essay, true-false, multiple choice, matching or short answer questions. Final Examination will be comprehensive. Should  an emergency arise, contact the instructor in ADVANCE before 7:00 via phone, e-mail or text.  Tests taken more than a week from the original test date will result in docked or a zero grade.  Only one exam will be allowed to be missed.

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