Principles of Selling Syllabus for 2014-2015
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Instructor Information

Course Information

Recording Policy

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As a student you may experience a range of issues that can cause barriers to learning, such as strained relationships, increased anxiety, alcohol/drug problems, feeling down, difficulty concentrating and/or lack of motivation. These mental health concerns or stressful events may lead to diminished academic performance or reduce a student's ability to participate in daily activities. Amarillo College offers services to assist you with addressing these and other concerns you may be experiencing. If you or someone you know are suffering from any of the aforementioned conditions, you can learn more about the broad range of confidential mental health services available on campus by calling the AC Counseling Center at 806-371-5900. The AC Counseling Center website is https://www.actx.edu/counseling/ . Also, if you are in need of social services (affordable housing, utilities, transportation, food, clothing, childcare, medical/dental/vision, legal), please call the AC Advocacy & Resource Center at 806-371-5439. The AC Advocacy & Resource Center website is https://www.actx.edu/arc

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Administrative Drop Policy

N/A

Student Withdrawal Procedures

N/A

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The Amarillo College Privacy Policy is found at https://www.actx.edu/-amarillo-college-privacy-notice , and applies to all Amarillo College students.  If you have questions about this privacy statement or you believe that your personal information has been released without your consent, send email to humanresources@actx.edu .

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

• Pen, pencil, highlighter and paper for note taking 
• 4 Scantron answer sheets 
• Computer/tablet (Be aware: not all class objectives can be accessed on tablets or smartphones)
• Access to the internet<

  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

  Be on time and prepared for classroom discussion.

  Cell phones and pagers must be in silent mode while class is in session. PLEASE REFRAIN FROM TEXTING DURING CLASS. 

  You are expected to behave in the classroom, in a manner that is supportive of the learning environment. Behaviors that are not supportive include, but are not limited to: tardiness/leaving early; electronic device noises; talking during lectures; abusive, offensive, or disrespectful language; abusive, offensive, or disrespectful demeanor toward AC faculty, staff, students and/or property. 

  BEST PRACTISES:

  • Log into Blackboard on Mondays to see what is due for the week (check the college email several times a week to stay informed)
  • Plan ahead if you have limited internet access
  • Communicate, communicate, communicate with your instructor
  • USE SPELL CHECK  (What do you think about the person or an articles with incorrect spelling?)
  • Know your resources, (student help, library hours, tutoring locations, etc.) if you don't know and need help....ask!!

  DISCUSSION BOARDS:

  • Use complete sentences in discussion boards.  DO NOT use abbreviated language used in text messaging. 
  • Use spell check. 
  • Address classmates in a nonthreatening tone of voice; refrain from insults, slurs, insensitive comments and slang. 
  • Please be respectful or classmates on the discussion boards.

  Plagiarism, Cheating and Individual Work Ethic

  Amarillo College policies and Code of Student Conduct is strictly adhered to when dealing with plagiarism, cheating, and duplication of work product. Any evidence of plagiarism, cheating, or duplication of work product will result in a zero on the work in question.

  A complete statement regarding scholastic dishonesty can be found in the Student Code of Conduct in the Student Rights and Responsibilities Handbook at http://catalog.actx.edu/content.php?catoid=12&navoid=426

  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.

  Weighted Total:

  30% Assignments and attendance

  25% Project

  15% Discussion Board

  15% Peer Evaluation

  15% Exams               

  100% Total Grade

  ASSIGNMENTS:

  Weekly assignments MUST be typed and submitted into Blackboard.  Assignments are due by 7:00 p.m. Tuesday night, before class.  Late assignments will be docked 10% per day and will not be taken past April 30th. 

  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.  If contact is NOT MADE BEFORE class, a 0 will be given for that test grade.  Tests taken more than a week from the original test date will result in docked or a zero grade.  There are no make-up exams.    Only one exam will be allowed to be 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 grade of F if their average falls below a 60.   PLEASE communicate with the instructor BEFORE the class is dropped to discuss options!  Once the class is dropped, all grade records are deleted in Blackboard and can not be accessed again. 

  April 23rd is the last date to withdraw.

  Accessing Grades Online:

  To view your current course grades:

  • Go to www.actx.edu, click on AC Connect anf log in using your ACNetID and password
  • Click on MRKG-2333.
  • Click on My Grades on the menu to the left.

  To view your Final course grades:

  • Go to www.actx.edu, click on AC Connect and log in using your ACNetID and password
  • Scroll down to Self Service on bottom right of the page, and click on Current Student.
  • Under current student, click on Academic Profile and click on Grades.

  Be aware that the Family Educational Rights and Privacy Act of 1974 (as amended) does not permit instructors to disclose information regarding grades over the phone, via email, or to a third party. Therefore, if you need to discuss your grades, you must do so in person.

   

  Attendance

  ATTENDANCE POLICY:

  "90% of success is just showing up."  ~ Woody Allen 

  Students are expected to attend all regularly scheduled class meetings.  Attendance is taken and does count toward the final grade.  If two or fewer absences are missed in the semester, the student is exempt from the final exam.  (It is NOT considered full attendance if the student comes late or leaves early.)  It is the student's responsibility to determine what has been missed and take appropriate actions if class is missed. Please obtain the names and phone numbers of at least two fellow classmates and contact them about anything missed.

  Calendar

  Principles of Selling (MRKG-2333) Calendar

  Instructor reserves the right to modify this schedule as needed during the semester.

  Week	Assignments	Tests
  Week 1	Introduction to Selling
  Week 2	Chapter One
  Week 3	Chapter Two
  Week 4	Continue Chapter Two
  Week 5	TEST ONE	Chapters One and Two
  Week 6	Chapter Three
  Week 7	Continue Chapter Three and Four
  Week 8	Continue Chapter Four
  Spring Break	Spring Break
  Week 9	TEST TWO	Chapters Three and Four
  Week 10	Chapters Seven and Eight
  Week 11	TEST THREE	Chapter Seven and Eight
  Week 12	Chapters Eleven
  Week 13	Continue Twelve
  Week 14	TEST FOUR	Chapters Eleven and Twelve
  Week 15	Cereal Wars Presentations
  Week 16	Final Exam or Paper

   

   

   

   

  Additional Information

  Relevant dates:

  March 16 - 20 - Spring break

  April 13 - Summer registration begins

  April 23 - Last day to withdraw

  May 11 - 14 - Final exams

  May 15 - Commencement

  Syllabus Created on:

  11/30/-1 12:00 AM

  Last Edited on:

  11/30/-1 12:00 AM