Principles of Selling Syllabus for 2016-2017
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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

Amarillo College Tutoring for Success Policy:

Administrative Drop Policy

Students who do not attend class on or prior to the census date will be administratively dropped. Effective Fall, 2016

Student Withdrawal Procedures

Students who wish to withdraw from a class must:

• consult with their instructor to obtain a signed academic withdrawal request form to submit to the AskAC department for processing
• consult with the financial aid office if receiving financial aid
• consult with the Veterans Benefit Coordinator if receiving veteran benefits
• consult with their academic advisor to determine how withdrawing may affect their enrollment in future semesters
  • NOTE:  The Texas Education Code stipulates that students attending Texas institutions of higher education for the first time fall 2007 and later may not withdraw from more than six courses during their academic career, including courses from which transfer students have withdrawn at other Texas institutions of higher education. (Senate Bill 1231) Rule 4.10.

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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

Occupational License Disclaimer

Hours

(3 sem hrs; 3 lec)

Class Type

Hybrid

Syllabus Information

Textbooks

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

ISBN-13: 9781121722149

Supplies

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

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

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

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

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

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

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

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

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

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

 

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

Information: Acquires and uses information

Interpersonal: Works with others, serves clients, exercises leadership

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

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

 

 

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 and USAGE DURING CLASS.  Excessive cell phone use will be call for dismissal from the 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, electronic usage, texting, working on homework in class, sleeping and talking during lectures; abusive, offensive, or disrespectful language; abusive, offensive, or disrespectful demeanor toward AC faculty, staff, students and/or property are grounds for immediate dismissal. 

BEST PRACTICES:

• If this is your first class with Blackboard, get into Blackboard and "get lost"
• Log into Blackboard 2-3 times per week to see what is due for the week (check the college email several times a week to stay informed)  Communication will be through class announcements and college email. 
• 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 non-threatening tone of voice; refrain from insults, slurs, insensitive comments and slang. 
• Please be respectful or classmates on the discussion boards.

EXAMINATIONS:

Exams are to be taken INDIVIDUALLY.  If at student is caught participating in group testing, he/she will automatically receive a "0" and will be subject to further disciplinary actions as outlines in the AC Students Rights & Responsibilities. 

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 -   89%         =          B          Above Average, Very Good

            70 -   79%         =          C          Average, Good

            60 -   69%         =          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.

ASSIGNMENTS:

Weekly assignments MUST be typed and submitted into Blackboard.  Assignments are due by 11:59 p.m. on Tuesdays.  Late assignments are not accepted. Assignments will close one week past the due date.  Extenuating circumstances will be considered, if communicated BEFORE the due date. 

EXAMINATIONS:

Examinations will consist of essay, true-false, multiple choice, matching or short answer questions. Final Examination will be comprehensive, and will count as 30% of your final grade.  Should you have an emergency, contact me in ADVANCE. 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. 

WITHDRAWAL POLICY: 

It is the responsibility of the student to initiate drop or withdrawal procedures through Instructor of the course. 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 to discuss options before considering dropping the class!  Once the class is dropped, all grade records are deleted in Blackboard and can not be accessed again. 

***If after four weeks of coursework, a student’s grade is under a 70, an academic retention alert will be sent to advisor and financial aid department.

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 MRKT-2333
• Click on My Grades on the menu to the left.

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

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

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