Principles of Selling Syllabus for 2026-2027
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Instructor Information

Course Information

AI Statement

Collusion is defined as “the unauthorized collaboration with another person or by any other means, including artificial intelligence (AI) and computer translators, in preparing work for fulfillment of course requirements.” Using AI like (ChatGPT or Google Gemini) to create a document is considered colluding. The use of Generative Artificial Intelligence on specific assignments is at the discretion of the instructor.

Title IX and Sexual Misconduct Reporting

Amarillo College prohibits discrimination and harassment based on sex, including sexual harassment, sexual assault, dating violence, domestic violence, and stalking, under Title IX and Texas Education Code §51.253–255. Faculty and staff are mandatory reporters and must share any related concerns with the Title IX Coordinator at titleix@actx.edu. Reports and additional information are available at https://www.actx.edu/hr/title-ixtitle-ix. Confidential counseling and advocacy services are available through the Counseling Center and Advocacy & Resource Center.

Recording Policy

Disability Statement

If you have a disability (learning, mental, physical) that affects your ability to participate effectively and have access to any program or service at Amarillo College please contact Disability Services at (806) 345-5639 . Our offices are located in the Enrollment Center, Suite 700. More information may be found at www.actx.edu/disability.
Disability Services facilitates access to all programs and services according to the ADA, Americans with Disabilities Act and Section 504 of the Rehabilitation Act, as well as other federal and state laws.

Amarillo College Web Accessibility Policy Statement

Amarillo College is committed to providing equal access to all programs and services, including all working, learning, and service environments that affect equal access for persons with disabilities. This commitment to provide equal access and opportunity for persons with disabilities is in compliance with federal and state law. Amarillo College also strives to provide Electronic and Information Resources (EIR) that are accessible to all authorized users.

If you find you are unable to access material in an accessible format please contact the Disability Services Office at (806) 345-5639 . This office will work in conjunction with other campus resources to address and accommodate your issue in a timely manner.

Statement for Mental Health and Advocacy & Resource Center:

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:

Tutoring for Success applies to any student whose overall performance in the course falls below 75%. The instructor will create the task in the Student Engagement Portal (Watermark) to direct the student to the appropriate tutoring service, which may be faculty- or SI-led, discipline-specific, and/or general. The tutoring service assigned, the due date for when the tutoring must be completed, and the amount of tutoring required are at the discretion of the instructor. Additionally, the task will alert the student’s success team. Students who do not fulfill the assigned tutoring task may be subject to program- and course-specific penalties that could result in a grade reduction and/or in not being allowed to progress in the course until the tutoring requirement has been satisfied.

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 course must complete all steps indicated on the Academic Withdrawal Request form by the course withdrawal deadline.

NOTE: Students who are 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. This withdrawal limitation does not include dual credit or developmental classes (Senate Bill 1231 Rule 4.10.) For more information on Drop and Withdrawal Policies, please visit the Registrar's Office Web site.

Privacy Statement

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 .

Statement on State-Authorized Courses at Amarillo College

For-credit academic and workforce education courses offered at Amarillo College are limited to the course options available in the statewide inventory for two-year public institutions. Courses in the state-authorized lower-division Academic Course Guide Manual and Workforce Education Course Manual have specific descriptions that prescribe course content and may include specific student learning outcomes. The Texas Higher Education Coordinating Board (THECB) maintains and regularly updates these manuals. Amarillo College faculty and leaders ensure that these courses are aligned with THECB guidelines and evaluated based on student performance outcomes. Students enrolled in these courses are expected to engage with and learn course content. According to the AC Board of Regents Policy Manual, "faculty members are entitled to academic freedom in the conduct of research and teaching and are tasked with the associated responsibilities" (DGC). Students are entitled to academic freedom in the classroom, as well, and faculty "must not attempt to force on students a personal viewpoint and must at all times allow diversity of opinion" (Amarillo College Academic Affairs Manual).

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

Notice to Students enrolled in an educational program for preparation of issuance of certain occupational licenses:

Students enrolled in an educational program in preparation for obtaining certain occupational licenses are potentially ineligible for such license if the student has been convicted of an offense. For further information, please contact:

Melodie Graves
Justice Involved Advocate
Student Service Center 117
mgraves24@actx.edu
806-371-5995
Make appointment at https://melodiegraves.youcanbook.me

Hours

(3 sem hrs 3 lec )

Class Type

Online Course

Syllabus Information

Textbooks

Connect Access Code Required

Supplies

Student Performance

Learning Objectives:

The primary objective of this course is to educate students on the principles and practices of selling in modern business environments. Additionally, we aim to equip students with the knowledge and skills necessary to excel in sales roles and navigate the complexities of the selling process. Throughout this course, students will gain insights into the following:

• Strategies for successful selling: Students will learn various strategies and techniques for effectively selling products or services, including understanding customer needs, building rapport, overcoming objections, and closing sales.
• Essential selling skills: Students will develop essential selling skills, such as active listening, persuasive communication, negotiation, and relationship building. They will understand how these skills contribute to successful sales outcomes and customer satisfaction.
• The process of sales preparation: Students will learn the step-by-step process of preparing for sales interactions, including researching prospects, developing sales presentations, and creating persuasive sales pitches. They will understand the importance of thorough preparation in achieving sales objectives.

Students 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

Academic Integrity: Submit original work, cite all sources properly, and avoid cheating, plagiarism, or unauthorized collaboration.

Respect and Courtesy: Treat the instructor and peers with dignity, listen when others speak, and avoid disruptive outbursts or personal insults. 

Classroom Etiquette: Arrive on time, minimize unnecessary side conversations, and use electronics strictly for note-taking or class activities rather than social media or entertainment.

Following Policies: Adhere to the institutional student code of conduct. Arrive on time, be prepared and engaged. 

Academic Responsibility

Preparation: You need access to a reliable computer and stable internet connection; smartphones will not adequately perform the requirements for this course. 

Complete assigned readings and assignments prior to class so you can engage meaningfully with the material and ask informed questions.

Communication: Read course announcements and emails regularly, and take responsibility.

Grading Criteria

Grading  

1. How Your Grade Is Calculated
2. Your final grade reflects your effort, consistency, and professionalism across all course components:

1. 1. Grading Scale

Note: The instructor may consider class participation, attendance, and attitude when finalizing your grade.

Discussion Boards & Participation

Why Discussions Matter

1. 1. Discussion boards are more than just assignments—they’re a space to:
   2. Practice professional communication
   3. Share insights and experiences
   4. Think critically and collaborate with your peers
   5. These conversations help you apply course concepts in real-world ways and build confidence in your communication skills.

Weekly Expectations

• • Each week (unless otherwise noted), you are expected to:
  • Post one original response (minimum 200 words) by Wednesday at 11:59 pm. 
  • Respond to at least two classmates (minimum 150 words each) by Sunday at 11:59 pm. 
  • Late discussion posts are not accepted, so plan ahead.

Important Reminders

• Do not upload documents—post directly in the discussion thread.
• If the board is set to “Post-First,” you must submit your original post before viewing others.

Semester Project – Red Paper Clip Presentation & Reflection

Project: Develop a presentation showcasing your journey in the Red Paper Clip Principles of Selling Project. 

Nature: This project serves as the culmination of your learning in the principles of selling, requiring meticulous attention to detail and strategic planning. It involves documenting essential aspects of your trades and negotiations vital for understanding your sales process and networking within the professional realm.

Purpose: The project aims to demonstrate your proficiency in selling principles and negotiation strategies by effectively presenting your experiences and outcomes in the Red Paper Clip Project. By synthesizing course concepts and applying them to real-world scenarios, you will develop valuable skills essential for success in sales and business environments.

1. Timeline & Expectations

• The project is due Week 7.
• Start early—this is not a last-minute assignment.
• You’ll need time to revise, proofread, and polish your documents.
• Procrastination will show in your work. Begin early and take advantage of feedback and resources.

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 & Census 

The census date is the official date by which students enrolled must meet the college’s enrollment requirements for this course.  

To remain enrolled in the course, students must meet all applicable course and college requirements, including attending or participating in the course as required. In all hybrid courses, students must be present for the scheduled course during the first week of the offered course and/or complete a minimum of one assignment. In all online courses, students must complete at least one assignment during week one. All students who do not meet the enrollment or participation requirements by the census date will be administratively withdrawn from the course in accordance with college policy.

HYBRID COURSES

Students must arrive on time and be present for all scheduled classes. Students who are late do not have to be admitted by the instructor. If students add or enroll in classes after the first day of class, the students are counted as absent from any missed class meetings.

The student is responsible to determine if work is missing. 

Students are expected to attend class. *Please see guidelines below if you have enrolled in a Hybrid course; in some instances, online classes simply allow for more flexibility in your schedules.

Classes with a scheduled meeting time (hybrid and tech-supported courses): 

ONLINE COURSES

 In an online class, log in a minimum of 3 times per week. 

Calendar

Additional Information

Accommodations/Modifications beyond Disability Services:

Instructor policy: As your instructor, I will provide any accommodations required by Disability Services upon receipt of the Student Accommodation Plan. Please know that I am here to support you to the best of my ability and can provide additional tools and resources that specifically support this course and its objectives (some are listed below). Disability Services works closely with each instructor to support student success, however, Disability Services is limited on the options they can provide through the accommodation plan. It is important to know that we all work better when we work as a team. Disability Services cannot disclose your disability to the instructor without your consent, just as the instructor cannot disclose your course grade/status without your consent. If you are comfortable discussing your specific disability or concern with the instructor, we are able to better formulate a strategy for success - together.

As a student, it is your responsibility to visit Disability Services and find out if its services and accommodations are suitable for your specific needs. It is not necessary to inform the school of your specific needs and it is completely voluntary. However, if you want the school and instructor to make school adjustments for you, you will need to inform Disability Services of your disability and, most likely, provide evidence of your disability.

1. Amarillo College has several computers equipped with text-to-speech, speech-to-text, and graphics organizing programs to assist students with learning disabilities. The Disabilities Coordinator is available to work with students, individually or in small groups, who have problems with organization, time management, or study skills. These services are open to all students, with the use of assistive technology and learning skills prioritizing students with documented learning disabilities.

Technology Requirements and Expectations:

This course requires the use of technology. While students are not expected to have any specific technology for this course, they will need to use technology to access course content, complete and submit assignments, communicate with the instructor and other students outside of scheduled class times.

The university has provided each student with an Amarillo College ID to access institutional resources. Electronic communication with students is expected to take place through the Amarillo College ID and Amarillo College email system.

1. Your Amarillo College ID and password are your primary resources for accessing Amarillo College systems.  Password Self Service systems allow university network students, teachers, and employees to reset their own network passwords quickly and independently. Course materials are provided through the BlackBoard Learning Management System.
2. Students are expected to use their Amarillo College ID and password to access and submit assignments and other courses through the BlackBoard system.
3. This course may include online activities such as live (synchronous) or outside of scheduled class time (asynchronous) activities.
4. For online activities, the instructor may require the use of computers with webcams and microphones. For these types of activities, students are expected to have access to and set up the necessary equipment before the online class. For more information on technology support for online course activities, see (STUDENT RESOURCES).
5. Student Technical Services manages and maintains a number of computer labs and services for multimedia and digital media at the various Amarillo College campus locations. Students can visit the labs to test different technologies, get tips, and access different types of training for the courses.
6. While the instructor provides access to certain technologies and course materials within the BlackBoard learning management system, students may require additional technical assistance. The Information Technology Services (ITS) helpdesk provides general technical support. Please note that the ITS help desk offers extended support times, but it is not a 24-hour service.
7. Students new to BlackBoard are expected to take advantage of the BlackBoard Student Tools and Tutorials available within the course shell.

Expectations

To successfully take an online/hybrid course, you must have access to the Internet and be familiar with a computer. Online courses are not the place to learn how to use a computer! You should have these resources and skills before starting an online/hybrid course. These resources and skills include:

1. You need access to a reliable computer and a stable Internet connection; smartphones will not adequately perform the requirements of this course.
2. As an online/hybrid student, you should have a backup plan in case you encounter technical problems with your main computer.
3. Requires technical problem-solving skills.
4. Instructors are experts in their fields, not tech experts. As an online/hybrid student, you may need to troubleshoot technology yourself or contact technical support if a problem arises. Technical support may not be available 24/7.
5. Problems must be handled methodically and rationally.
6. As an online/hybrid student, you should try to troubleshoot before contacting your teacher and /or technical support. Have you checked your browser? Looking for a file in the right place? Have you checked the start and finish dates for a specific task? Are there tutorials or how-to files?
7. Basic knowledge of computers and the Internet is required.
8. As an online/hybrid student, you should be able to: upload, download, name, and save files correctly; use word processing, spreadsheet, and/or presentation software; download and install software; use a web browser, browse and search the Internet; and send an email with an attachment. You should also be familiar with navigating and using BlackBoard Learning Software.
9. Standard file formats are .doc, .docx, .pdf, .ppt, .xlsx. It is the student’s responsibility to learn about different file formats and practice document conversion. Google Docs, Google Slides, Google Numbers are not currently compatible with BlackBoard.