Principles of Selling Syllabus for 2022-2023
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Instructor Information

Course Information

COVID-19 Protocols

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 Student Service Center office 112. 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:

The Tutoring for Success policy applies to any student whose grade or performance in the course falls below a departmentally determined minimum threshold. In either of those cases, the instructor will direct the student to the appropriate tutoring service, which may be faculty-led, discipline-specific, and/or general. Under this policy, the instructor will follow specific departmental guidelines governing the use, duration, and grade component of the tutoring need.

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 .

Course

MRKG-2333-002 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 ResourcesStudent 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

You can also contact the Legal Clinic, or the faculty member in charge of the educational program that you seek to enroll in. The further information you will receive will include notification to you of your right to request a criminal history evaluation letter from the licensing authority in order to clarify your particular situation.

Hours

(3 sem hrs; 3 lec)

Class Type

Tech Supported

Syllabus Information

Textbooks

You will need the Connect Code for the eBook. All assignments, quizzes, and exams will be available through the eBook. 

 

Supplies

• Textbook:  SELLING-Building Partnerships, Stephen Castleberry, 11th Edition, 2021
• Computer/tablet    (Be aware: not all class objectives can be accessed on tablets or smartphones)
• Ability to access the course in Blackboard through AC Connect to submit assignments. Students MUST have the ability to access the course in Blackboard through AC Connect to submit assignments, take exams, participate in discussion boards and team projects (www.actx.edu)

•  *If you don't have computer and printer access at home, make sure you locate the computer lab of your choice on campus to complete your assignments on time.

  Technical support and assistance to log on to the course:

• For hands-on technical support, visit the Student Help Center.
• AC Connect / Blackboard Support Information
• For telephone support, call AskACat 371-5000.
• Also see the AC Connect Student Resources online help.

__________________________________________________________________________________

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.

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.

Required Tool for all students:

GRAMMARLY is a third-party, automated grammar, proofreading, and writing revision tool for academic writing. Grammarly will not fix your writing for you; it is up to you to incorporate Grammarly's feedback and decide what suggestions are most appropriate.

Additional Tools and Support Options:

1.      EVERNOTE* is an app designed for productivity that can be extremely helpful for individuals with ADHD, concentration issues, and memory issues. It offers note taking and organization features and allows for a variety of fonts, colors, and highlighting to make those notes very easy to interpret.

2.      ANDROID ACCESSIBILITY SUITE* formerly known as Google Talkback, provides users of Android devices with a host of accessibility options, making smartphones more useful and usable for those with disabilities. It comes equipped with a screenreader, allows for use of switches and physical keyboards, and can identify most objects by pointing the phone's camera at them. 

3.      IPHONE ACCESSIBILITY FEATURES* included in iPhones and other iOS devices are the counterpart to Android's Accessibility Suite. It includes voice controls, screenreaders, interfacing with hearing aids, reader settings to minimize on-screen distractions, and more. Accessibility features should be preinstalled as part of iOS.

4.      EPICWIN* This is a to-do list app. But it’s unlike anything you’ve ever seen before. EpicWin brings an element of a role-playing game into your everyday life. So, instead of just completing your chores and other tasks, you’ll be getting actual rewards with this app. You have a character that you’ll have to improve and develop using the experience points.

5.      MINDNODE* This is an app for mind mapping. And the process of creating mind maps becomes much easier with the help of MindNode. Visual representations of your thoughts created in this app are going to be the most accurate because you’ll be able to make them amazingly quick. And they’re going to look appealing. In the end, there won’t be any struggles with poor design or flawed functionality—only your thoughts and ideas in a neatly organized form.

*Information and app descriptions provided by their respective websites.

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

GROUND RULES:
It’s pretty simple, be respectful to your classmates, your instructor, and yourself.  Set yourself up
for success by putting forth effort, managing your time, and doing the work.  Expect to learn, but
also understand that at times you may teach someone something.

OVERALL BEST PRACTICES:
1.    Get your book before or during the first week of class because we hit the ground running!
2.    If this is your first online class, get into Blackboard and "get lost"-meaning jump in and see
what it’s about and what all it has to offer. 
3.    Log into the class on Mondays (Sundays if possible) to see what is due for the week and
check your college email several times a week to stay informed.  Communications will be
through class announcements and college email. 
4.    Plan ahead if you have or will have limited internet access (i.e., travel for work, vacation,
etc.).
5.    Communicate, communicate, communicate with your instructor (I don't bite)!  Please don’t
assume that I don’t or won’t understand your situation-remember, I was once a student . 
6.    Always use spell check!! Obviously, this isn’t an English class, but let’s face it, there’s no
excuse when we have technology at our fingertips and I count off heavily for it not being used.  I
understand mistakes may happen from time to time, but on a constant basis, they shouldn’t.  
7.    Know your resources, (student help, library hours, tutoring locations, etc.) if you don't know
and need help....ask!! 
  ****I understand you have busy lives with work, family, children, etc. but get into good
studying habits the first week to be successful.  Schedule time, or schedule the same time every
week for homework.  Give yourself extra time just in case emergencies come up.  This class is
set up for you to be successful, but you have to do your part.****

BEST PRACTICES FOR DISCUSSION BOARDS:
1.    The purpose of discussion boards is to share experiences and learn from each other. 
2.    Use complete sentences in discussion boards.  DO NOT use abbreviated language used in
text messaging.  
3.    Make sure there are virtually no errors in punctuation, spelling, grammar or usage.
4.    Make sure all parts of the question are completely answered.

5.    Make sure sentences flow smoothly and are carefully constructed.
6.    Make sure the words chosen are clear, accurate, and precise.
7.    Make sure vague or ambiguous terms are clearly defined.
8.    Make sure your answer avoids triteness and unsupported generalizations.
9.    Make sure use of supporting information is superior: the evidence clearly supports the positions and the
evidence is sufficient and specific.
10.    Make sure the ideas reflect critical thinking and insight.
11.    Make sure there is some originality in the writer's response.
12.    Make sure the content has depth and substance.
13.    Make sure the answer or response holds the reader's interest.
**Additional Information Regarding Discussion Boards Below**

BEST PRACTICES FOR EXAMS/QUIZZES:
1.Find a time to take the test in which you will be free of interruptions.  If your computer and
telephone share the same telephone line, unplug your telephone while taking the exam.
2. If at home when taking a test make sure that no one else using the wireless connection is
watching a movie or downloading a large amount of data.
3. Make sure that you note the test has a time limit.  The time will show on the status bar at the
bottom of your window.  You will want to make sure that the Status Bar is selected.  If you are
using Internet Explorer, click on View > Status Bar.  In Firefox, you will need to select Tools >
Options > Content > Enable JavaScript > Advanced > Change Status Bar Text.  If a time limit is
set make sure and keep track of when you started the test.  The time on the computer or on the
Blackboard server may not be the same.
4. Do not attempt to take an exam from your cell phone.  Any dip in cellular service will result in
the test being submitted automatically.
5. Once you have opened the exam, avoid clicking on any of the main menu buttons in this
course or on any of the navigation buttons on your web browser.  Doing so may bump you out of
the exam, in which case your answers may be lost, and you will not be allowed to re-enter the
exam.
6. Avoid “double-clicking” on the answers or the Submit button.
7. Do not use the mouse scroll wheel as this may change your answers on a multiple-choice
question.
8. Do not close the window of the test for any reason.  Some web browsers may "time you out‟
of the exam if you take too long.  To lessen the possibility of being "timed out‟, open a separate
web browser window before you click on the exam link.  In that separate web browser window,
navigate to The Official U.S. Time site and select a time zone.  Once the page loads, minimize
that window, re-enter Blackboard, and proceed to click on your exam link.
9. If your instructor has set your test to show the questions one at a time, make sure that you have
selected the best answer before moving on to the next question.  Your instructor may have
prohibited backtracking on the test and you will not be able to get back to a previous question.
 There is also a possibility of the test "freezing‟ if you try to go back to a previous question.
10. Before submitting your test you may want to right-click and print so that you have a copy of
your exam.  • Your exam answers are not saved until you click on the "Submit‟ button at the end
of the exam.  Please do not forget to hit "Submit‟ once you have completed all questions.
11. If for any reason you get closed out of the exam while taking it, please contact your instructor

immediately via email.  In your message detail exactly, what happened.  Depending on the type
of exam, your instructor may reset your test so that you may re-take it.  If you choose to wait to
take the exam until the last day, you risk the test having an error and accept the possibility you
may not reach the instructor before the deadline- which will result in the exam grade standing.
 The instructor is not available after 9:00 pm until 8:00 am.
12. Exams/Quizzes are to be taken INDIVIDUALLY.  If at student is caught participating in
group testing or copying from an outside resource(s), he/she will automatically receive a "0" and
will be subject to further disciplinary actions as outlines in the AC Students Rights &
Responsibilities.
**Additional Information Regarding Exams/Quizzes Below**

ACADEMIC HONESTY: 
The Business Department endorses academic honesty as a pillar of integrity crucial to the
academic institution.  Academic honesty is an important step towards developing an ethical
backbone needed in a professional career.
Failure to practice academic honesty is considered academic misconduct.  Academic misconduct
will be penalized to the fullest extent.

 BEST PRACTICES FOR EMAILING INSTRUCTORS:
It is the policy of the Management office to hold the standards of business of the workforce.
 Therefore, if you need to send an email to your instructor(s):
1.    Give a salutation (Good morning Mrs. Sims....)
2.    State the who, what, where, when, why and how (Please don't assume I know the assignment
you are working on or the class you are in, etc.)
3.    Be respectful.  (Snarky emails will result in an unanswered email)
4.    Proof your email before you send it.  How does it sound?  Is it a fact-based email?  (Is it a
win-win email?)
5.    Signature (Best regards, sincerely...)

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

SAFEASSIGN:
In Blackboard, SafeAssign is included in all assignments, reports and projects.  You will have
access to the SafeAssign report that the instructor will receive when handing in assignments.  If
the SafeAssign report shows more than 50% is copied (i.e., plagiarism, non-MLA cited,

misquoted) the student will receive a 0 but will have a chance to justify the report for a docked
grade.  If no justification is made, the 0 will remain in effect.

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.

*Feedback is typically given for anything other than a 100%.  It is important to read the grading feedback in case there were problems with the assignment upload or the discussion board comments that will help future submissions*

COURSE GRADE-WEIGHTED TOTALS:

30% Assignments

30% Discussion Board

20% Cereal Wars

15% Exams/Quizzes

5% Cereal Wars Peer Evaluation 

=100% 

**This grading schema is built for you to succeed in this course**

ASSIGNMENTS:

• * Weekly assignments MUST be typed and submitted into Blackboard. 
• * Assignments are due by 11:45 p.m. CST on Mondays. (and close at 11:45 p.m CST!)
  • - It is recommended to submit homework by 11:00 p.m. CST for successful submission.
  • - A confirmation code will be given when assignments are submitted and it is recommended you keep the confirmation code.
• * Late assignments are not accepted.
  • - Extenuating circumstances may be considered, if communicated BEFORE the due date.  (Computer glitches at 11:45p.m CST aren't extenuating circumstances)
  • - Travel for work, conferences, vacations are not considered extenuating circumstances
• * ASSIGNMENTS WILL NOT BE ACCEPTED VIA EMAIL. 
  • - If an assignment needs to be resubmitted, it will be reopened in Blackboard for submission.
  • - The instructor will ask for an assignment confirmation
  • - Assignments are required to be submitted in Word .doc.  Any other submission isn't guaranteed a successful submission.
  • - It is the students' responsibility to check the assignment preview to make sure the assignment uploaded. 
    • IF AN ASSIGNMENT IS UPLOADED BLANK, IT  WILL BE CONSIDERED AN INCOMPLETE ASSIGNMENT AND GIVEN A 0 WITHOUT THE OPPORTUNITY TO RESUBMIT.
• *Resubmitted assignments must be uploaded within a week of the request.  (Thus, it is important to read your grading feedback)
• * Assigned papers or reports are required to be formatted in MLA format.  MLA format guidelines are located in the How To folder. 
• *There are TWO attempts to submit each assignment.  If two attempts have been used and a third attempt is needed, contact the instructor to clear past attempts. 
• * Extra credit is not available.  (There are plenty of opportunities to increase grades with heavily weighted discussion boards and assignments)  Thorough assignments, additional replies and on time deadlines may receive additional points. 

EXAMINATIONS/QUIZZES:

• * Exams/quizzes will consist of essay, true-false, multiple choice, matching or short answer questions.
• * Exams/quizzes will be available starting Friday at 5:00 p.m. CST to Monday at 11:45 p.m. CST.
• * Students will be allowed 2 attempts at the exams/quizzes and the higher grade will be accepted. 
• * If a Final Examination is given, it will be comprehensive. 
• * Should you have an emergency, contact me in ADVANCE-before the deadline. There are no make-up exams/quizzes. 
• * Take the exams/quizzes with a reputable device and good internet connection.
• * If a computer glitch happens while taking an exam/quiz:
•        1.  Try to get back in immediately.
•        2.  Contact the instructor asap. 
•        3.  The instructor will determine if the exam/quiz will be reset to be retaken. 
•        4. Once an exam/quiz starts, it can not be stopped or paused.

DISCUSSION BOARDS:

• *Name is included in the title
• * Use spell check. 
• * Please be respectful of your classmates and of yourself!! Address classmates in a non-threatening tone of voice; refrain from     insults, slurs, insensitive comments and slang. 
• * Initial posts of 150-200 words (excluding the discussion question) are due on Wednesdays by 11:45 p.m. CST. Please be sure to use spell check. Discussion boards will be graded heavily. 
• * At least 2 peer responses of 100 words each are due on Saturdays by 11:45 p.m. CST.

Attendance

ATTENDANCE POLICY:

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

You must be self-disciplined and exercise time management to complete the requirements of this course.  Students are expected to attend class and in an online class students are expected to log on at least three times each week.  All assignments, exams, discussion boards and term papers are to be submitted by the assigned deadlines unless prior arrangements have been made with the instructor. 

CENSUS DAY/ADMINISTRATIVE DROP:  Students must attend class and/or log on within the first week of class and participate in discussion boards, assignments, etc.  If students do not log in and complete 75% of the first week's material by the *Census Date, the student will be administratively dropped from the course.

                                           *CENSUS DATE: Tuesday, January 24, 2023

WITHDRAWAL POLICY:

• It is the responsibility of the student to initiate drop or withdrawal procedures.
• Students who stop attending class but do not officially drop or withdraw from this course will receive the letter grade earned at the end of the semester. 
• PLEASE communicate with the instructor to discuss options before considering dropping the class.
• Communication must be made in person or via phone call.  (Emails, text messages, voicemails or advisor emails are not considered proper communication for a drop notification)
• All forms for withdrawing must be submitted before the due date. 
• Be mindful of important dates...we move quickly! 

                                        Last Date to Withdraw (Drop): February 28, 2023

IMPORTANT DATES AT A GLANCE: 

First day of class:        January 17, 2023

Census Day:               January 24, 2023

Last Drop Day:           February 28, 2023

Last Day of Class:      March 10, 2023

The specific due dates for assignments, discussion board posting requirements, and the time frame that the exams will be open will be communicated to you in the course in Blackboard on AC Connect.  Weekly "to do" checklists will be provided in the lesson content online.  It is your responsibility to log on multiple times per week to make sure you are meeting required deadlines.

Calendar

Additional Information