Course Outline of Record

Item	Value
Curriculum Committee Approval Date	02/28/2022
Top Code	050940 - Sales and Salesmanship
Units	3 Total Units
Hours	54 Total Hours (Lecture Hours 54)
Total Outside of Class Hours	0
Course Credit Status	Credit: Degree Applicable (D)
Material Fee	No
Basic Skills	Not Basic Skills (N)
Repeatable	No
Grading Policy	Standard Letter (S),  Pass/No Pass (B)
Local General Education (GE)	CL Option 1 Self-Development (CE1)
Associate Arts Local General Education (GE)	OC Life Skills - Theory - AA (OE1)

Course Description

Theory and practices of the relational selling process. Covers the basic steps in organizing, developing, and preparing a professional sales presentation. Builds self-confidence and competence in selling oneself as well as products, service, and ideas. Transfer Credit: CSU.

Course Level Student Learning Outcome(s)

1. Organize, develop and prepare a written professional sales presentation for a product or service.
2. Prepare and deliver an effective sales presentation for a product or service.

Course Objectives

• 1. Define the steps included in the selling process.
• 2. Identify the needs of potential buyers.
• 3. Demonstrate the skills of the selling process.
• 4. Employ effective selling strategies and techniques.
• 5. Demonstrate knowledge of ethical issues in professional selling
• 6. Demonstrate an understanding of how to qualify prospects.
• 7. Prepare and deliver a sales presentation.
• 8. Describe the nature and purpose of professional selling.

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Lecture Content

THE FIELD OF SELLING     Professional selling: Its important and perspectives     Selling and sales people     Building partnering relationships     Ethical and legal issues in selling     Cultural issues in professional selling     KNOWLEDGE AND SKILL REQUIREMENTS     Understanding buying behavior and the buying process     Using communication principles to build relationships     Understanding yourself and communicating a positive sales image     Creating a positive buying-selling climate     Know your industry, company, products, and competition     Adaptive selling for relationship building     Listening: the key to effective selling     ANATOMY OF THE SELLING PROCESS     Prospecting: Identifying high potential prospects     Preparing the sales presentation     Opening the interview: Developing verbal and nonverbal rapport     Probing for buying needs     Delivering the sales presentation: Strengthening the presentation     Managing buying resistance: Responding to objections     Obtaining commitment and closing the sale     Building long term partnerships: Servicing the account     SPECIAL APPLICATIONS     Formal negotiating     Selling to resellers     Telemarketing     Using Technology     ; Communication system     METHODS OF MAINTINGING A PROFESSIONAL SALES CAREER     Managing your time, self and territory     Sales management     Managing within your company     Preparing for a sales career     Managing your career

Method(s) of Instruction

• Lecture (02)
• DE Live Online Lecture (02S)
• DE Online Lecture (02X)

Instructional Techniques

Lecture/discussion; role play; class interaction; guest speakers; feedback on sales performance, discussion board, video where appropriate

Reading Assignments

Students will spend a minimum of 3 hours per week reading the textbook and/or other reading materials as assigned.

Writing Assignments

Students will spend a minimum of 2 hours per week writing project papers.

Out-of-class Assignments

Students will spend a minimum of 3 hours per week completing cumulative assignments as required for the term project.

Demonstration of Critical Thinking

Classroom participation; homework assignments; presentation; quizzes and examinations.

Required Writing, Problem Solving, Skills Demonstration

Homework assignments; essay questions; written sales plan.

Textbooks Resources

1. Required Anderson, Rolph and Alan Dubinsky. Personal Selling, ed. Boston: Houghton Mifflin, 2003 Rationale: -