PROFESSIONAL SELLING 181
3 Credit Hours Classroom 406, Main Bldg.
Tel. 718 663 8385
Office: 315D Main Bldg.
Conference hours in classroom 406, Main Bldg., Th 4-5; appointments at other times can be made with the instructor
Selling Today-Building Quality Partnerships, Gerald L. Manning & Barry L. Reece, 8th Edition, Prentice-Hall.
1. Identify the important contributions that salespersons make to our rising standard of living.
2. Obtain the advantages and disadvantages of a selling career and adopt a professional attitude towards the occupation of selling.
3. Provide an opportunity for a student to evaluate and possibly choose a career in the area of selling.
The student will have the opportunity to:
a. Appreciate and understand the role of selling plays in our economic system.
b. Identify the importance of consumer attitudes and behavior.
c. Organize and develop a sales presentation from the pre-approach to the close.
The final grade will be based on:
Project (sales presentation) 45%
Final exam (comprehensive) 15%
Canned presentation 5%
Demonstration presentation 5%
Mini Sales Presentation 5%
Interview Report 5%
Sales Evaluation Report 5%
The final grade will be decided along the following percentages:
94-100 = A 89-87 = B+ 79-77 = C+ 69-67 = D+
93-90 = A- 86-84 = B 76-74 = C 66-64 = D
83-80 = B- 73-70 = C- 63-60 = D-
Below 60% is failing: E.
A grade of 'I' will be assigned only if a major course requirement is not completed and the student could earn a course grade of D- or above by completing the requirements.
Unannounced quizzes will be given throughout the semester.
The final exam will be comprehensive.
See attachment 1.
Prepare a sales presentation from the pre-approach to the close. The item to be sold will be valued at more than $500. If not completed on time, the student will receive an E unless prior arrangements are made with the instructor.
Any work not completed on time will receive an E unless prior arrangements are made with the instructor.
This course has been approved to meet the Oral General Education Competency for SC4 graduation requirements; therefore a C or better must be earned as a course grade in order to meet the General Education Competency requirements.
St. Clair County Community College holds high ideals of academic and personal honesty and expects every student to do likewise. Dishonest acts like cheating, lying, and plagiarism will not be tolerated. Instances of academic dishonesty will be treated as serious offenses. Students involved in activities such as cheating and/or plagiarism will be subject to disciplinary action.
ASSIGNMENTS FOR THE WEEK STARTING:
Aug 30 CANNED PRESENTATION
I. DEVELOPING A PERSONAL SELLING PHILOSOPHY FOR THE NEW ECONOMY
1. Personal Selling and the Marketing Concept
Personal selling in the Age of Information
Major Advances in Information Technology
Personal Selling-A Definition and a Philosophy
Personal Selling as an Extension of the Marketing Concept
Evolution of the Marketing Concept
Marketing Concept Yields Marketing Mix
Important Role of Personal Selling
Evolution of Consultative Selling
Evolution of Strategic Selling
Strategic/Consultative Selling Model
Evolution of Partnership
Partnering is Enhanced with High Ethical Standards
Partnership is Enhanced with Sales Automation
Strategic Alliances-The Highest Form of Partnering
2. Personal Selling Opportunities in the Age of Information
Personal Selling Opportunities in the Age of Information
Your Future in Personal Selling
Rewarding Aspects of Selling Careers
Employment Settings in Selling Today
Sept. 6 SALES INTERVIEW REPORT
II. DEVELOPING A RELATIONSHIP STRATEGY
3. Creating Value with a Relationship Strategy
Developing a Relationship Strategy
Developing Thought Processes that Enhance Your
Nonverbal Strategies That Improve Relationships
Conversational Strategies That Enhance Relationships
Strategies for Self-Improvement
4. Ethics: The Foundation For Relationships in Selling
Making Ethical Decisions
Factors Influencing the Ethics of Salespeople
Toward a Personal Code of Ethics
Sept. 13 III. DEVELOPING A PRODUCT STRATEGY
5. Creating Product Solutions
Developing a Product Solution
Becoming a Product Expert
Know your Company
Know Your Competition
Sources of Product Information
Adding Value with a Feature-Benefit Strategy
Distinguish between Feature Benefits
SALES EVALUATION REPORT
6. Product-Selling Strategies That Add Value
Product Positioning-A Personal Selling Strategy
Achieving Product Differentiation in Personal Selling
Redefining Products in the Age of Information
Value-Added-A New Challenge for Salespeople
Sept. 20 IV. DEVELOPING A CUSTOMER STRATEGY
7. Understanding Buyer Behavior
Developing a Customer Strategy
The Complex Nature of Customer Behavior
Forces Influencing Buying Decisions
Perception-How Customer Needs Are Formed
How Customers Make Buying Decisions
8. Developing a Prospect Base
The Importance of Prospecting
Prospecting Requires Planning
Sources of Prospects
Qualifying the Prospect
Organize Your Prospect Information
Sept. 27 V. DEVELOPING A PRESENTAITON STRATEGY
9. Approaching the Customer
Developing the Presentation Strategy
Planning the Pre-approach
Developing the Presale Presentation Plan
Developing the Six-Step Presentation Plan
Oct. 4 10. Creating the Consultative Sales Presentations
The Consultative Sales Presentation
Selection of the Product
Need Satisfaction-Selecting A Presentation Strategy
Guidelines for Developing a Persuasive Presentation Strategy
Oct. 11 DEMONSTRATION PRESENTATION
11. Custom Fitting the Sales Demonstration
The Sales Demonstration
The Importance of the Sales Demonstration
Planning Effective Demonstration
Sales Tools For the Effective Demonstration
Oct. 18 12. NEGOTIATING BUYER CONCERNS
Negotiating Buyer Concerns and Problems
Negotiation is a Process
Common Types of Buyer Concerns
General Strategies for Negotiating Buyer Concerns
Anticipate Buyer Concerns
Prepare the Negotiations
Understand the Problem
Create Alternative Solutions
Find Some Point of Agreement
Do Not Destroy Your Relationship Strategy with Anger
Specific Methods of Negotiating Buyer Concerns
Oct. 25 13. CLOSING THE SALE AND CONFIRMING THE
Guidelines for Closing the Sale
Focus on Dominant Buying Motives
Negotiating the Tough Points Before Attempting the
Recognize Closing Clues
Specific Methods for Closing the Sale
Special Concession Close
Multiple Options Close
Direct Appeal Close
Confirming the Partnership When the Buyer Says
Nov. 1 MINI-SALES PRESENTATION
14. Servicing the Sale and Building the Partnership
Building Long-Term Partnerships with Customer Service
Current Developments in Customer Service
Customer Service Methods That Strengthen the Partnership
Partnership Building Strategies Should Encompass All Key
Partnership with an Unhappy Customer
VI. MANAGEMENT OF SELF AND OTHERS
15. Management of Self: The Key to Greater Sales Productivity
Management of Self-A Four-Dimensional Process
Time Management Methods
Saving Time with Telephones, Facsimile (Fax) Machines,
and Electronic Data
Nov. 8 16. Communication Styles: Managing the Relationship Process
Communication Styles-An Introduction to Managing
Improving Your Relationship-Management Skills
Four Styles of Communication
Popularity of the Four-Style Method
Determining Your Communication-Style Bias
Managing Communication-Style Bias
Developing Communication-Style Flexibility
Nov. 15. 17. Management of the Sales Force
Career Opportunities in Sales Management
Sales Management Functions
Qualities of a Good Sales Manager
Recruitment and Selection of Salespeople
Orientation and Training
Sales Force Motivation
Assessing Sales Force Productivity
Nov. 29 FINAL SALES PRESENTATION
REVIEW FOR FINAL EXAMINATION
Dec. 7 FINAL SALES PRESENTATION
Dec. 14 FINAL SALES PRESENTATION
Dec. 21 FINAL EXAM
STUDENT BEHAVIOR AND ATTENDANCE REQUIRMENTS
I believes that appropriate student attitudes and behavior are essential if you are truly interested in your own education. I feel that you should make every effort to:
1) Be prompt and on time for every class.
2) Be prepared for class by completing reading and other assignments on time.
3) Keep socialization in class to a minimum
4) Pay attention to class discussion and, when possible, partake in that discussion and ask appropriate questions.
5) Complete class assignments on time.
Class attendance in an important part of the learning process and is necessary for success in this course. Unexcused absences are to be avoided. You may have one unexcused absence during the semester.
Excused absences are allowed only for illness of yourself or a member of your immediate family, death in the family or of a close friend, in connection with participation in authorized college activities, legal obligations such as court appearance or jury duty, or any other reason deemed acceptable by me. Documentation may be required.
Unexcused absences beyond the one allowed may result in either of the following penalties:
1) Lowering of your final grade
2) Making you ineligible for a final grade of A or B