Principles of Salesmanship (MKA
2021) 
Fall Term 2006
Instructor: Mr. Bill Kiernan
Office:
Office Hours: Monday, Wednesday, Friday
Tuesday & Thursday
Or by appointment
Telephone: (904) 808-7485
Email: )
Prerequisites: None
Additional Helpful Skills: willingness to learn, open mind
Course Description:
This course is an introduction to the professional side of salesmanship. There is emphasis on the role of salespeople in the free enterprise system, application of sales principles, components of the sales presentation, and an introduction to sales management, buying motives, customer approach, and sales techniques. Students are required to make a sales presentation.
Materials Needed:
|
|
Course Objectives
1). Describe the role of selling in the American economy of the past, present, and future, as well as the rewards of a career in salesmanship.
2). Understand and list the duties and responsibilities of typical salespeople.
3). Identify qualifications needed for various salesperson positions.
4). Understand and apply methods of identifying market segments and classify potential customers correctly.
5). Use effective methods to solicit information from potential buyers.
6). Understand the importance of sharing relevant product and company information with potential buyers and utilize effective communication methods.
7). Understand pricing, discount and credit policies used by a business and when disclosing such information is appropriate.
8). Understand the legal and ethical considerations typically faced by a salesperson and correctly apply legal and ethical guidelines in the sales process.
9). Compare and contrast various methods of advertising and discuss their importance to the sales process.
10). Compare and contrast types of sales prospecting such as direct mail and telephone sales. Discuss the importance of prospecting in the sales process.
11). Plan, create, and deliver an effective sales presentation.
12). Use effective techniques to handle buyer objections during the sales process.
13). Compare and contrast different techniques for closing sales, including their effectiveness. Apply effective closing techniques during the sales process.
14). Understand and discuss the basic principles of sales management.
Attendance/Absence:
Attendance is critical and required for successful completion of this course. This course will require significant class preparation and the text will be covered at a fairly rapid rate.
It is your responsibility to notify your Instructor (via
telephone, email, on in person) should you be unable to attend class for any
reason. It is the student’s responsibility
to let the instructor know in advance should an absence be necessary. It is the
student’s responsibility to pro-actively seek missing knowledge, scheduling
changes. It is strongly suggested that you regularly log on to your SJRCC
Student email as the Instructor will provide important communication through
this vehicle. If the student wishes to
drop the course for whatever reason, the student must hand in proper forms into
Administration on or before
Absence Warning
As stated in the student handbook you may receive an instructor warning when you have
missed the
equivalent of three 50-minute class periods regardless of the reason and may
be withdrawn from the course by the instructor after the fourth 50-minute absence. It is
the student’s responsibility to withdraw from class. Do not assume that the instructor will
withdraw you. Do not stop coming to class without withdrawing officially – protect your
GPA. Withdrawal forms are available from the Records Office on the Palatka Campus
and from the Administration area of other campuses.
Grades and Grading:
Your grade for this course will be a combination of homework assignments, exams, and class participation. All work must be submitted on the date and time that it is due. Assignments are due at the beginning of the class in writing to the Instructor. Each day late will result in the reduction a one grade letter. After four time periods the assignment will receive a grade of “F”.
Source of
Grades:
A) Four Exams and The Project (two thirds of overall grade, each equal weight)
B) Assignments (one third of overall grade)
“Drop Grades” – two lowest grades can be dropped. These can be either Exam 1,2,3 or Homework Assignments. The Sales Presentation nor the last Exam can be dropped.
A=90-100, B=80-89, C=70-79, D=60-69, F=0_59
Make up Policy – There are no “make ups”. Once an Exam has been given to the class, the student who has missed an Exam must use one of the two “drop grades” provided by the Instructor.
No Incompletes will
be given in this course.
Academic Integrity:
Students in this
class must know, observe, and not compromise the principles of academic
integrity. It is not permissible to
cheat, to fabricate, or falsify information, to submit the same academic work
in more than one course without prior permission, to plagiarize, to receive unfair
advantage, or to otherwise abuse accepted practices for handling and
documenting information. The grade for
this course includes the judgement that the student’s work is free from
academic dishonesty of any type.
Violations or infractions will be reported to the Vice President for
Student Affairs and may lead to failure of the course and other sanctions
imposed by the College.
Source of Grades
Principles of Salesmanship (MKA
2021) - Fall 2006
(Tentative Schedule)
Note that the schedule is tentative. Changes to schedules will be made by the instructor based upon the needs of the class and will be announced in class and sent via email.
* Semester Begins
A) Four Exams and Sales Presentation (2/3 of overall grade, Each of equal weight, see next page for schedule).
B) Assignments (1/3 of overall grade, each of equal weight)
Assignment due Date
Part I: Developing a
Personal Selling Philosophy September
5
Chap 1 – Review Questions, page 26, Ques 1-10
Chap 1 - Application Exercise, page 26, Ques 1-3
Chap 2 - Case Problem, page 49-50, Questions 1 & 2
Part II: Developing a
Relationship Strategy
September 12
Chap 3 - Role Play Exercise, page 77, prepare in advance, act it out in class
Chap 4 - Application Exercise, page 103, Ques 3, 4 (provide feedback on your experience).
Chap 4 - Case Problem, pages 104-105, Ques 1-3
* Ethics:
The Foundation for Relationships in Selling September 26
Chap 5 - Provide Feedback on Video Shown to you by Instructor
Application Exercise, page 124, Ques 1-5
Case Problem, page 125, Ques 1-3
Part III: Developing a Product Strategy
Chap 6 - Review Questions, pages 152-153 Ques
1-10 October
3
Chap 7 - Case Problem pages 177-178, Ques 1-4
Part IV: Developing a Customer Strategy
Chap 8 - Application Exercise, page 204-205, Ques 1 & 2 October 17
Prepare for Role Play, page 205 – act it out in class
Chap 9 – CRM Case Study, page 232, Ques 1-4 October 24
Part V: Developing a Presentation Strategy
Chap 10 - Review Questions, page
260, Ques 1-10 November 7
Chap 11 – Role Play, page 291, Sales Memo 2A (see page 504) November 14
Chap 12 – Applications Exercise, pages 314-315, Ques 1-3 November 21
COURSE OVERVIEW
Orientation, Class Overview, Introductions, Syllabus August 22
Part I: Developing a Personal Selling Philosophy August 29
Chap 1. Personal Selling and the Marketing Concepts
Chap 2. Personal Selling Opportunities in the Age of Information
Part II: Developing a Relationship Strategy September 5
Chap 3. Creating Value with a Relationship Strategy
Chap 4. Communication Styles: Managing Selling Relationships
Chap 5. Ethics: The
Foundation for Relationships in Selling September 12
Review & Exam 1 – Part I
& II
September 19
Part III: Developing a Product Strategy September 26
Chap 6. Creating Product Solutions
Chap 7. Product-Selling Strategies that Add Value
Part IV: Developing a Customer Strategy October 3
Chap 8. The Buying Process and Buying Behavior
Chap 9. Developing and Qualifying a Prospect Base
Review & Exam 2 – Part III & IV October 10
Part V: Developing a Presentation Strategy October 17 & 24
Chap 10. Approaching the Customer
Chap 11. Creating the Consultative Sales Presentation
Chap 12. Creating Value with the Sales Demonstration
Review & Exam 3 – Part V (first half) October 31
Chap 13. Negotiating Buyer Concerns November 7 & 14
Chap 14. Closing the
Chap 15. Servicing the
Review & Exam 4 – Part V
(second half)
November 28
Sales Presentations
December 5
Website / Additional Resources with Textbook
