MAR 2410 - Personal Selling

College of Business

Credit(s): 3
Contact Hours: 47
Effective Term Fall 2011 (445)

Course Description

This course is a study of the buying-selling cycle with 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.

Learning Outcomes and Objectives

  1. The student will explain the role the salesperson plays in the buying-selling cycle and its effect upon the free-enterprise system by:
    1. utilizing a vocabulary that relates to the field of selling.
    2. discussing the examples of salespeople who have been successful in the field of selling and what each attributes to his/her success in the field.
    3. recognizing non-verbal and verbal communication.
    4. discussing Maslow’s Motivational Theory.
    5. listing and discussing the ten (10) elements for a trait-development plan.
    6. examining company policies and the role that such policies play in the overall operation of the company.
    7. examining employee oriented versus non-employee oriented firms.
  2. The student will outline the components of the sales presentation and how the components work together in order to make a complete presentation by:
    1. listing, discussing, and applying through example the following as they relate to selling:
      1. the five criteria that make the suspect the prospect.
      2. the five types of sales presentation.
      3. at least twelve different methods of prospecting.
      4. two purposes for the sales demonstration.
      5. five steps to be used in answering objections and/or complaints.
      6. ten different methods of closing a sale.
      7. the use of the five senses in selling.
      8. what goodwill is and how it is established.
      9. the two purposes for closing the sale.
    2. choosing a product, preparing a complete sales presentation using information discussed, and presenting it to the class for viewing and critique.
  3. The student will explain the problems and requirements of sales management by:
    1. examining what is meant by sales management.
    2. identifying the requirements and duties of the sales manager.
    3. discussing the need for motivational materials and how they play a very basic part in the life and work of a sales manager.
    4. summarizing the responsibilities that go with being the sales manager.

Criteria Performance Standard

Upon successful completion of the course the student will, with a minimum of 70% accuracy, demonstrate mastery of each of the above stated objectives through classroom measures developed by individual course instructors.

History of Changes

Revised 8/3/83 Revised 8/84 SCN Change 2/2/88 Effective Session 19891 C&I Review 10/23/90 DBT 12/21/93 Effective Session 19932 3 YR Review 9899 Reformatted 11-20-02mr for 3 Year Review 200.2. C&I 10/9/07, BOT 11/20/07, Eff20072(0390). 3-Year Review 2010: Acceptable As Is
C&I Approval: 05/24/2011, BOT Approval: 06/21/2011, Effective Term: Fall 2011 (445)

Related Programs

  1. Business Administration (BUS-AS) (670) (Active)
  2. Business Operations - Marketing (MKT-CT) (505) (Active)