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COURSE SYLLABUS

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					                                COURSE SYLLABUS
                        COMMUNITY COLLEGE OF AURORA
                            PRINCIPLES OF SALES
SECTION I: COURSE IDENTIFICATION
COURSE TITLE: PRINCIPLES OF SALES
COURSE DESCRIPTION: Enables the student to understand and develop ethical sales
techniques and covers the role of selling in the marketing process. Areas of emphasis
include behavioral considerations in the buying and selling process and sales
techniques.
CO-REQUISITE/PRE-REQUISITES: None
COURSE PREFIX/SECTION: MAR 111
CREDITS/CONTACT HRS: 3 Credit Hours / 45 Contact Hours
TIME/DAY(S):
LOCATION:
INSTRUCTOR:
TELEPHONE:
OFFICE HOURS:
SITE EMERGENCY: CentreTech Campus (303) 360-4727 OR Lowry Campus (303)
419-5557
COURSE MATERIALS:
REQUIRED TEXTBOOK: See the list of adopted books
OTHER:
CCA will provide accommodations for qualified students with disabilities. To
request an accommodation, contact the Accessibility Services Office (ASO)
Coordinator, Reniece Jones, at your earliest convenience. The ASO is located in
the Learning Resource Center (LRC) in the Student Centre building on the
CentreTech campus. Arrangements may also be made at the Lowry Campus.
You may contact Reniece at (303)361-7395 V/TDD, or e-mail:
Reniece.Jones@ccaurora.edu.

Emergency Procedures: The Fire exits and emergency procedures will be discussed
during the first class. When the fire alarm sounds, all students are expected to exit the
building immediately. Since the security of items left behind is not guaranteed, students
should gather all personal belongings before proceeding to the nearest exit.


SECTION II: COURSE OUTLINE AND STUDENT OUTCOMES



                                            1
INSTRUCTIONAL GOALS:
The Instructional Unit has identified the following lifelong/workplace skills that are the
foundation for your course of study at CCA: Communication, Critical Inquiry,
Intra/Interpersonal Responsibility, Numeracy, Technology, and Aesthetic Perception. Of
these skills, this course will focus on: Communication, Critical Inquiry, and Technology.
GENERAL LEARNING OUTCOMES OF THE COMMUNITY COLLEGE OF AURORA:
Successful students will have shown through in-class exercises and specific course
assignments the ability to pursue and retain knowledge, comprehend the various
significant levels of acquired knowledge (analyzing and identifying their various
components), evaluate the significance of the knowledge, synthesize ideas from
multiple sources, and apply what is learned to work and life situations.

GENERAL OUTCOMES:
Successful occupational and technical students will be able to:
       1. Perform tasks related to specific jobs or cluster of jobs.
       2. Understand the conceptual framework underlying the acquired technical skills.
       3. Demonstrate an understanding of personal and work characteristics that
          contribute to effective job performance.


SPECIFIC COURSE OUTCOMES:
       1. The student will be given the opportunity to:

   I.      Discuss selling as a profession.
  II.         Discuss the role of personal selling and the marketing concept to an
          organization.
 III.         Analyze relationship selling and the role of sales professional and customer.
 IV.          Understands the working of the company, the product and the competition.
  V.          Analyze all aspects of consumer behavior relative to the buying process.
 VI.          Develop the basic fundamentals of an effective sales presentation.
VII.          Discuss careers in selling relative to growth and reward options.
VIII.         Evaluating the impact of planning, organizing and leadership on sales
          management.
 IX.          Analyze the role of territory management




COURSE OUTLINE:

   I.        Overview of the profession
  II.         The relation process

                                                 2
       A.        Communication styles
III.      Understand your company, product and competition
IV.       Understand customer
       A.        Why people buy
       B.        The buying process
       C.        Prospecting
 V.       The presentation
       A.        Preparing the presentation
       B.        The demonstration
       C.        Handling objection
       D.        The closing
VI.       Career options
VII.      Managing yourself and your career
       A.        Time and territory
       B.        Planning, organizing and staffing
       C.        Motivation and compensation




SECTION III: EVALUATION PROCEDURES
OVERALL STRATEGIES:
Timely completion of assignments, prompt attendance, participation in class activities
and discussions, and the tested ability to apply learned knowledge to common-life
experiences will weigh toward the grade. (These statements may be modified to fit your
course needs)


CLASS POLICIES:


Attendance: Attendance will be taken. (Instructor may add additional attendance
policy statements)


Conduct: (Class conduct policy is optional, but recommended)


GRADING / EVALUATION: (Instructor adds own policy here)



                                          3
MAKE-UP WORK / LATE WORK: (Instructor adds own policy here)


A. Each student's grade will be determined from the following scale:


  Points            Grade



B. Points will be earned from the following sources:



SECTION IV: TENTATIVE COURSE SCHEDULE


A. Assignments: The planned schedule for readings, examinations and projects is
contained in Section IV of the syllabus.
B. Reading Assignments: The assigned reading in Section IV is to be accomplished
during the week identified in the schedule.
C. The Instructor reserves the right to change the daily teaching schedule to facilitate
learning, understanding, and critical thinking. Assignment Due dates and the testing
schedule may change with as much advance notice as possible. Students will be
required to fulfill all assignments as outlined unless otherwise notified.


                                        Calendar
Week 1

Week 2

Week 3

Week 4

Week 5

Week 6

Week 7

Week 8

Week 9

Week 10

                                            4
Week 11

Week 12

Week 13

Week 14

Week 15

Week 16




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