Division: Business, Hospitality, & Tourism
Department: Business
Subject Code: MKTG
Course #: 212
Course Title: Professional Selling
HARRISBURG AREA COMMUNITY COLLEGE
FORM 335
Course Form 335 must be updated at least every five years per AP 765 to include, at
a minimum, the following elements. [§335.2]
1.
Digital Description:
Credit hours:
Lecture hours:
Lab hours:
3.0
3.0
0.0
BL: [X]⅓ [ ]½ [ ]⅔ [ ] Other (Indicate fraction or percent)
2.
3.
Catalog Description:
Introduces the principles of professional selling. This course covers the many
skills pertinent to everyday life that result in effective interactions with others.
Emphasis is on the four components of the consultative selling strategy developing a relationship, product, customer, and presentation.
Prerequisites: ENGL 002
Minimum Grade Required
C or higher
Corequisites:
Other: Or, placement through the College Testing and Placement program
into ENGL 003 or higher.
4.
Learning Outcomes
[These outcomes are necessary to enable students to attain the essential
knowledge and skills embodied in the program’s educational objectives.]
Upon successful completion of the course the student will be able to:
 Explain the relationship between personal selling and the marketing concept
 Discuss current personal selling opportunities
 Explain how to build a relationship strategy that adds value
 Describe the various communication styles used to adapt the sales
presentation to the needs of the customer
 Describe the critical role of ethics in building customer relationships
 Explain the importance of creating product-selling strategies that add value
 Describe buyer behavior, motives, and decision making in relation to
developing a customer strategy
 Explain the steps to developing and qualifying a customer prospect base
 List and discuss the steps to develop a presentation strategy
12/1/04
Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/14/11
Division: Business, Hospitality, & Tourism
Department: Business
Subject Code: MKTG
Course #: 212
Course Title: Professional Selling





Describe the essential elements of the consultative sales presentation
Explain the types of buyer concerns and the methods and process used to
negotiate buyer concerns
Review the basic guidelines to closing a sale and confirming the customer
business partnership
Summarize the essential concepts related to servicing the sale and building the
customer relationship
Develop a sales manual and a related sales demonstration that incorporates all
elements of the consultative sales presentation
5.
Planned Sequence of Instruction
[These must be designed to help students achieve the learning outcomes.]
Chapter 1 – Personal Selling and the Marketing Concept
Chapter 2 – Personal Selling Opportunities in the Age of Info
Chapter 3 – Creating Value with a Relationship Strategy
Chapter 4 – Communication Styles: Managing Selling Relationships
Chapter 5 – Ethics: The Foundation for Relationships in Selling
Chapter 6 – Creating Product Solutions
Chapter 7 – Product-Selling Strategies That Add Value
Chapter 8 – The Buying Process and Buyer Behavior
Chapter 9 – Developing and Qualifying A Prospect Base
Chapter 10 – Approaching the Customer
Chapter 11 – Creating the Consultative Sales Presentation
Chapter 12 – Creating Value with the Sales Demonstration
Chapter 13 – Negotiating Buyer Concerns
Chapter 14 – Closing the Sale and Confirming the Partnership
Chapter 15 – Servicing the Sale and Building the Partnership
Chapter 16 – Opportunity Management
Chapter 17 – Management of the Sales Force
6.
Assessment of Student Learning
[Methods of assessment should be appropriate for Learning Outcomes listed
above.]
Assessment of student learning outcomes for the course, as required by AP 765, is
part of regular curriculum maintenance and/or improvement. The specific plan
has been determined by the pertinent faculty involved and is kept on file in the
division office.
Students will be required to complete a Sales Manual and present a related
Sales Presentation.
12/1/04
Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/14/11
Division: Business, Hospitality, & Tourism
Department: Business
Subject Code: MKTG
Course #: 212
Course Title: Professional Selling
7.
List of Texts, References, Selected Library Resources or other Learning
Materials (code each item based on instructional use): C-Lecture/Laboratory,
A-Lecture, B-Laboratory, LC-Lecture/Clinical, CLN-Clinical, I-Online,
BL-Blended, D-Independent Study, P-Private Lessons, E-Internship,
F-Cooperative Work-Study, FE-Field Experience. [These resources must be easily
accessible to students.]
Selling Today, Partnering to Create Value, Manning, Reece, & Ahearne, Prentice
Hall, 2010, 12th Edition
8.
Prepared by Faculty Member: Ryan A. Neff
Date: 3/12/12
9.
Approved by Department Chairperson: Michelle Myers
Date: 3/12/12
10.
Approved by Academic Division Dean: Cheryl L. Batdorf
Date: 6/11/12
This course meets all reimbursement requirements of Chapter 335,
subchapters A / B.
This course was developed, approved, and offered in accordance with the
policies, standards, guidelines, and practices established by the College. It is
consistent with the college mission.
If the course described here is a transfer course, it is comparable to similar
courses generally accepted for transfer to accredited four-year colleges and
universities.
11.
Associate Dean, Curriculum & Assessment: Erika Steenland for KTH
Date: 6/13/12
12.
Provost & VP, Academic Affairs: Ronald R. Young
13.
Original Date of course approval by the college: 199830
14.
Date(s) of subsequent reviews [Indicate change: Learning Outcomes; textbook(s)]:
Date: 6/13/12
03/20/00
12/01/01
11/14/03
11/15/07
06/15/09 (Updated book)
12/14/09 (Updated Learning Outcomes, added Assessment of Student Learning, and revised the Sequence of Learning
Activities
10/12/10 (Revised Course Title and Catalog Description)
03/12/12 (Updated Textbook)
12/1/04
Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/14/11