Chabot College
Fall 2007
Course Outline for Business 31
PROFESSIONAL SELLING
Catalog Description:
31 - Professional Selling
3 units
Principles and techniques involved in selling ideas, products and services. Includes buying
behavior, suggestions, ethics and career opportunities in sales work. Emphasis on mastering the
art of selling in retail stores. 3 hours.
[Typical contact hours: 52.5]
Prerequisite Skills:
None
Expected Outcomes for Students:
Upon completion of this course, the student should be able to:
1. explain the significance of selling and the functions performed by salespeople in our economic
system;
a. identify the advantages and disadvantages of selling as a career;
b. analyze, in general, why people buy things;
2. apply the principles and techniques of persuasion to the tasks of selling themselves, their ideas,
and their merchandise;
3. list and employ a code of ethics for salespeople that encourages and expects professional
performance, honesty, and fair play;
4. demonstrate the methods of selling yourself through job research, resume, and effective
interviewing.
Course Content:
1. The field of selling
a. the importance of selling in our economy
b. the place of personal selling in the marketing system
c. pros and cons of selling as a career
d. requirements for selling success
2. Preparation for selling
a. buyer behavior
b. delivering the presentation
c. demonstration and proof
d. handling objections
e. closing the sale
f. suggestion selling
g. building goodwill
3. Suggestion selling
a. when it's good for the customer
b. trading up
c. substitution
4. Management of selling effort
a. self-management
b. ethical standards
c. evaluation of salespeople
Chabot College
Course Ouline for Business 31, Page 2
Fall 2007
5. Selling yourself
a. job research
b. preparing a resume
c. writing the letter of application
d. interviewing
e. follow-up
Methods of Presentation:
1.
2.
3.
4.
5.
Class discussion
Videos
Case studies
Lectures
Guest speakers
Assignments and Methods of Evaluating Student Progress:
1. Typical Assignments:
a. In group to 3-4, given different types of products, prepare and present sales presentation with
the use of visual aids
b. Individually research for a job related to your field and prepare the
1) cover letter
2) resume
3) follow up letter
As a part of this assignment you will be interviewed by the instructor
2. Methods of Evaluating Student Progress:
a. graded homework
b. tests
c. final examination
d. two oral sales presentations
Textbook(s) (Typical):
FUNDAMENTALS OF SELLING, Futrell, McGraw-Hill, 9th ed. 2006
Special Student Materials:
None
JB 8/06
Revised 10/17/06
BUS 31 course outline.doc