Chabot College
Fall, 2002
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.
Prerequisite Skills:
None
Expected Outcomes for Students:
Upon completion of this course, the student should be able to:
1.
2.
3.
4.
5.
6.
explain the significance of selling and the functions performed by salespeople in our
economic system;
identify the advantages and disadvantages of selling as a career;
analyze, in general, why people buy things;
apply the principles and techniques of persuasion to the tasks of selling themselves,
their ideas, and their merchandise;
list and employ a code of ethics for salespeople that encourages and expects
professional performance, honesty, and fair play;
demonstrate the methods of selling yourself through job research, resume, and effective
interviewing.
Course Content:
1.
2.
3.
4.
5.
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
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
Suggestion selling
a. when it's good for the customer
b. trading up
c. substitution
Management of selling effort:
a. self-management
b. ethical standards
c. evaluation of salespeople
Selling yourself
a. job research
b. preparing a resume
c. writing the letter of application
d. interviewing
e. follow-up
Chabot College
Course Outline for Business 31, Page 2
Professional Selling
Fall 2002
Methods of Presentation:
1.
2.
3.
4.
5.
Class discussion
Tape recording
Case studies
Lectures
Guest speakers
Assignments and Methods of Evaluating Student Progress:
1.
2.
Typical Assignments:
a. In-class sales presentations
b. Job resume and application
Methods of Evaluating Student Progress:
a. Graded homework
b. Tests
c. Final examination
d. Two oral sales presentations
Textbook(s) (Typical):
SELLING; The Personal Force in Marketing, (both books), Jackson Cunningham, Wiley &
Sons, 1999
PROFESSIONAL SELLING, Ingram, et,al -Harcourt, 2002
FUNDAMENTALS OF SELLING, Futrell, McGraw-Hill, 2002
Special Student Materials:
None
mc 12/05/01
COBUS31