AG 35 – Page 1
Date Approved:
12/05/88
Scanned:
4.18.05
Date Inactivated
3/14/08
College of the Redwoods
CREDIT COURSE OUTLINE
Department and Course Number: AG 35
DEGREE APPLICABLE
NON-DEGREE APPLICABLE
FORMER NUMBER (If previously offered):__________
COURSE TITLE: Agricultural Sales and Merchandising
LECTURE HOURS: 3.0
LAB HOURS: 0.0
UNITS: 3.0
PREREQUISITE:NONE
Eligibility for: Engl 150
Math 150
Request for Exception Attached
CO-REQUISITE:NONE
GRADING STANDARD:
Letter Grade Only
CR/NC Only
Grade/CR/NC Option
TRANSFERABILITY: CSUS None
Articulation with UC requested
Maximum Class Size 26
Repeatable: Yes
No Max No.Units___
Max No. Enrollments ___
CATALOG DESCRIPTION:
Agricultural Sales and Merchandising represents one of the major components of Agriculture Business.
This course identifies the opportunities that exist in Ag sales, both for the specialized inputs that are used
in production as well as the selling of the output of production. Emphasis is placed on the techniques
being used in the selling and merchandising process.
COURSE OUTCOMES/OBJECTIVES: List the primary instructional objectives of the class. Formulate
some of them in terms of specific measurable student accomplishments, e.g., specific knowledge and/or
skills to be attained as a result of completing this course. For degree-applicable courses, include
objectives in the area of “critical thinking.” Upon successful completion of this course, the student will be
able to:
1.
2.
3.
4.
5.
Explain the role and importance of sales and merchandising to agriculture-business.
Demonstrate proper selling techniques to satisfaction of instructor.
Make a successful sales presentation to a group.
Identify those components that make a successful sales person.
Identify job opportunities in agriculture sales.
COURSE OUTLINE:
1.
Introduction to field of selling
2.
Role of selling
3.
Selling agriculture
4.
Rural and urban markets
5.
Agriculture as a customer
6.
Developing a sales territory
7.
Advertising and sales promotion
8.
Management and supervision
9.
Merchandising and packaging
10. Pricing and sales
11. Measuring performance
12. Time management
% of Classroom Hours Spent on Each Topic
4%
11%
7%
3%
11%
7%
18%
6%
15%
6%
6%
6%
AG 35 – Page 2
Date Approved:
12/05/88
Scanned:
4.18.05
Date Inactivated
3/14/08
100%
APPROPRIATE TEXTS AND MATERIALS:
(Indicate textbooks that may be required or recommended, including alternate texts that may be used.)
Text(s)
Title: Introduction to Agricultural Sales
Required
Edition:
Alternate
Author: Walter Wills
Recommended
Publisher: Reston,
Date Published: 1982
(Additional required, alternate, or recommended texts should be listed on a separate sheet and attached.)
For degree applicable courses the adopted texts have been certified to be college-level:
Yes. Basis for determination:
is used by two or more four-year colleges or universities (certified by the Division Chair or
Branch Coordinator, or Center Dean)
OR
has been certified by the LAC as being of college level using the Coleman and Dale-Chall
Readability Index Scale.
No. Request for Exception Attached
If no text or a below college level text is used in a degree applicable course, a Request for Exception form
must be completed and a rationale provided. This request for exception will be approved or denied by the
Curriculum Committee.
METHODS TO MEASURE STUDENT ACHIEVEMENT:
Please check where appropriate; however, a degree applicable course must have a minimum of one
response in category 1, 2, or 3. If category 1 is not checked, the department must explain why
substantial writing assignments are an inappropriate basis for at least part of the grade.
1. Substantial writing assignments, including:
essay exam(s)
term or other paper(s)
written homework
reading report(s)
laboratory report(s)
other (specify) _____
If the course is degree applicable, substantial writing assignments in this course are inappropriate
because:
The course is primarily computational in nature.
The course primarily involves skill demonstrations or problem solving.
Other rationale (explain) __________________________________________
2. Computational or Non-computational problem-solving demonstrations, including:
exam(s)
quizzes
homework problems
laboratory report(s)
field work
other (specify)_______
3. Skill demonstrations, including:
class performance(s)
other (specify)____
4. Objective examinations, including:
multiple choice
completion
field work
performance exam(s)
true/false
matching items
other (specify) oral presentation
5. Other (specify) ____________________________________
NOTE: A course grade may not be based solely on attendance.
AG 35 – Page 3
Date Approved:
12/05/88
Scanned:
4.18.05
Date Inactivated
3/14/08
AG 35 – Page 4
Date Approved:
12/05/88
Scanned:
4.18.05
Date Inactivated
3/14/08
REQUIRED READING, WRITING, AND OTHER OUTSIDE OF CLASS ASSIGNMENTS:
Over an 18-week presentation of the course, 3 hours per week are required for each unit of credit. ALL
Degree Applicable Credit classes must treat subject matter with a scope and intensity which require the
student to study outside of class. Two hours of independent work done out of class are required for each
hour of lecture. Lab and activity classes must also require some outside of class work. Outside of the
regular class time the students in this class will be doing the following:
Study
Answer questions
Skill practice
Required reading
Problem solving activity or exercise
Written work (essays/compositions/report/analysis/research)
Journal (reaction and evaluation of class, done on a continuing basis throughout the
semester)
Observation of or participation in an activity related to course content (e.g., play, museum,
concert, debate, meeting, etc.)
Field trips
Other (specify) ____________________________
COLLEGE LEVEL CRITICAL THINKING TASKS/ASSIGNMENTS:
Degree applicable courses must include critical thinking tasks/assignments. This section need not be
completed for non-degree applicable courses. Describe now the course requires students to
independently analyze, synthesize, explain, assess, anticipate and/or define problems, formulate and
assess solutions, apply principles to new situations, etc.
The student must use the information in the course to continuously evaluate and analyze the selling
process that goes on around them; they are better prepared to evaluate a product or service as a buyer
or seller.
1.
2.
3.
4.
5.
Explain the role and importance of sales and merchandising to agriculture-business.
Demonstrate proper selling techniques to satisfaction of instructor.
Make a successful sales presentation to a group.
Identify those components that make a successful sales person.
Identify job opportunities in agriculture sales.
METHOD OF EVALUATION:
1. Quizzes—written essay
2. Final exam-comprehensive; written essay
3. Sales presentation and assignments
4. Attendance and participation
GRADE SCALE: 100-90 = A, 89-80 = B, 79-70 = C, 69-60 = D, 59-0 = F
% OF GRADE
30 %
30 %
20 %
20 %
AG 35 – Page 5
Date Approved:
12/05/88
Scanned:
4.18.05
Date Inactivated
3/14/08