TROY UNIVERSITY
MASTER SYLLABUS
SORRELL COLLEGE OF BUSINESS
MKT 4461
Personal Selling
Prerequisites
MKT 3300.
Description
An applied course that introduces the economic, psychological, and social aspects of personal
selling, direct selling techniques, and the sales process with emphasis on building customer
relationships.
Objectives
On completion of the course, the student should be able to:
1.
2.
3.
4.
Discuss the importance of the sales function to the organization’s success.
List and describe the career opportunities in industrial, commercial, and retail selling.
Identify the functions, rewards, and skills required of the professional salesperson.
Enact a successful sales presentation.
Purpose
To provide familiarity with the fundamental concepts and practices involved in implementing the
personal-selling function in the professional community.
Approved Texts
Futrell, C. M. (2006 or current). Fundamentals of selling: Customers for life through service
(9th ed.). Boston, MA: McGraw-Hill.
Master Syllabi are developed by the senior faculty in each business discipline. This Master Syllabus must be used as the basis for developing the
instructor syllabus for this course, which must also comply with the content specifications outlined in the Troy University Faculty Handbook.
The objectives included on this Master Syllabus must be included among the objectives on the instructor’s syllabus, which may expand upon the
same as the instructor sees fit. The statement of purpose seeks to position the course properly within the curriculum and should be consulted by
faculty as a source of advisement guidance. Specific choice of text and other details are further subject to Program Coordinator guidance.
1 August 2005
Master Syllabus: MKT 4461
2
Manning, G. L., & Reece, B. L. (2004 or current). Selling today: Creating customer value (9th
ed.). Upper Saddle River, NJ: Prentice Hall.
Troy University Faculty Handbook (2010): Section 3.9.2.8 [extract] — essential elements of the syllabus (somewhat modified for space):
1. Course title
2. Course number +
section
3. Term
4. Instructor
5. Prerequisites
6. Office hours
7. Class days, times
8. Classroom
location
9. Office location +
e-mail address
10. Office telephone
11. Course
description,
objectives
12. Text(s)
13. Other materials
14. Grading methods, 16. General supports
criterion weights,
(computer works,
make-up policy,
writing center)
mid-term grade
17. Daily assignments,
reports
holidays, add/drop
15. Procedure, course
& open dates, dead
requirements
day, final exam
18. ADA statement
19. Electronic device
statement
20. Additional
services,
statements
21. Absence policy
22. Incomplete-work
policy
23. Cheating policy
24. Specialization
requirements
(certification,
licensure, teacher
competencies)