Penn State Worthington Scranton
Marketing 220
Personal Selling – Course Outline, Fall 2004
Mon, Wed – 10:00 – 11:15 AM GCC 111
Instructor: Ronald J. Yevitz (campus phone 963-2671); (586-0974 home)
E-mail: rjy3@psu.edu
Office hours: (D17B) M,W 12-1, 3-5 PM; T 10-1, 3-5 PM, Th 10 -11, 12 – 1, 2 -5 PM
Fri. 10-4 PM
Text: Selling: Building Partnerships by Weitz, Castleberry, Tanner. (Fifth Edition)
The basic objectives for this course are:
1. For you to gain an understanding of personal selling as a major function within the marketing
and promotional mix of a firm.
2. To improve your communication ability.
3. To familiarize you with the principles of selling.
4. To have you prepare and present a sales presentation by visually, verbally, and nonverbally
communicating your information using the selling skills discussed in class and in your textbook.
5. For you to consider a career in sales.
Week 1& 2: 9/1 & 9/6 - Selling & Salespeople– Chapter 1
Week 3: 9/13 - Legal/Ethical Issues & Building, Partnering Relationships– Chapter 2,3
Week 4: 9/20 - Communication Principles & Buying Behavior– Chapter 4,5
Week 5: 9/27 - Prospecting & Adaptive Selling– Chapter 6,7
Week 6: 10/4 - Making Sales Calls & Planning the Sales Call– TEST 10/6 Chapters 8,9
Week 7: 10/11 - Objections & Responding to Strengthening the Presentation– Chapters 10,11
Week 8: 10/18 –Obtaining Commitment– Chapter 12
Week 9: 10/25 –Building Long Term Partnerships– Chapters 13
Week 10: 11/1 - Formal Negotiating & Selling to Resellers – Chapters 14, 15
Week 11: 11/8 – Managing Your Time and Territory – Chapter 16 – TEST 11/10
Week 12: 11/15 – Managing Your Career- Chapter 17,18
Week 13: 11/22 - Role Playing – Selling (No class 11/24)
Week 14: 11/29 - Role Playing – Selling
Week 15: 12/6 - Role Playing – Selling
First Exam – Wednesday, October 6th - Chapters 1 thru 6
Second Exam – Wednesday, November 10th – Chapters 7 thru 13
Final Exam – During exam week – Chapters 14 thru 18
Exams will be multiple choice, true and false and essay combination. The exams will be noncumulative, each covering approximately one-third of the lectures and text. Each exam will be
equally scored based on a 100-point total. The three exams form 75% of the final grade. If you
are caught cheating, you will receive a zero grade for that exam.
Role playing (sales presentation) 20% of final grade (including paper)
Sales Evaluations – To be reviewed later in semester- 5% of final grade.
Attendance Rules and procedures:
1. You pick any part of the classroom you want to sit in for the whole semester.
2. An attendance sheet will be circulated for each and every class. You must sign your
name for the date of that class to receive credit for attendance.
3. If you sign in and then get up and leave the class before the class is over, without first
having cleared it with the instructor, it will be considered cheating.
4. Be on time. Tardiness will be dealt with on an individual basis. Time is important to
all of us.
5. Any act of cheating will result in your being given a failing grade in the course.
6. You may have two unexcused absences before it counts against you. Anything after
2 will result in a reduction of your final grade average by 2 points per absence. For
example, if you had a final average of 82% but missed 5 classes, your final average
for grade purposes would be a 76% and you would get a “C+” rather than a “B”.
7. If you have perfect attendance, I will add 2 points to your final average; therefore, if
you have a 78% and perfect attendance, your final grade average would be 80%.
Grading: University guidelines for letter grades will apply. For this course, numerical averages
will convert to a letter grade as follows: A: 94 to 100; A-: 89 to 93; B+: 86 to 88; B: 83 to 85; B-:
79 to 82; C+: 75 to 78; C: 70 to 74; D: 60 to 69; F: less than 60.
Note: I reserve the right to modify this syllabus to meet the objectives of this course given the
possibility of minor changes due to unforeseen circumstances.
Compressed Schedule: On those days that present severe weather driving conditions, a decision
may be made to close the campus or to operate on a compressed schedule. If a
decision is to operate on a compressed schedule, this class will meet at a different time.
Academic Integrity: All students are expected to act with civility, personal integrity; respect
other students’ dignity, rights and property; and help create and maintain an environment
in which all can succeed through the fruits of their own efforts. An environment of
academic integrity is requisite to respect for self and others and a civil community.
Academic integrity includes a commitment to not engage in or tolerate acts of falsification,
misrepresentation or deception. Such acts of dishonesty include cheating or copying,
plagiarizing, submitting another persons’ work as one’s own, using Internet sources without
citation, fabricating field data or citations, “ghosting” (taking or having another student take an
exam), stealing examinations, tampering with the academic work of another student, facilitating
other students’ acts of academic dishonesty, etc.
Students charged with a breach of academic integrity will receive due process and, if the
charge is found valid, academic sanctions may range, depending on the severity of the
offense, from F for the assignment to F for the course.
The University’s statement on academic integrity, from which the above statement is
drawn, is available at http://www.psu.edu/dept/oue/aappm/G-9.html.