6111 E. Skelly Drive
P. O. Box 477200
Tulsa, OK 74147-7200
Sales and Sales Promotion
Course Syllabus
Course Number:
OCAS Code:
Course Length:
Career Cluster:
Career Pathway:
Career Major(s):
OHLAP Credit:
BT00021
8607
60 Hours
Marketing, Sales & Service
Management & Entrepreneurship
Business Management/Entrepreneurship
Pre-requisite(s):
Recommended: Business and Computer Tech OR Fundamentals of Technology
Course Description:
This is a course of study designed to prepare students with the basic knowledge and skills
necessary for a career in sales. Students will discover the role of sales and sales promotion
in meeting the goals of an organization. Topics include; understanding personal traits, human
relation skills, product knowledge, selling principles and techniques, promotion, advertising,
and state and federal laws. Students will develop leadership traits and identify their
leadership potential through participation in the DECA student organization.
Textbooks:
Marketing Essentials, 2009, Glencoe/McGraw-Hill
No
DECA (www.deca.org)
Course Objectives:
A. Explore the concepts and strategies utilized to determine and target marketing
strategies to a select audience. 1
 Explain the concept of marketing strategies.
 Explain the concept of market and market identification
 Identify market segments
 Select target market
 Explain the nature of sales forecasts
 Forecast sales for a marketing plan
B. Explore the concepts, systems, and tools needed to gather, access,
synthesize, evaluate, and disseminate information for use in making business
decisions
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Describe the need for marketing information
Explain the nature of marketing research
Explain types of primary research
Explain types of secondary research
Identify sources of primary and secondary data
Analyze market information
C. Explore concepts and processes needed to obtain, develop, maintain, and
improve a product or service mix in response to market opportunities. 1
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Tulsa Tech
Revised: 01/21/2015
Identify the impact of product life cycles on marketing decisions
Explain warranties and guarantees
14-15 SY Course Syllabus
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Sales and Sales Promotion
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Identify consumer protection provisions of appropriate agencies
Evaluate customer experiences
Explain the concept of product mix
Describe the nature of product bundling
Identify product to fill customer need
Determine services to provide customers
Describe factors used by marketers to position products/services
Explain the nature of product/service branding
Explain role of customer service in positioning/image
Develop strategies to position products/services
Build product/service brand
D. Explore the concepts and strategies needed to communicate information
about products, services, images, and/or ideas to achieve a desired outcome. 1
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Explain the role of promotion as a marketing function
Explain types of promotion
Identify the elements of the promotional mix
Describe the use of business ethics in promotion
Describe the use of technology in the promotion function
Describe the regulation of promotion
Explain types of advertising media
Describe word-of-mouth channels used to communicate with targeted audiences
Explain the nature of direct marketing channels
Identify communications channels used in sales promotion
Explain communication channels used in public relations activities
Explain the components of advertisements
Explain the importance of coordinating elements in advertisements
Identify types of public relations activities
Discuss internal and external audiences for public relations activities
Explain how businesses can use trade-show/exposition participation to communicate
with targeted audiences
Explain considerations used to evaluate whether to participate in trade
shows/expositions
Explain the nature of a promotional plan
Coordinate activities in the promotional mix
E. Explore the concepts and actions needed to determine client needs and wants
and respond through planned, personalized communication that influences
purchase decisions and enhances future business opportunities. 1
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Explain the nature and scope of the selling function
Identify emerging trends for use in selling
Explain the role of customer service as a component of selling relationships
Explain key factors in building clientele
Explain company selling policies
Explain business ethics in selling
Describe the use of technology in the selling function
Describe the nature of selling regulations
Acquire product information for use in selling
Analyze product information to identify product features and benefits
Explain the selling process
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Sales and Sales Promotion
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Prepare a sales presentation
Discuss motivational theories that impact buying behavior
Explain the impact of sales cycles
Set sales quotas
Plan strategies for meeting sales quotas
Analyze sales reports
Monitor sales performance
Conduct self-assessment of sales performance
F. Explore concepts and strategies needed for career exploration, development,
and growth.1
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Develop general knowledge of the sales and marketing industry
Explain the nature of professional selling
Identify professional certification requirements for professional salespeople
Identify the purpose of professional organizations and associations
Explore careers in marketing and sales
Develop a career plan of study
G. Explore the personal traits/behaviors associated with professional selling
success. 1
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Explore the value of participating in student organization to develop leadership and
teamwork skills. 1
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Demonstrate honesty and integrity
Demonstrate responsible behavior
Demonstrate initiative
Demonstrate ethical work habits
Determine personal biases and stereotypes
Maintain positive attitude
Demonstrate interest and enthusiasm
Make decisions
Demonstrate problem-solving skills
Use feedback for personal growth
Demonstrate creativity
Set personal goals
Identify the purpose and history of student organization
Identify opportunities for leadership training and development through participation in
student organization
Identify professional networking opportunities
Participate as a team member
Lead others using positive statements
Develop team spirit
Enlist others in working toward a shared vision
Share authority, when appropriate
Value diversity
Recognize others' efforts Accountability Measures, Assessments, or Evaluation
Procedures
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Sales and Sales Promotion
Teaching Methods:
The class will primarily be taught by the lecture and demonstration method and supported by
various media materials to address various learning styles. There will be question and
answer sessions over material covered in lecture and media presentations. Supervised lab
time is provided for students to complete required projects.
Grading Procedures:
1. Students are graded on theory and shop practice and performance.
2. Each course must be passed with seventy (70%) percent or better.
3. Grading scale: A=90-100%, B=80-89%, C=70-79%, D=60-69%, F=50-59%.
Description of
Classroom,
Laboratories, and
Equipment:
Tulsa Technology Center campuses are owned and operated by Tulsa Technology Center
School District No. 18. All programs provide students the opportunity to work with
professionally certified instructors in modern, well-equipped facilities.
Available
Certifications/
College Credit
The student may be eligible to take state, national or industry exam after completion of the
program. College credit may be issued from Oklahoma State University-Okmulgee or Tulsa
Community College. See program counselor for additional information.
College Credit
Eligibility:
The student must maintain a grade point average of 2.0 or better.
Tulsa Tech
Revised: 01/21/2015
14-15 SY Course Syllabus
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