Department: Business Studies Discipline: Business/Management Subject Code: MKTG Course #: 212 Course Title: Professional Selling HARRISBURG AREA COMMUNITY COLLEGE FORM 335 Course Form 335 must be updated at least every five years per AP 765 to include, at a minimum, the following elements. [§335.2] 1. Digital Description [§335.2] (Insert new/revised digital description below): Credit hours: Lecture hours: Lab hours: 3.0 3.0 0.0 BL: [X]⅓ [ ]½ [ ]⅔ [ ] Other (Indicate fraction or percent) 2. Maximum Enrollment (Insert new/revised maximum enrollments below): Face-to-Face: Virtual/Online: Blended: 3. 4. Catalog Description [§335.2] (Insert new/revised description in space below): Introduces the principles of professional selling. This course covers the many skills pertinent to everyday life that result in effective interactions with others. Emphasis is on the four components of the consultative selling strategy - developing a relationship, product, customer, and presentation. Minimum Grade Required Prerequisites [§335.2]: ENGL 002 C or higher Corequisites: Other: Or, placement through the College Testing and Placement program into ENGL 003, or 007, or higher. 5. Learning Outcomes [§335.2] [These outcomes are necessary to enable students to attain the essential knowledge and skills embodied in the program’s educational objectives.] Upon successful completion of the course the student will be able to: Explain the relationship between personal selling and the marketing concept Discuss current personal selling opportunities Explain how to build a relationship strategy that adds value Describe the various communication styles used to adapt the sales presentation to the needs of the customer 12/1/04 Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/31/12; 7/30/13; 8/26/13; 1/31/14 Department: Business Studies Discipline: Business/Management Subject Code: MKTG Course #: 212 Course Title: Professional Selling Describe the critical role of ethics in building customer relationships Explain the importance of creating product-selling strategies that add value Describe buyer behavior, motives, and decision making in relation to developing a customer strategy Explain the steps to developing and qualifying a customer prospect base List and discuss the steps to develop a presentation strategy Describe the essential elements of the consultative sales presentation Explain the types of buyer concerns and the methods and process used to negotiate buyer concerns Review the basic guidelines to closing a sale and confirming the customer business partnership Summarize the essential concepts related to servicing the sale and building the customer relationship Develop a sales manual and a related sales demonstration that incorporates all elements of the consultative sales presentation 6. Planned Sequence of Instruction [§335.2] [These must be designed to help students achieve the learning outcomes.] Chapter 1 – Personal Selling and the Marketing Concept Chapter 2 – Personal Selling Opportunities in the Age of Info Chapter 3 – Creating Value with a Relationship Strategy Chapter 4 – Communication Styles: Managing Selling Relationships Chapter 5 – Ethics: The Foundation for Relationships in Selling Chapter 6 – Creating Product Solutions Chapter 7 – Product-Selling Strategies That Add Value Chapter 8 – The Buying Process and Buyer Behavior Chapter 9 – Developing and Qualifying A Prospect Base Chapter 10 – Approaching the Customer Chapter 11 – Creating the Consultative Sales Presentation Chapter 12 – Creating Value with the Sales Demonstration Chapter 13 – Negotiating Buyer Concerns Chapter 14 – Closing the Sale and Confirming the Partnership Chapter 15 – Servicing the Sale and Building the Partnership Chapter 16 – Opportunity Management Chapter 17 – Management of the Sales Force 7. Assessment of Student Learning [§335.44] [Methods of assessment should be appropriate for Learning Outcomes listed above.] Assessment of student learning outcomes for the course, as required by AP 765, is part of regular curriculum maintenance and/or improvement. The specific plan has been determined by the pertinent faculty involved and is maintained in the College’s assessment management system. 12/1/04 Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/31/12; 7/30/13; 8/26/13; 1/31/14 Department: Business Studies Discipline: Business/Management Subject Code: MKTG Course #: 212 Course Title: Professional Selling Students are required to complete a Sales Manual and present a related Sales Presentation. 8. List of Texts, References, Selected Library Resources or other Learning Materials (code each item based on instructional use) [§335.2]: C-Lecture/Laboratory, ALecture, B-Laboratory, LC-Lecture/Clinical, CLN-Clinical, I-Online, BL-Blended, DIndependent Study, P-Private Lessons, E-Internship, F-Cooperative Work-Study, FEField Experience. [These resources must be easily accessible to students.] Selling Today: Partnering to Create Value, Manning, Reece, & Ahearne, Prentice Hall, Latest Edition 9. Prepared by Discipline Faculty Proponent: Michelle Myers Date: 3/17/14 10. Approved by Department Chairperson: Michelle E. Myers Date: 4/9/14 11. Approved by Associate Provost: Tim Dolin Date: 4/11/14 This course meets all reimbursement requirements of Chapter 335, subchapters A / B. This course was developed, approved, and offered in accordance with the policies, standards, guidelines, and practices established by the College. It is consistent with the college mission. If the course described here is a transfer course, it is comparable to similar courses generally accepted for transfer to accredited four-year colleges and universities. 12. Director, Curriculum Compliance: Erika Steenland Date: 4/11/14 13. Provost & VP, Academic Affairs: Cynthia Doherty, Ph.D. Date: 4/15/14 14. Original Date of course approval by the college: 199830 15. Date(s) of subsequent reviews [Indicate change: Learning Outcomes; textbook(s)]: 03/20/00 12/01/01 11/14/03 11/15/07 06/15/09 (Updated book) 12/14/09 (Updated Learning Outcomes, added Assessment of Student Learning, revised the Sequence of Learning Activities) 10/12/10 (Revised Course Title and Catalog Description) 03/12/12 (Updated Textbook) 03/17/14 (Updated Textbook) (dd) 12/1/04 Form Template Reviewed & Updated: 10/26/07; 1/11/08; 1/16/09; 7/14/09; 7/31/12; 7/30/13; 8/26/13; 1/31/14