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
Approved Online/Blended Face-to-Face Instruction Ratios:
[__] 25/75% [__] 33/67% [__] 50/50% [X] 67/33% [__] 75/25%
(Note: The first number indicates the percentage of online instruction. The second number indicates the percentage of in-class
instruction.)
2.
Maximum Enrollment (Insert new/revised maximum enrollments below):
In-Class Instruction: 25
Lab Instruction:
(It is assumed that maximum enrollments for blended courses are the same as those identified for In-Class instruction. Maximum
enrollments for Virtual Learning courses are to be 75% of In-Class instruction, as per the SGP on Maximum Class Size)
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 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
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
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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
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.]
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
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.
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)
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
03/12/12 (Updated Textbook)
03/17/14 (Updated Textbook) (dd)
05/19/15 – Added new blended format & approved maximum enrollment - nb
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