GREAT BASIN COLLEGE
Course Syllabus
Spring 2006
Course Title:
Introduction to Professional Sales MKT 211 – BT9, ET9, UT9, WT9, YT9
TELECOURSE: The Sales Connection - 3 credits
INSTRUCTOR OF RECORD:
TELEPHONE:
E-Mail:
OFFICE:
OFFICE HOURS:
John R. Pryor
753-2205
jpryor@gbcnv.edu
Great Basin College, GTA Bldg., Room 104
1500 College Parkway
Elko, NV 89801
Tuesdays - Thursdays, 2:00 P.M. - 3:00 P.M.
NOTE: The instructor reserves the right to modify the course requirements, assignments, grading procedures,
and other related policies as circumstances may dictate.
TEXTBOOKS:
Selling Today: Building Quality Partnerships, 9th Edition, by Manning & Reece.
Published by Prentice Hall.
The Sales Connection Telecourse Study Guide, 5th Edition, by Rothenberg. Published
by Prentice Hall.
COURSE DESCRIPTION:
Selling, including buying behavior, product knowledge, prospecting, developing the sales presentation, handling
objections, closing the sale, and the personal characteristics required for success in selling. Skills and
processes necessary for selling a product or service are applied to special marketing segments like the retail,
industrial, governmental, and international markets.
COURSE OVERVIEW:
The objectives of the course will be accomplished through the use of video programs, a student telecourse
study guide, and textbook reading assignments.
TELECOURSE OBJECTIVES:
The goal of The Sales Connection is to provide students with an "insiders" view of the concepts and processes
involved in developing a consultative approach to building quality partnerships with customers. The course is
designed to:

appreciate the positive impact of personal selling on our market-oriented economy.

identify specific sales career opportunities in the four major employment areas: retail, wholesale,
manufacturing, and services.

understand how important person-to-person relationship-building strategies are in building a successful
career in personal selling.

recognize the importance of complete and accurate product, company, and competitive knowledge in
personal selling.

explain why and how customers buy and how to identify prospects.
MKT 211 – Telecourse Syllabus
1

summarize the concept of the salesperson as advisor, consultant, and partner to the buyer.

recognize and be able to manage buyer resistance when closing a sale, and appreciate the long-term
impact of post-sale service.

explain sales force management techniques; understand time and resource management techniques
and how automation can be utilized to maximize efficiency.

understand telemarketing as a sales approach and identify when it is appropriate and productive.

summarize the importance of establishing and maintaining ethical standards from the point of view of
the sales manager as well as the salesperson.

appreciate the task of the salesperson in working with and selling to people from other cultural, political,
economic, and religious backgrounds as the trend toward a global economy escalates.
STUDY SEQUENCE:
The learning system you will use as you work your way through The Sales Connection has three components:
a Telecourse Study Guide, a text, and video programs. Together they provide an integrated learning system.
In order to master each of the 26 lessons of the course, you should use the sequence of learning activities as
follows:
1. Review the Learning Objectives found in The Sales Connection Telecourse Study Guide.
2. Read the Overview found in The Sales Connection Telecourse Study Guide.
3. Read the Textbook reading assignment in Selling Today as listed in The Sales Connection Telecourse
Study Guide.
4. Define the Key Terms listed in The Sales Connection Telecourse Study Guide.
5. Watch the Video Program.
6. Complete the Self-Test for the lesson in The Sales Connection Telecourse Study Guide.
7. Review what you have learned.
8. Answer the Extend What You Have Learned questions at the end of the lesson.
MKT 211 – Telecourse Syllabus
2
LESSON/VIEWING SCHEDULE:
Week/Dates
1
2
3
4
5
6
7
8
9
10
11
12
13
14
Lessons
Module I: Selling Today -- an Introduction
1. The Sales Engine: At the Heart of Economic Development
2. A Seller’s World: Careers in Personal Selling
3. The Big Picture: Sales Environments
Module II: Developing A Relationship Strategy
4. The Personal Touch: Relationship Selling
5. First Impressions: Imaging
6. Sales Talk: Communication Styles
Module III: Developing a Product Strategy
7. In the Know: Acquiring Product Information
8. A Good Match: Product Features/Buyer Benefits
9. In Position: Product Selling Strategies
Module IV: Developing a Customer Strategy
10. Beneath the Surface: Why People Buy
11. Step by Step: The Buying Process
12. Making Connections: Building a Prospect Base
Module V: Developing a Presentation Strategy
13. Plan of Action: The Presentation Strategy
14. Going the Distance: The Consultative Sales Presentation
15. Show and Tell: The Sales Demonstration
Module VI: Closing and Servicing the Sale
16. Breaking Through: Dealing with Buyer Resistance
17. On the Dotted Line: Closing
18. Full Service: Customer Service
19. The Extra Mile: Servicing the Sale
Module VII: Sales Management
20. Setting the Pace: Managing the Sales Force 1
21. Peak Performance: Managing the Sales Force 2
22. Personal Best: Managing Yourself
23. On Line: Sales Force Automation
Module VIII: Selling Today
24. Open Line: Telemarketing
25. The Right Choice: Ethical Considerations in Selling
26. One World: The Global Marketplace
NOTE: You may view the tapes at each campus library. It is suggested you view two (2) tapes per week. To
get the most out of viewing, it is suggested that you:
A. View each program more than once during the week.
B. Establish a regular viewing time as if you were going to class.
C. Make an audio tape of the program and listen to it again.
MKT 211 – Telecourse Syllabus
3
EXAMINATIONS:
You will be required to complete three examinations during the course of the semester. The times and dates
for completing the exams will vary on each campus, therefore, it is necessary to consult your campus
coordinator to determine your specific testing dates and times.
Test #
1
2
3
Lessons Included
1-9
10 - 17
18 - 26
Composition of the Examinations. Each exam has a value of 100 points. There are multiple choice questions
on each test. Each question counts one point. Additional essay questions may be included or supplant
multiple choice questions. Exam questions will not be taken from the videos but some questions may be taken
from the study guide.
Issuance of Exam Grades. Each center will receive exam grades approximately one week after being received
at the Elko campus. The three exams will be averaged to provide the final grade.
DROP POLICY: If you do not wish to complete this course, you are responsible for withdrawing yourself from
the class.
GRADE POLICY FOR BUSINESS COURSES:
Final grades will be: A, A-, B+, B, B-, C+, C, C-, D+, D, D-, F, and W.
A = 90-100%; B = 80 - 89%; C = 70 - 79%; D = 60 - 69%; F = Below 60%; W = Withdrawal up to the 13th week
with instructor consent.
Non-passing grades are F, I, and W, and are described briefly below.
F
The grade of "F" is reserved for students who score very low on the exams or fail to complete
course requirements. This grade is not given to those who withdraw from the class through
proper notification to the registrar and the instructor by the 13th week of class. This grade
cannot be changed to a passing grade by completion of further work.
I
On rare occasions the grade of Incomplete is given if the student, due to circumstances beyond
his or her control, is unable to complete a certain requirement of the course by the time the
semester ends. Any deficiency must be removed within a short period after the end of the
semester in order to have the "I" grade changed to a passing grade.
W
If a student officially withdraws from the class, by notifying both the instructor and the registrar by
the 13th week of class, then a grade of "W" is given. A student may withdraw from the class for
any reason whatsoever.
MKT 211 – Telecourse Syllabus
4