LA HARBOR COLLEGE
Student Learning Outcomes (SLOs) Assessment Report
Course Assessment
Division: Business
Discipline/Program:
Marketing___________________________
Course Number and Name: Marketing 01 – Principles of Selling
Program Contact Person: _Ramon Baltazar_ ____________________________________ Phone: _(562)537-9546_____________
Reviewed by: Elena Reigadas, SLO Assessment Coordinator
Date: December 2013
Assessment Data collected from F12 C#7612 O/L Etudes/Assignments/Grading/Quiz#/Summary of Data
Institutional
Mission &
Goals
1
1
1
Course Intended Outcomes
Means of Assessment and
Criteria for Success
Summary of Data
Collected
1. Describe the current environment for
professional selling, contribution to
society, importance of trust, ethics
and social responsibility in the
selling environment.
Means: 5 test questions on Why we
study marketing and the
environmental forces including ethics
Percent of 29/34
students scoring 70%
or better for
SLO-1 = 82%
SLO – 1 was met.
Gradual enhancement to
instructional methodology
to maintain and improve
learning.
Percent of 26/34
students scoring 70%
Or better for
SLO-2= 74%
SLO –2 was met.
Gradual enhancement to
instructional methodology
to maintain and improve
learning
Percent of 25/34
Students scoring 70%
Or better for
SLO-3 =69%
SLO -3 was not met.
Modifications to
instructional methodology
are required to prevent
borderline results in
assessment.
2. Identify the customer/buyers, buyer
decision making and the decision
making factors that contribute to a
successful customer contact.
3. Define communication and its
importance and application in
starting and maintain the sales
dialogue process with individuals or
groups of customers.
Criteria: 70% of students will answer
70% correctly
Means: 10 test questions on buyer,
buyer decision making, trust, need
discovery, communication theories.
Criteria: 70% of students will answer
70 % or more correctly
Means: 10 test questions prospecting
effective sales presentation, enhancing
product value, preselling, buying
motives, and follow-up, effective
continuous sales dialogue.
Criteria: 70% of students will answer
70% or more correctly
1
Use of Results
1
1
1
4. Identify customer concerns, sales
resistance, recommended approaches
– responses , securing commitment
and closing
5. Identify means of assessing
customer satisfaction and harnessing
technology in the follow-up process
while enhancing collaborative
involvement and mutual
opportunities
6. Define Self leadership, and identify
Sales management techniques from
planning through assessment of sales
performance.
Means: 10 test questions on
addressing customer concerns,
resistance, objections and guidelines
to earning commitment.
Percent of 26/34
Students scoring 70%
Or better for
SLO-4 =66%
Criteria: 70% of students will answer
70% or more correctly
Means: 10 test questions on.
Customer satisfaction, technology
use, collaborative involvement
customer service strategies.
SLO -4 was not met.
Modifications to
instructional methodology
to implement when course
is next scheduled.
Percent of 26/34
Students scoring 70%
Or better for
SLO-5=87%
SLO -5 was met.
Gradual enhancement to
instructional methodology
to maintain and improve
learning.
Percent of 28/34
Students scoring 70%
Or better for
SLO-6 =76%
SLO -6 was met.
Gradual enhancement to
instructional methodology
to maintain and improve
learning.
Criteria: 70% of students will answer
70% or more correctly
Means: 10 test questions on
Sequential steps of self-leadership and
the sales management process.
Criteria: 70% of students will answer
70% or more correctly
2
Date: ____
Attach additional pages as necessary.
Institutional
Course Intended Outcomes
Learning Outcomes
(1) Explain the steps or phases
1
in the selling process and their
interrelationship.
(2) Distinguish between
1
transaction-focused selling and
trust-based relationship selling.
(3) Assess the role of ethics and
4
the importance of earning trust
in selling.
(4) Differentiate between the
1
types of buyers and their
primary characteristics and
needs.
(5) Apply the two-factor model
1
that buyers use to evaluate the
performance of sales
offerings and develop
satisfaction.
(6) Describe the four primary
1
communication styles.
(7) Explain the primary types
1
of question and employ each in
the appropriate selling
situation.
(8) Practice the four sequential
1
steps for effective active
listening.
(9) Demonstrate the effective
1
use of various forms of nonverbal communication..
(10) Compare the methods for
2
identifying prospects and
Means of Assessment and
Criteria for Success
3
Summary of Data
Collected
Use of Results
1
1
1
1
1
1
3
contrast the techniques for
gathering information about
prospect categories when
evaluating their level of need
and readiness to purchase.
(11) Analyze the different types
of sales presentations and
demonstrate each.
(12) Plan the initial sales call
by employing a sales
presentation checklist and
demonstrate the use each.
(13) Select the best approach to
initiate contact with each
prospective buyer and interpret
each.
(14) Prepare and present a sales
presentation explaining
product features and
relating each to a customer
benefit, assembling
presentation aids and tools
to assists the presentation.
(15) Evaluate the sources of
sales resistance, plan
methods for responding to
each in the context of
interpreting objections to
the purchase, and
dramatize several.
(16) Evaluate methods for
reducing buyer’s remorse
and assuring post-purchase
customer satisfaction
through demonstrated
communication techniques.
(17) Formulate and rate plans
4
to achieve sales goals within
budget constraints,
incorporating technology..
5