BUSN134-Salesmanship

Jeff Ward
Business Instructor
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BUSN134 - Principles of Salesmanship

This is an online class and the classroom can be found at: http://blackboard.highline.edu.

Please refer to the syllabus found in the BlackBoard classroom - the below information may not be accurate for this quarter.

Welcome

Required Text: Futrell, Charles M. Fundamentals of Selling, 9th Edition. McGraw-Hill. The text is available at Highline CC Bookstore.

PowerPoint Slides
Chapter: 1 2 3 4 5 6 7 8 9 10 10a 11 12 13 14 15 16 17

Required Readings: In addition to the text, you may be required to read current articles and web content. You will be expected to apply text and articles to assignments and tests.

Course Overview: This course focuses on basic sales skills with an emphasis on understanding selling and sales trends in a competitive and diverse business environment. Students will determine their personal motivation for a sales career, and assess their capabilities and potential for success in sales. Students will also gain valuable skills for personal and professional excellence.

Learning Outcomes: At the successful completion of this course, students will have:

An understanding of the importance of personal selling in the marketing and promotional mix of a firm.
Gained skill in communications.
Become familiar with the principles of relationship model selling.

· Prepared and presented a sales presentation by visually, verbally, and non-verbally communicating information using selling skills discussed in class and in the textbook.

Assessment: Grades will be earned through:

Assignments – 25%
Class and group participation – 10%
Final Sales Presentation -- 25%
Tests -- 40%

Class Schedule: Refer to the Syllabus in Your BlackBoard Classroom!

Week             Topics                                                                            Chapters
One             The Professional Salesperson                                              1
                    Relationship Marketing                                                          2

Overview

Ø Assignment: Case 1.1, page 36. Answer questions 1-5.

Þ Exercise #1: One Minute Introduction; Friday, March 31st.

Remembering Names Sales Process Slides
Ramsay Studio

Two Ethics First….Then Customer Relationships 3

The Psychology of Selling: Why People Buy 4

Ø Sales Application Questions: page 102, #3 & #4;
page 137, #1 & #2.

Þ Exercise #2: Classified Ads; Friday April 7th.
FAB Trial Close Personality Type

Three Communication for Relationship Selling: It’s Not All Talk 5 5a
Sales Knowledge: Customers, Products, Technologies 6

Ø Sales Application Questions: page 169, #1 & #2; page 216, #1.

Þ Exercise #3: Personality Test. Due Friday April 14th.

Communication Part 1 Part 2

Four Prospecting – The Lifeblood of Selling 7

Ø Sales Application Questions: page 248, #1 & #2.

* Final Project Part A: Due Friday April 21st

v EXAM #1: Friday, April 22nd. Chapters 1-7. Exam Review

Prospecting ppt Prospecting Part 1 Prospecting Part 2

Five             Planning the Sales Call is a Must!                                            8
                    Carefully Select Which Sales Presentation Method to Use    9
                     Getting in the door - telephone strategies     Lilly LogoLab
               Þ      Exercise #4: The Six-step Telephone Track