Discipline: Marketing Degree Credit  [X]
Non Credit  [ ]
Nondegree Credit  [ ]
Comm Service  [ ]
 

Riverside Community College District
Integrated Course Outline of Record

Marketing 41


COURSE DESCRIPTION
41 Techniques of Selling Units: 3.00
 
Prerequisite: None.
 
Examines the key topics of how to locate, qualify and approach prospects; how to deliver the sales presentation, how to meet objections and how to close the sale. The analysis of behavioral, ethical and philosophical factors as applied to the selling function globally. 54 hours lecture.
 
SHORT DESCRIPTION FOR CLASS SCHEDULE
Detailed study of the needs based selling process including the steps necessary to identify and qualify prospects and their needs, make effective sales presentations that present product benefits that meet client needs, and provide excellent post sale service in order to build lasting and profitable client relationships.
 
ADVISORY ENTRY SKILLS
None.

STUDENT LEARNING OUTCOMES
 Upon successful completion of the course, students should be able to:
  1. Build profitable and mutually beneficial relationships
  2. Effectively employ the steps of the selling process with an emphasis on needs selling and an emphasizing product benefits that meet client needs
  3. Answer client/prospect objections
  4. Effectively manage time in a selling environment
  5. Build effective customer relationships
 
COURSE CONTENT
  TOPICS
 
  1. Ethics in the selling process
  2. The psychology of selling; why people buy
  3. Effective communication for relationship building
  4. Sales knowledge relating to customers, products, and technology
  5. Prospecting
  6. Planning the sales call
  7. Effective and strategic sales presentations
  8. Objection handling
  9. Closing the sale
  10. Service and post sale activities leading to client retention and repeat sales
  11. Time, territory and self-management
 
METHODS OF INSTRUCTION
 Methods of instruction used to achieve student learning outcomes may include, but are not limited to:

  • Present lectures to describe the selling and relationship building processes.
  • Develop and assign exercises to reinforce concepts and encourage students to think critically about the application of those concepts.
  • Create and have students participate in cooperative learning tasks such as small group exercises and role plays to identify issues that relate to course content and utilize the content to improve sales and presentation skills.
  • Present case studies to provide students with the opportunity to utilize concepts learned in class to analyze real world selling situations.
  • Develop and assign tasks/activities such as role play sales presentations in order to assess students understanding and effective utilization of needs based selling concepts.
  • Facilitate discussions regarding relevant issues relating to selling to encourage students to make appropriate connections to the course content.
  • Instruction may take the form of online, hybrid, TV or other distance learning format.
 
METHODS OF EVALUATION
 Students will be evaluated for progress in and/or mastery of learning outcomes by methods of evaluation which may include, but are not limited to:

  • Individual, or paired activities designed to allow students to demonstrate understanding of needs based selling and relationship building concepts.
  • Quizzes, exams and in-class participation demonstrating proficiency in the subject matter.
  • Quizzes/examinations designed to assess the student learning outcomes.
  • Case analyses designed to assess the application of selling principles.
  • Individual or class projects designed to evaluate the application of selling principles to simulated real world situations.
  • Final examination designed to provide objective evidence that students have attained the level of understanding expected in the areas detailed in the Student Learning Outcomes.
ASSIGNMENTS

Required Reading Assignments


Required Writing Assignments


Other Outside-of-Class Assignments
 
COURSE MATERIALS
 All materials used in this course will be periodically reviewed to ensure that they are appropriate for college level instruction. Possible texts include:

  • Futrell, Charles M. ABC’s of Relationship Selling Through Service . 8th ed. McGraw-Hill/Irwin , 2005.
11/06
1352