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Course Details

 

Course Details

Course Code: MKTG301 Course ID: 3427 Credit Hours: 3 Level: Undergraduate

This course explores the principles of selling in various situations encountered in interpersonal interactions. Effective and ineffective sales methods for both person-to-person and group selling are studied in order to increase the understanding of the sales process.

Course Schedule

Registration Dates Course Dates Start Month Session Weeks
07/27/2021 - 12/31/2021 01/03/2022 - 02/27/2022 January Winter 2022 Session B 8 Week session
10/26/2021 - 04/01/2022 04/04/2022 - 05/29/2022 April Spring 2022 Session B 8 Week session

Current Syllabi

1. Describe the evolution of personal selling from ancient times to the modern era.
2. Explain the importance of trust.
3. Categorize the primary types of buyers.
4. Explain the importance of collaborative, two-way communication in personal selling.
5. Explain strategic prospecting.
6. Discuss the different types of sales presentations and what goes into their planning.
7. Describe the difference between features, potential benefits, and confirmed benefits and the role they play in benefits selling.
8. Explain why it is important to anticipate and overcome buyer concerns and resistance.
9. Describe the five sequential steps of self-leadership.
10. Explain how to follow up to assess customer satisfaction.

NameGrade %
Forums 35.00 %
Introductions 3.89 %
Forum 1 3.89 %
Forum 2 3.89 %
Forum 3 3.89 %
Forum 4 3.89 %
Forum 5 3.89 %
Forum 6 3.89 %
Forum 7 3.89 %
Forum 8 3.89 %
Assignments 55.00 %
Week 1 Case Analysis 7.86 %
Week 2 Case Analysis 7.86 %
Week 3 Case Analysis 7.86 %
Week 4 Case Analysis 7.86 %
Week 5 Case Analysis 7.86 %
Week 6 Case Analysis 7.86 %
Week 7 - Case Analysis 7.86 %
Final 10.00 %
Week 8 Principles of Sales Final Essay Exam 10.00 %

1. Describe the evolution of personal selling from ancient times to the modern era.
2. Explain the importance of trust.
3. Categorize the primary types of buyers.
4. Explain the importance of collaborative, two-way communication in personal selling.
5. Explain strategic prospecting.
6. Discuss the different types of sales presentations and what goes into their planning.
7. Describe the difference between features, potential benefits, and confirmed benefits and the role they play in benefits selling.
8. Explain why it is important to anticipate and overcome buyer concerns and resistance.
9. Describe the five sequential steps of self-leadership.
10. Explain how to follow up to assess customer satisfaction.

Book Title:The Power of Selling - e-book available online, links provided inside the classroom
ISBN:9781936126002
Publication Info:Saylor
Author:Richmond, Kimberly
Unit Cost:$120.73
 
Book Title:Various resources from the APUS Library & the Open Web are used. Please visit http://apus.libguides.com/er.php to locate the course eReserve.
ISBN:ERESERVE NOTE
 

Previous Syllabi

Not current for future courses.