HomeMy WebLinkAboutBUS-106BERGEN COMMUNITY COLLEGE
BUSINESS ADMINISTRATION AND HOTEL/RESTAURANT MANAGEMENT
DEPARTMENT
Course Outline
BUS 106: Effective Selling
COURSE
DESCRIPTION
BUS 106 Effective Selling is a study the current theories and
practices for salespersons of consumer and industrial goods and
services. Topics covered include: evaluation of customer needs,
importance of product data, buying motives, and the
development of sales presentations. Personal qualifications of
the salesperson and career opportunities are also examined.
CREDITS/HOURS 3credits; 3 hours
TEXTBOOK
(required)
Selling Today: Partnering to Create Value, 13th Ed., Manning,
Ahearne and Reece, 2014, Pearson Higher Education, Prentice
Hall: ISBN-10: 0133763501 • ISBN-13: 9780133763508
Prentice Hall has an excellent website dedicated to the Text
book http://wps.prenhall.com/bp manning selling 13/ where
students can view concepts, objectives, and quizzes.
STUDENT
LEARNING
OUTCOMES
After successfully completing all course activities, the student
will be able to :
1. Explain and apply the fundamental principles of personal
selling;
2. Apply constructive problem solving techniques to the
sales process;
3. Communicate effectively with customers in writing,
orally, and using technology;
4. Prepare and deliver an effective sales presentation;
5. Explain the issues with and challenges in delivering
quality customer service;
6. Describe and apply the elements of effective relationship
marketing;
7. Describe the issues involved in managing a sales
territory/team;
8. Prepare well-researched and well-written and effective
oral reports.
COURSE
TOPICS
Lesson Chapter Topic
1 1 Relationship Selling Opportunities in the
Information
2 2 Evolution of Selling Models That
Complement the Marketing
3 3 Ethics: The Foundation for Partnering
Relationships That Create
4 4 Creating Value with a Relationship Strategy
5 5 Communication Styles: A Key to Adaptive
Selling Today
6 6 Creating Product Solutions
7 7 Product-Selling Strategies That Add Value
8 8 The Buying Process and Buyer Behavior
9 9 Developing and Qualifying Prospects and
Accounts
10 10 Approaching the Customer with Adaptive
Selling
11 11 Determining Customer Needs with a
Consultative Questioning Strategy
12 12 Creating Value with the Consultative
Presentation
13 13 Negotiating Buyer Concerns
14 14 Adapting the Close and Confirming the
Partnership
15 15 Servicing the Sale and Building the
Partnership
Course
Requirements
The student is expected to:
1. read the assigned materials prior to the scheduled date;
2. respond to assigned questions;
3. complete quizzes by specified dates;
4. complete assigned projects by the specified dates;
5. participate in the class discussion or forum (bulletin board);
6. stay current with news relevant to the course material;
7. use related resources as directed by the instructor;
8. stay in regular contact with the instructor via email, the
discussion forum, or, if necessary, by phone.
Student
Resources:
In addition to the resources mentioned above students should be
encouraged to make full use of the Sidney Silverman Library (in
person and online at http://www.bergen.edu/library/ ), the Tutoring
Center (available in person room S-118 and online
at http://www.bergen.edu/library/learning/tutor/ ) , the Writing
Center (available in person room C-110 and online
at http://www.bergen.edu/library/learning/write/ ).
Students with
Disabilities
Students who are registered with The Office of Specialized Services
and have received Accommodation Forms are strongly encouraged to
submit these forms within the first two-weeks of classes to ensure
timely delivery of these accommodations.
Students who have registered with the College's Office of
Specialized Services holding completed and signed academic
accommodations are to take examinations, in Moodle or in its paper
form if the class meets on campus. Note: Faculty may need 24-48
hours to make alternate testing arrangements, so same day testing
accommodations may not be possible to grant. The paper tests are
administered by the BCC Testing Center ensuring the
accommodations are met. Students should be aware that faculty may
need 24-48 hours to make alternate testing arrangements, so same
day testing accommodations may not be possible to grant.
Unit Exams All exams are 50 multiple choice questions that are drawn from the
textbook. Check cause calendar for dates.
Assignments Many of the lessons have a corresponding written assignment.
Typical assignments are case studies about a particular company or
business person, or require you to visit a website and find
information. All assignments must be word processed and uploaded
by the due date specified in the calendar. No assignment will be
accepted after the due date.
Much of the class will be oriented toward classroom discussion or
the discussion forum (bulletin board) of the course topics. You are
expected to participate in the discussions regularly. This means that
you should have read the scheduled chapter(s) and any outside
articles assigned by your instructor. You are expected to stay current
with business news that relates in some way to course content
through newspapers, the Internet, TV, or radio as there may be
discussion of the news that relate to chapter and general business
operations.
Makeup Policy A Comprehensive Final Exam will be give on the last day of class in
testing center for all students that missed a Unit Exam.
Means of
Assessment
1. Case Analysis
2. Projects (One project must be sales presentation).
3. Exams
Attendance
Policy for this
Course
None
EXTRA
CREDIT
Don't even think about asking! There is none. The course is designed
so that there are a variety of ways in which you may demonstrate
what you are learning. It is also designed so that work is evenly
distributed over the semester.
EVALUATION
AND
GRADING
Unit Exams 65 points
Sales
Presentation 20 points
Case
Studies 15 points
TOTAL 100 points
A 100-90
B+ 88-89
B 80-87
C+ 78-79
C 70-77
D 65-69
F below 65
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