ࡱ> ;=:c bjbj B'QbQb  lllll84w%0$$$$$$$$&])%l***%ll1%XXX*jll$X*$XX:$,$`d:$ $G%0w%D$R)*)$)l$L0 "X-I%%"6w%****) B 2:  GROSSMONT COLLEGE Official Course Outline BUSINESS 142-EFFECTIVE SALES-SKILLS OF PERSONAL SELLING AND PERSUASION 1. Course Number Course Title Semester Units Hours BUS 142 Effective Sales-Skills 3 3 hours lecture: 48-54 hours of Personal Selling and 96-108 outside-of-class hours Persuasion 144-162 total hours 2. Course Prerequisites None. Recommended Preparation None. 3. Catalog Description This course emphasizes understanding and using persuasive communication skills in selling situations and in any business situation where one person wants to influence another person. 4. Course Objectives The student will: a. Examine the importance of selling and using persuasive communication skills in selling situations and in any business situation where one person wants to influence another person. b. Exhibit an audience oriented attitude in written and oral presentations. c. Nonverbal communication. d. Construct and use a successful sales or persuasive interview. 5. Instructional Facilities Standard classroom. 6. Special Materials Required of Student Internet access. 7. Course Content a. The role of personal selling. b. A career in selling. c. Persuading others in general business situations. d. Legal and ethical responsibilities in persuading or selling to others. e. Determinants of buying behavior. f. Interpersonal communication. g. The relationship building process. h. Successful prospecting. i. The approach. j. Problem recognition. k. The persuasive interview. l. Handling objections. m. Negotiations. n. Closing: making the request. BUSINESS 142 EFFECTIVE SALES-SKILLS OF PERSONAL SELLING AND PERSUASION page 2 8. Method of Instruction a. Lecture, discussion, question and answer. b. Role-playing with the student acting as persuader/salesperson and instructor acting as prospect/audience. c. Student evaluation of others persuasive interviews. d. Special guest speaker presentations 9. Methods of Evaluating Student Performance a. Examination, including quizzes on reading and lecture, and a final exam. b. Homework assignments. c. Practice of persuasive skills in personal sales role-playing situations. d. Instructor evaluation of students persuasive interviews as a significant grade in the course; the final persuasive interview may be used as part of the final exam. 10. Outside Class Assignments Reading in required text. Research assignments related to sales topics. Homework assignments relating to ethical selling practices. Preparation of a persuasive interview portfolio containing information to use in the persuasive interview. 11. Texts a. Required Text(s): Futrell, Charles M. ABCs of Relationship Selling Through Service. 12th Edition. New York, NY: McGraw-Hill/Irwin, 2012. b. Supplementary texts and workbooks: None. Addendum: Student Learning Outcomes Upon completion of this course, our students will be able to do the following: Summarize the effects of selling in a market economy. Create a prospecting plan and develop and use closing techniques. Evaluate and apply ethical practices in persuasion and selling. 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