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MKTG301 - Principles of Sales

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 Session Weeks
11/26/18 - 05/03/19 05/06/19 - 06/30/19 Spring 2019 Session I 8 Week session
01/28/19 - 06/28/19 07/01/19 - 08/25/19 Summer 2019 Session B 8 Week session
03/25/19 - 08/30/19 09/02/19 - 10/27/19 Summer 2019 Session D 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 %
Essay Submission 20.00 %
Week 2 Ethics Essay 10.00 %
Week 4 Prospecting Essay 10.00 %
Leadership Interview/Analysis 15.00 %
Week 7 - Self-Leadership Interview/Presentation 15.00 %
Forums 20.00 %
Forum 1 2.00 %
Forum 2 2.00 %
Forum 3 2.00 %
Forum 4 2.00 %
Forum 5 2.00 %
Forum 6 2.00 %
Forum 7 2.00 %
Forum 8 2.00 %
Forum Introductions 2.00 %
Forum Plagiarism Guidelines 2.00 %
Case Studies 25.00 %
Week 1 Case Analysis 4.17 %
Week 2 Case Analysis 4.17 %
Week 3 Case Analysis 4.17 %
Week 4 Case Analysis 4.17 %
Week 5 Case Analysis 4.17 %
Week 6 Case Analysis 4.17 %
Final Exam 20.00 %
Book Title: Professional Selling: Trust-Based Approach, 4th Ed - The VitalSource e-book is provided via the APUS Bookstore
Author: Ingram / LaForge / Avila / Schwepker / Williams
Publication Info: Cengage
ISBN: 9780324538090
Book Title: You must validate your cart to get access to your VitalSource e-book(s). If needed, instructions are available here - http://apus.libguides.com/bookstore/undergraduate
Author: N/A
Publication Info: N/A
ISBN: N/A

Book Title:Professional Selling: Trust-Based Approach, 4th Ed - the VitalSource e-book is provided inside the classroom
ISBN:9780324538090
Publication Info:VS-Cengage
Author:Ingram / LaForge / Avila / Schwepker / Williams
Unit Cost:$198.25
Electronic ISBN:9781305328464
Electronic Unit Cost:$35.00

Previous Syllabi

Not current for future courses.