Principles of Professional Selling

I.     Course Prefix/Number: MKT 161

       Course Name: Principles of Professional Selling

       Credits: 3 (3 lecture; 0 lab)

II.    Prerequisite

Hands-on experience using word processing, the Internet, and e-mail recommended.

III.   Course (Catalog) Description

Course deals with the actual process of selling a product. Content includes the principles and techniques used in prospecting, approaching, demonstrating, meeting objections, and closing a sale; attitudes and attributes in which successful sales personnel develop.  Sales presentations given by students.

IV.   Learning Objectives

Students will accomplish the following through role playing and presenting the different steps of a sales presentation INCLUDING:

  1. Recognizing the differences in selling functions and selling careers.
  2. Identifying the personal characteristics and attributes that contribute to effective.
  3. Determining prospects motivation and develop appeals to stimulate purchase and acceptance
  4. Planning sales presentations covering all of the necessary phases in the prospects decision process.
  5. Delivering polished sales presentations
  6. Executing appropriate techniques to overcome objections to buying raised by the prospect.
  7. Demonstrating effective closing techniques in completing the sale.
  8. Developing a plan for good post-purchase follow up practices to enhance relationship selling.
  9. Integrating new technology within the sales environment.

V.    Academic Integrity and Student Conduct

Students and employees at Oakton Community College are required to demonstrate academic integrity and follow Oakton's Code of Academic Conduct. This code prohibits:

• cheating,
• plagiarism (turning in work not written by you, or lacking proper citation),
• falsification and fabrication (lying or distorting the truth),
• helping others to cheat,
• unauthorized changes on official documents,
• pretending to be someone else or having someone else pretend to be you,
• making or accepting bribes, special favors, or threats, and
• any other behavior that violates academic integrity.

There are serious consequences to violations of the academic integrity policy. Oakton's policies and procedures provide students a fair hearing if a complaint is made against you. If you are found to have violated the policy, the minimum penalty is failure on the assignment and, a disciplinary record will be established and kept on file in the office of the Vice President for Student Affairs for a period of 3 years.

Please review the Code of Academic Conduct and the Code of Student Conduct, both located online at
www.oakton.edu/studentlife/student-handbook.pdf

VI.   Sequence of Topics

Building Partnerships
Ethical and legal issues
Buying behaviors
Communication Skills
Personality and Communication styles
Prospecting / Networking
Planning a sales call (Objective)
The sales call
Demonstration and presentation skills
Handling objections
Obtaining the Commitment
Follow-up strategies
Staying motivated

VII.  Methods of Instruction

It is the student’s responsibility to read the text plus one currently published book on Sales.  Each student will be responsible for 3-5 sales presentations that will be videotaped.  Case studies, critiques of sales presentations will also be a major part of the course work.


Course may be taught as face-to-face, hybrid or online course.

VIII. Course Practices Required

Reading assignments
Written assignments
Oral presentations

Course may be taught as face-to-face, hybrid or online course.

IX.   Instructional Materials

Note: Current textbook information for each course and section is available on Oakton's Schedule of Classes.

Selling for Dummies by Tom Hopkins, Wiley Publishing.

X.    Methods of Evaluating Student Progress

Practice Presentations 30%
Final Sales Presentation 40%
Journal from approved Sales book   10%
Class participation/attendance 20% (in class role playing)

XI.   Other Course Information



If you have a documented learning, psychological, or physical disability you may be entitled to reasonable academic accommodations or services. To request accommodations or services, contact the Access and Disability Resource Center at the Des Plaines or Skokie campus. All students are expected to fulfill essential course requirements. The College will not waive any essential skill or requirement of a course or degree program.

Oakton Community College is committed to maintaining a campus environment emphasizing the dignity and worth of all members of the community, and complies with all federal and state Title IX requirements.

Resources and support for
  • pregnancy-related and parenting accommodations; and
  • victims of sexual misconduct
can be found at www.oakton.edu/title9/.

Resources and support for LGBTQ+ students can be found at www.oakton.edu/lgbtq.