Principles of Professional Selling
I. Course Prefix/Number: MKT 161
Course Name: Principles of Professional Selling
Credits: 3 (3 lecture; 0 lab)
III. Course (Catalog) Description
IV. Learning Objectives
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
• 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
VI. Sequence of Topics
Ethical and legal issues
Personality and Communication styles
Prospecting / Networking
Planning a sales call (Objective)
The sales call
Demonstration and presentation skills
Obtaining the Commitment
VII. Methods of Instruction
Course may be taught as face-to-face, hybrid or online course.
VIII. Course Practices Required
IX. Instructional Materials
Varies by instructor.
X. Methods of Evaluating Student Progress
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
Resources and support for LGBTQ+ students can be found at www.oakton.edu/lgbtq.