Advanced Professional Selling
I. Course Prefix/Number: MKT 261
Course Name: Advanced Professional Selling
Credits: 3 (3 lecture; 0 lab)
III. Course (Catalog) Description
IV. Learning Objectives
2. Plan and demonstrate skills in sales presentations.
3. Evaluate current computer software programs to organize paperwork and time.
4. Develop more strategies for handling objections and closings.
5. Develop better skills in interpersonal communications.
6. Develop self motivating techniques to work out of a slump.
7. Increase selling effectiveness.
8. Evaluate and incorporate current selling strategies such as guerrilla selling, team selling, negotiation selling and consultative selling.
9. Develop techniques for selling at a tradeshow.
V. Academic Integrity
• 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.
Details of the Code of Academic Conduct can be found in the Student Handbook.
VI. Sequence of Topics
Who are You? Self Inventory/ Myers Briggs Test
Team building in Sales
Organizational Structures/ Who makes the Buying Decision
Effective Communications: Listening, Interviewing, Demonstrating
Prospecting ? Research/ Internet Research/ Generating Leads
Negotiating the Price
Selling Quality vs, price
Closings/ Zig Ziglar
Trade show Selling
Direct Marketing for salespeople
Trade show techniques and planning
Software to aid the salesperson
VII. Methods of Instruction
Course may be taught as face-to-face, media-based, hybrid or online course.
VIII. Course Practices Required
IX. Instructional Materials
X. Methods of Evaluating Student Progress
25% Final Presentation
25% Written Assignments
50% Class Participation and Role Playing Exercises
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 ASSIST office in the Learning Center. 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.