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Advanced Professional Selling

I.     Course Prefix/Number: MKT 261

       Course Name: Advanced Professional Selling

       Credits: 3 (3 lecture; 0 lab)

II.    Prerequisite

Recommended: MKT 161 or equivalent experience in selling or consent of instructor.

III.   Course (Catalog) Description

Course concentrates on fine tuning existing selling skills. Content includes current selling strategies developed by today’s top sales trainers such as Zig Zigler and Tom Hopkins and others; extensive use of videotaping.

IV.   Learning Objectives

1.  Further develop personal qualities and attributes that contribute to effective salesmanship.
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

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.
Details of the Code of Academic Conduct can be found in the Student Handbook.

VI.   Sequence of Topics

Defining Professional Salesmanship/Ethics
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
Sales Presentations
Negotiating the Price
Selling Quality vs, price
Guerrilla Tactics
Overcoming Objections
Closings/ Zig Ziglar
Time Management
Buyer Personalities
Sales Letter
Trade show Selling
Direct Marketing for salespeople
Trade show techniques and planning
Software to aid the salesperson

VII.  Methods of Instruction

Lecture, group interaction, sales presentations, instructional videos, guest speakers
Course may be taught as face-to-face, media-based, hybrid or online course.

VIII. Course Practices Required

Read outside sales books and Magazines:  Selling Power, Sales and Marketing. Management, writing of business letters, proposals, quotes and offers, oral presentations and role playing the sales presentation and evaluating other presentations. Evaluating sales presentations in the field. Role playing and video taping will be used.

IX.   Instructional Materials

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

Varies by instructor.

X.    Methods of Evaluating Student Progress

Short written assignments and a series of videotaping
 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 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.