MKA2021 - Principles of Selling

3 hours Lecture, 3 credit(s)

Lower-Division College Credit

Prerequisite(s): Requires placement at the college level or satisfaction of developmental education requirements in reading and writing.

AA Elective: Yes

Academic Dean’s Contact Information

LAKELAND DEAN’S OFFICE: LLC 2255 PHONE: (863) 297-1024
WINTER HAVEN DEAN’S OFFICE: WSC 101 PHONE: (863) 297-1020

Course Description:
In this course, students investigate the principles and problems inherent in personal selling including prospecting, pre-approach, approach, and demonstration, as well as handling objections, and managing the closing and follow-up skills. Students study the proper attitudes and personal characteristics needed for dealing successfully with the public on a business, personal, and professional basis.

Polk State College Mission and Program Outcomes

Polk State College, a quality driven institution transforms lives through the power of education by providing access to affordable associate and baccalaureate degree programs, career certificates, and workforce employment programs delivered by diverse, qualified faculty and staff. In line with this purpose, Polk State’s Associate in Science and baccalaureate degree programs develop competence in career areas. This course focuses on the development of competencies related to the following program outcomes:

1. Employ successful selling techniques.

Course Objectives:

At the conclusion of this course the student will:

Discuss selling as a career choice and its importance to the economy.
Describe essential knowledge and means for acquiring customer, competitor and product/service information.
Prescribe seven ways to locate potential customers and six factors used to help qualify them.
Outline three ways to secure an appointment and nine ways for approaching the prospect.
Explain five reasons customers raise objections and utilize effective means for overcoming them.
Stipulate the benefits of trial closing and match circumstances to eight different closing techniques.
Prepare and present an effective sales demonstration.
State the important benefits associated with proper follow-up procedures.

Course Content:

Unit I
1.  Selling As a Career
     a.  Selling defined
     b.  Types of selling jobs
     c.   Contribution to society
     d.  Coping with rejection

2.  Areas of Knowledge in Preparation for Selling
     a.  Yourself as a salesperson:
          1.   Performance characteristics
          2.   Developing a sales personality
          3.   Appearance
     b.  Your Customers:
          1.   Qualities they find most important
          2.    Buying behavior
          3.    The buyers decision making process
          4.    How to determine buyer needs
      c.  Your product versus the competition:
          1.    Specific areas of knowledge
          2.    Where to secure needed information
3. Finding and qualifying Potential Customers
     a.   Developing a customer profile
     b.   Qualifying potential customers
     c.    Methods of finding customers (prospecting)
     d.   Securing a sales interview

Unit II
1.  Sales Planning
     a.   Reasons for planning the sales call
     b.   The elements of sales planning
     c.    The FAB formula

2. Developing a Sales Presentation
     a.   The five steps of a sales presentation
     b.   Types of presentation
     c.    Approach techniques
     d.   Nine strategic Openers
     e.   Do’s and don’ts to remember

3. The Sales Demonstration
     a.   Five results of an effective demonstration
     b.   Seven rules for a successful demonstration
     c.    Eleven suggestions from the pro’s

Unit III
1. Objections and Sales Resistance
     a.   Five benefits objections
     b.   The four best times to handle objections
     c.    The six step objection handling system
     d.   Seven methods of handling objections
     e.   Special situations

2. Closing the Sale
     a.   The steps to a natural close
     b.   Trial closing
     c.    Four best trial closes
     d.   Twelve closing methods
     e.   Final notes on closing

3. Follow up after the sale

Textbook and Other Requirements

Textbook information is provided in the course syllabus, at the campus bookstore, on the campus bookstore website (www.polk.bncollege.com), or via the “Shop Textbook” button on the PASSPORT schedule of classes.

The Gordon Rule

This is not a Gordon Rule course.

Student Help

The professor is available for help during posted hours and by appointment during other non-class hours. Students are encouraged to seek assistance from the professor. To further the educational process, the campus Learning Resources Centers, comprised of the Teaching/Learning and Computing Center (TLCC) JDA Student Success Center, and library, are available for student use. Each resource provides qualified staff and up-to-date equipment and facilities to promote students’ academic success. The TLCCs and JDA Student Success Center provide tutoring services, computing resources, and other instructional support. The library provides information resources, individual and group study space, research assistance, information literacy instruction, and computing resources. Each facility provides free wireless access to the Internet. Polk State College Library, Student Success Center, and TLCC hours of operation and tutoring schedules are posted at each facility and on the College website.

Withdrawing From a Course

Students may officially withdraw from course(s) during any given term, provided they follow the appropriate policy and procedure. Following the conclusion of the Drop/Add Period, a student may officially withdraw without academic penalty from any credit course, provided he or she has submitted the appropriate forms to the Student Services Office no later than the published deadline. The published deadline reflects approximately (but no more than) 70% of the term, based upon the course’s scheduled duration. It is the student’s responsibility to submit these withdrawal forms; failure to do so may result in a grade of F in the course. Under the Forgiveness Policy, a student is allowed only three attempts in any one course: one initial enrollment and two repeats. A student is not allowed to withdraw from a third course attempt. Limited admission programs may have specific guidelines regarding course withdrawal that vary from this policy. Individuals should refer to the student handbook for that program for more information. If a student stops attending class, the grade earned, usually an F, is assigned and posted. Prior to withdrawing from a course, the student should consult with the Financial Aid Office to determine what impact, if any, withdrawal from the course will have on his or her financial aid status. A student cannot use course withdrawal to avoid academic dishonesty penalties. A student who has been penalized for academic dishonesty in a course is not eligible to withdraw from the course.

Repeating a Course

Under the Forgiveness Policy, a student is allowed only three attempts in any one college credit course: one initial enrollment and two repeats. Under certain circumstances, a student may petition to repeat a credit course beyond the three attempts. Limited admission programs may have specific guidelines regarding repeating a course that vary from this policy. Individuals should refer to the student handbook for that program for more information. The student should be aware that repeating a course may result in a higher course cost. A course cannot be repeated unless the previously earned grade is a D, F, or W (the Polk State College Catalog provides further details regarding this process). Prior to repeating a course, the student should consult with the Financial Aid Office to determine what impact, if any, repeating the course will have on his or her financial aid status.

Academic Dishonesty

Each student is responsible for his or her work. It is assumed that each student is honest and will abide by this standard; however, in the event that there is an indication or suspicion of cheating/plagiarism, the situation shall be dealt with in accordance with the published College policy. Copies of this policy are available in the Student Services Office. Students should also refer to the course syllabus for more specific information.

Information Technology Access/Use Policy

All individuals who employ the information technology resources provided by Polk State College (this includes, but is not limited to, telephones, computers, the Polk State College Local Area and Wide Area Networks, and the Internet) must use these resources for academic purposes only. Use of these resources is a privilege, not a right. Inappropriate use can result in revocation or suspension of this privilege.

Equal Access/Opportunity

Polk State College is an equal access/equal opportunity institution committed to excellence through diversity in education and employment. The College complies with all state and federal laws granting rights to students, employees, and applicants for employment or admission to the College. The College prohibits unlawful discrimination on the basis of race, color, national origin, creed, ethnicity, sex, age, religion, sexual orientation, marital status, veteran status, genetic information or disability in any of its employment policies or practices, educational programs, or activities. For questions or concerns, please contact: Valparisa Baker, Director, Equity & Diversity (Title IX Coordinator), 999 Avenue H NE, Winter Haven, FL 33881-4299, Office: WAD 227, 863.292.3602 Ext. 5378, vbaker@polk.edu.

Equal Opportunity For Students With Disabilities

The College complies with The Americans with Disabilities Act and provides equal educational opportunity for qualified individuals. A student with a disability who requires special accommodations or auxiliary aids under The Americans with Disabilities Act (ADA) should contact the Student Services Office on either campus and speak with a Disability Services Advisor or the Coordinator of Disability Services. Note: Limited admission programs may have performance restrictions that apply. Restrictions (where applicable) are outlined in each program’s student handbook.

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