BUS ADMN 140 Salesmanship
BUS ADMN 140 Salesmanship
BUS ADMN 140 Course Plan 1 12/8/2004
, BUS ADMN 140 Salesmanship
BUS ADMN 140 Salesmanship
Table of Contents
Course Information ................................................................................................................................ 4
Course Description ............................................................................................................................... 4
Prerequisites .......................................................................................................................................... 4
Course Requirements ............................................................................................................................ 4
Course Objectives ................................................................................................................................. 4
Heald Course Information Sheet .......................................................................................................... 5
Textbook(s) and Course Materials........................................................................................................ 7
Textbook ............................................................................................................................................ 7
Instructor's Manual(s) ...................................................................................................................... 7
Publisher Contact Information ......................................................................................................... 8
Grade Distribution ................................................................................................................................ 8
Classroom Requirements ...................................................................................................................... 8
Faculty Information................................................................................................................................ 9
Instructor Qualifications ....................................................................................................................... 9
Instructor Biography Guidelines........................................................................................................... 9
Course Documents ................................................................................................................................ 10
Sample Instructional Guide ................................................................................................................ 10
Sample Student Syllabus .................................................................................................................... 21
Course Policy Guidelines ................................................................................................................... 22
Course Activities/Assignments ............................................................................................................ 23
Required Activities ............................................................................................................................. 23
Suggested Activities ........................................................................................................................... 24
Handouts ............................................................................................................................................. 25
10 Steps in the Selling Process ....................................................................................................... 26
Final Project Guidelines................................................................................................................. 27
Final Project - Student Application Exercises (SALES) ................................................................. 29
Salesmanship Ethics Paper............................................................................................................. 34
ACT! Express Assignments ............................................................................................................. 35
ACT! Tutorials compiled ................................................................................................................ 40
Alternative Role-playing Personal Selling Assignments in a Classroom Setting ........................... 44
The Top 10 Secrets of the Super Successful Sales Professional ..................................................... 47
Role-Playing: An Overview ........................................................................................................... 49
Maxwell House Coffee – Sales Presentation Dialogue .................................................................. 49
Video Summaries and Questions .................................................................................................... 52
Final Portfolio Assignment ............................................................................................................. 60
Assessment Examples ........................................................................................................................... 61
Quizzes ............................................................................................................................................... 61
Quiz 1: Chapters 1 and 3 ................................................................................................................ 61
Quiz 1 Answer Key.......................................................................................................................... 67
Exams ................................................................................................................................................. 68
Final Exam...................................................................................................................................... 68
BUS ADMN 140 Course Plan 2 12/8/2004
, BUS ADMN 140 Salesmanship
Final Exam Answer Key ................................................................................................................. 89
Guided Questions................................................................................................................................ 90
Rubrics ................................................................................................................................................ 92
Final Project Evaluation- Rubric ................................................................................................... 92
Buyer-Seller-Role Play - Grading Rubric ...................................................................................... 93
Grading for Research Paper .......................................................................................................... 93
Presentation Role-Play Rubric ....................................................................................................... 95
Blackboard ............................................................................................................................................ 95
Additional Instructional Resources..................................................................................................... 95
Instructor Guides ................................................................................................................................ 95
Web Sites ............................................................................................................................................ 95
EBSCO ............................................................................................................................................ 95
Challenge Exam .................................................................................................................................... 96
Course Development Information ....................................................................................................... 96
Acknowledgement to Contributors ..................................................................................................... 96
Instructor Comments and Feedback ................................................................................................... 96
Course Developer’s Notes .................................................................................................................. 96
Best Practices ...................................................................................................................................... 96
Jigsaw Activities ............................................................................................................................. 96
IT Administrator's Course Equipment List ....................................................................................... 97
BUS ADMN 140 Course Plan 3 12/8/2004
, BUS ADMN 140 Salesmanship
COURSE INFORMATION
COURSE DESCRIPTION
Students focus on the development of professional selling skills in this course. Students analyze the
sales process and learn techniques used to communicate effectively with customers. 3 Units
PREREQUISITES
None
COURSE REQUIREMENTS
Students are required to complete the following (See Required Activities and Sample Instructional
Guide in this course plan for more information):
A Final Project which includes an oral report and a detailed sales report.
Salesmanship Ethics Paper between 3-7 pages (double-spaced).
ACT! Activities 1-4.
Participate in at least two Role-Play Activities. (The student must act as the buyer in one and
the seller in the other).
Identify and retain documents completed in the course to include in the student’s Final
Portfolio. (Student save the document(s) in their P drive and /or keep a hard copy in a folder).
COURSE OBJECTIVES
TOPIC OBJECTIVE: STUDENT WILL BE ABLE TO…
Sales Concepts Define salesmanship
Describe how sales differs from marketing
Explain personal selling as a major function within the
marketing and promotional mix of a company
Distinguish between direct sales, brokers, sales
representatives, business-to-business, public sales and other
types of professional selling positions
Differentiate between transactional and relationship based
selling
Analyze the differences between selling retail, a product(s)
and services
Describe the different types of compensation available in the
sales profession
Sales Process Define the stages of the sales process
Identify and describe the steps in the sales process and apply
them to an assigned project
Explain how to identify prospective customers (person or
organization that has potential to buy product or service)
BUS ADMN 140 Course Plan 4 12/8/2004
BUS ADMN 140 Salesmanship
BUS ADMN 140 Course Plan 1 12/8/2004
, BUS ADMN 140 Salesmanship
BUS ADMN 140 Salesmanship
Table of Contents
Course Information ................................................................................................................................ 4
Course Description ............................................................................................................................... 4
Prerequisites .......................................................................................................................................... 4
Course Requirements ............................................................................................................................ 4
Course Objectives ................................................................................................................................. 4
Heald Course Information Sheet .......................................................................................................... 5
Textbook(s) and Course Materials........................................................................................................ 7
Textbook ............................................................................................................................................ 7
Instructor's Manual(s) ...................................................................................................................... 7
Publisher Contact Information ......................................................................................................... 8
Grade Distribution ................................................................................................................................ 8
Classroom Requirements ...................................................................................................................... 8
Faculty Information................................................................................................................................ 9
Instructor Qualifications ....................................................................................................................... 9
Instructor Biography Guidelines........................................................................................................... 9
Course Documents ................................................................................................................................ 10
Sample Instructional Guide ................................................................................................................ 10
Sample Student Syllabus .................................................................................................................... 21
Course Policy Guidelines ................................................................................................................... 22
Course Activities/Assignments ............................................................................................................ 23
Required Activities ............................................................................................................................. 23
Suggested Activities ........................................................................................................................... 24
Handouts ............................................................................................................................................. 25
10 Steps in the Selling Process ....................................................................................................... 26
Final Project Guidelines................................................................................................................. 27
Final Project - Student Application Exercises (SALES) ................................................................. 29
Salesmanship Ethics Paper............................................................................................................. 34
ACT! Express Assignments ............................................................................................................. 35
ACT! Tutorials compiled ................................................................................................................ 40
Alternative Role-playing Personal Selling Assignments in a Classroom Setting ........................... 44
The Top 10 Secrets of the Super Successful Sales Professional ..................................................... 47
Role-Playing: An Overview ........................................................................................................... 49
Maxwell House Coffee – Sales Presentation Dialogue .................................................................. 49
Video Summaries and Questions .................................................................................................... 52
Final Portfolio Assignment ............................................................................................................. 60
Assessment Examples ........................................................................................................................... 61
Quizzes ............................................................................................................................................... 61
Quiz 1: Chapters 1 and 3 ................................................................................................................ 61
Quiz 1 Answer Key.......................................................................................................................... 67
Exams ................................................................................................................................................. 68
Final Exam...................................................................................................................................... 68
BUS ADMN 140 Course Plan 2 12/8/2004
, BUS ADMN 140 Salesmanship
Final Exam Answer Key ................................................................................................................. 89
Guided Questions................................................................................................................................ 90
Rubrics ................................................................................................................................................ 92
Final Project Evaluation- Rubric ................................................................................................... 92
Buyer-Seller-Role Play - Grading Rubric ...................................................................................... 93
Grading for Research Paper .......................................................................................................... 93
Presentation Role-Play Rubric ....................................................................................................... 95
Blackboard ............................................................................................................................................ 95
Additional Instructional Resources..................................................................................................... 95
Instructor Guides ................................................................................................................................ 95
Web Sites ............................................................................................................................................ 95
EBSCO ............................................................................................................................................ 95
Challenge Exam .................................................................................................................................... 96
Course Development Information ....................................................................................................... 96
Acknowledgement to Contributors ..................................................................................................... 96
Instructor Comments and Feedback ................................................................................................... 96
Course Developer’s Notes .................................................................................................................. 96
Best Practices ...................................................................................................................................... 96
Jigsaw Activities ............................................................................................................................. 96
IT Administrator's Course Equipment List ....................................................................................... 97
BUS ADMN 140 Course Plan 3 12/8/2004
, BUS ADMN 140 Salesmanship
COURSE INFORMATION
COURSE DESCRIPTION
Students focus on the development of professional selling skills in this course. Students analyze the
sales process and learn techniques used to communicate effectively with customers. 3 Units
PREREQUISITES
None
COURSE REQUIREMENTS
Students are required to complete the following (See Required Activities and Sample Instructional
Guide in this course plan for more information):
A Final Project which includes an oral report and a detailed sales report.
Salesmanship Ethics Paper between 3-7 pages (double-spaced).
ACT! Activities 1-4.
Participate in at least two Role-Play Activities. (The student must act as the buyer in one and
the seller in the other).
Identify and retain documents completed in the course to include in the student’s Final
Portfolio. (Student save the document(s) in their P drive and /or keep a hard copy in a folder).
COURSE OBJECTIVES
TOPIC OBJECTIVE: STUDENT WILL BE ABLE TO…
Sales Concepts Define salesmanship
Describe how sales differs from marketing
Explain personal selling as a major function within the
marketing and promotional mix of a company
Distinguish between direct sales, brokers, sales
representatives, business-to-business, public sales and other
types of professional selling positions
Differentiate between transactional and relationship based
selling
Analyze the differences between selling retail, a product(s)
and services
Describe the different types of compensation available in the
sales profession
Sales Process Define the stages of the sales process
Identify and describe the steps in the sales process and apply
them to an assigned project
Explain how to identify prospective customers (person or
organization that has potential to buy product or service)
BUS ADMN 140 Course Plan 4 12/8/2004
