CALIFORNIA STATE UNIVERSITY, STANISLAUS
COLLEGE OF BUSINESS ADMINISTRATION
DEPARTMENT OF MANAGEMENT, OPERATIONS, & MARKETING
FALL 2013

Our College Mission:  "The CSU Stanislaus College of Business Administration is a publicly supported, regional teaching institution.  Our mission is to deliver a professional business education that offers our students the knowledge and skills to succeed in their careers and in society."

MKT 4430 Selling and Sales Management (4 Credit Hours – Hybrid Course)
Thurs. 4:00-7:30 p.m. (C235)
Dr. Kaylene C. Williams
Office Phone: 667-3513/3507
E-mail: KWilliams@csustan.edu
WWW: http://www.csustan.edu/market/williams/index.html
Office: DBH (Professional Schools Building) 234
Office Hours:
Mon. 7:15-8:15 p.m.

Tues. 7:15-9:15 p.m.

Thurs. 7:30-9:30 p.m.

     Other times by appointment

"Some values are...like sugar on the doughnut, legitimate, desirable, but insufficient, apart from the doughnut itself. We need substance as well as frosting." - Ralph Tyler Flewelling

Catalog Description

Planning, direction, and control of sales personnel and selling activities. The role of personal selling in the marketing of consumer and industrial products and services. Analysis of successful sales opportunities, characteristics, and techniques.  Includes practice in sales presentations.  Prerequisite: MKT 3410.  You must have completed the prerequisite to be in the class.

Purpose of Course

This upper-division marketing elective covers the basic concepts and practices of selling and sales management.  It emphasizes that salespeople exist to solve problems, to help and advise customers, and to treat customers and others with respect.  During the semester, students will be familiarized with nine major areas in sales management and personal selling:  (1) an introductory overview of the selling profession, process, and its management; (2) relationship marketing; (3) social, ethical, and legal issues in selling; (4) sales communication for relationship selling; (5) knowledge of customers, products, and technology; (6) the selling process including preparation, planning, prospecting, sales presentations, closing, handling objections, service, and follow-up; (7) time, territory, and self-management; (8) planning, training, and staffing successful salespeople; and (9) motivating, compensating, leading, and evaluating salespeople.   This course is also a hybrid course meaning that you will explore and learn about the Internet, websites, digital media, and social networking as general vehicles for marketing information, activities, and processes; and as specific vehicles for selling activities and sales management.

Personal experience, class discussions and participation, class lectures, sales presentations, videos, Internet, and guest speakers will be used in the course.  Students will learn how to prepare and give a sales presentation by visually, verbally, and nonverbally communicating their message.  These selling skills should help each student be a better communicator throughout life.  In addition, each student should become more masterful at managing others as well as his or her own self, career, selling activities, time, and energy.

Learning Objectives

Students successfully completing this course will be able to:

Primary

· Understand fundamental selling and sales force management concepts pertinent to marketing including selling activities, success in selling, sales process, consultative selling, partnership and relationship, environment of selling, ethics, FAB, closing, effective communication, sales call planning, prospecting, sales presentations, service and follow-up, self and territory management, planning and organizing the sales force, motivation, compensation, leadership, and evaluation.  [LO4, M1]

· Prepare and present a cohesive, coherent professional oral argument or illustration before an audience.  [LO1, M4]

· Gather, synthesize, and use information and information technology appropriately to address a business problem in sales.  [LO4, M2, M5]

Secondary

· Prepare a cohesive, coherent, and well-written professional business document.  [LO1, M4]

· Prepare a professional-quality presentation using an electronic medium such as PowerPoint.  [LO1, M4]

· Work effectively as a member of a team.  [LO1, M2, M4, M5]

· Demonstrate knowledge of how the Internet, digital media, websites, blogs, or social networking can be used as vehicles for sales and marketing ideas, activities, and processes. [LO1, LO2a, and LO3]

Textbooks

Futrell (2013), Fundamentals of Selling, 13e, Irwin/McGraw-Hill.  (Required)

One paperback book (2010 or later) regarding personal selling or sales management for the roundtable.  (Required)

As a general practice, each student should read or skim current issues of business newspapers and the Internet to be aware of what is happening in the business world.

"There is no art or science that is too difficult for industry [diligence] to attain to; it is the gift of tongues, and makes a man understood and valued in all countries, and by all nations; it is the philosopher's stone, that turns all metals, and even stones, into gold, and suffers no want to break into its dwellings; it is the northwest passage, that brings the merchant's ships as soon to him as he can desire: in a word, it conquers all enemies, and makes fortune itself pay contribution." - Clarendon

Click here to return to MKT 4430 Syllabi Guide

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