Course key dates

Course starts on TUE FEB 16th Course ends on TUE JUN 7 NO CLASS TUES APR 12

Week 1 – 2/16 To Sell is Human We is Out, Them is In Week 2 – 2/23 Yes, And 12.5 Principles of Selling 1

Week 3 – 3/1 12.5 Principles of Selling 2 Secrets of Success

Week 4 – 3/8 Big Secrets for Dealing With People Week 5 – 3/15 Discover Why - Buying Motives

Week 6 – 3/22 Personal Branding Social Business Media

Week 7 – 3/29 It’s Not Work, It’s Networking MID-TERM Weeks 1 - 6

Week 8 – 4/5 Value First

Week 9 – 4/19 Be Prepared Engage Me

Week 10 – 5/3 Differentiate or Die Creativity to Dominate Week 11 – 5/3 The DIP Mastery Weeks 12 – 5/10 Power Presentations Proper Persuasion Week 13 – 5/17 Yes! Attitude Week 14 – 5/24 Presentations Week 15 – 5/31 Presentations

Week 16 – 7/7 FINAL Weeks 7 - 13

Course Description This course explores the fundamental sales process of analyzing customer needs and creatively providing value to your customer. This course is relevant fo r either a product or service. Topics include prospecting and qualifying potential buyers, preparing for sales calls, delivering sales presentations, differentiation, creating your brand, negotiating sales transactions, closing sales, and providing creative, effective follow-up.

Course Objectives Upon completion of this course you will be able to: Identify the careers and opportunities in, and the benefits of, personal

selling. Create a sales prospecting plan. Determine customer needs and prepare an effective sales approach. Develop and present effective sales messages, in person and via

technology. Anticipate and overcome sales resistance. Develop and use a range of negotiating techniques. Demonstrate methods of servicing the sale.

Learning Outcomes You will participate in role-playing activities that demonstrate their ability to

put into play the wants and needs of the customer, to make use of selling tools, to anticipate and handle sales resistance, to use various closing techniques, and to use suggestive selling. Students will also develop the pre-approach and post-sale techniques for servicing the sale.

You will explain and demonstrate a product and/or service, using principles of effective personal selling.

You will demonstrate a level of engagement in the subject matter that reveals their understanding of the value of the course content beyond the task itself, specifically as it relates to linking the relevance of course content to careers in business and accounting and their personal lives.

Grades Exams (2 @100 points) 200 Pop-Quizzes (2 @ 50 points) 100 Assignments (4 @ 50 points) 200 Class Contribution (4 @75 points) 200 Presentations (2 @ 150 points) 300 TOTAL POSSIBLE POINTS 1,000 900+ = A 899-800 = B 799-700 = C 699-600 = D 0 – 599 = F

Rubrics are described in the Rubrics Google Docs folder.

Exams and Pop Quizzes May consist of objective questions and, short answers.

Assignments should be 1 -3 pages (8 1/2x 11") long, depending on the assignment. Use the templates in eCompanion Document Sharing Folder and submit your completed assignment via eCompanion’s DropBox. Homework will only be accepted via DropBox. Due dates for assignments will be discussed in class and are described in the BUS 23 Schedule.

Revised: 2/1/16 BUS 23 – Principles of Selling Sections 3476/3515 Rm Bus 106 TUE 6:45P – 9:50P Thomas S. Paccioretti paccioretti_thomas@smc.edu Twitter @tpaccioretti https://www.linkedin.com/in/tpaccioretti

SYLLABUS, BUS 23, PRINCIPLES OF SELLING, PROFESSOR THOMAS PACCIORETTI SANTA MONICA COLLEGE

SANTA MONICA COLLEGE

  2  

Course Materials

Jeffrey Gitomer’s Little Red Book of Sales Bible, Gitomer, Jeffrey, Austin, TX, Bard Press, © 2015 ISBN 978-1-118-98581-6

Jeffrey Gitomer’s Little Black Book of Connections, Gitomer, Jeffrey, Austin, TX, Bard Press, © 2006 ISBN 10-1-885167-66-0 (cloth)

The Dip, Godin, Seth, New York, NY Penguin Group, © 2007 ISBN 978-1-59184-166-1 All books are available at the SMC bookstore, Amazon.com and brick-and-mortar and on-line bookstores.

PLEASE READ CAREFULLY Course Policies Complete the assigned homework for Week 1 by Tuesday, February

24, or you WILL be dropped from the course. State law now requires that faculty drop all students who are inactive, by the census date.

Homework assignments are due by midnight on the due date. Office hours are Friday’s 10:30A – 12:00 Rm TBA (To Be Announced). Attendance and class contribution are required. If absent more than

three times you may be dropped from the course. Correspond via my SMC email address SMC requires that students use their SMC Google-powered email

(username@student.smc.edu) for all email communication. Correspondence: Include BUS 23 in the subject line and your full name

in the body of the email. Without this information I will respond with an “X” and you’ll need to resend your email.

It is advisable to keep copies of all papers turned in until the graded assignments are returned to you. Until you have received a final grade for the course, keep all graded papers returned to you.

This is a collaborative course and we’ll learn more together than separately. Post general questions on the Threaded Discussion located in the "Course Home" section of eCompanion. I will post a reply so all students can receive the information. If your question is personal in nature, please use my SMC email.

It is your responsibility to drop the course. Confirm the SMC with the Admissions Office drop deadlines to avoid a “W” or receive a guaranteed “W” .

Unexcused missed exams and quizzes will result i n a fail (zero points) for that exam or quiz.

I regard this class as I would any job responsibility, I will hold you to strict standards of timeliness and ethics. Any assignment that is not submitted by the due date may receive zero points. With regard to ethical conduct, it is my sincere hope that no student in this class submits work that is not his or her own. Any assignment that is not written solely by the student whose name appears on the submission, will automatically receive a grade of zero (0) for the assignment. Similarly, if a student is determined to have cheated on an exam, the student will receive a score of "0" for the exam and will be reported to the Dean of Students.

Any requests for accommodation during the semester for such things as religious holidays or disability must be presented to me in writing (via email) no later than Friday, February 26.

I reserve the right to make changes in this to syllabus and course content.

Student Code of Academic Conduct and Reporting Policy applies in this course. See SMC website for additional information.

Your continued attendance in this course acknowledges your acceptance of the requirements delineated in this syllabus.