Course Title: Creative Selling
Course Number: MKTG 237 Credits: 3
Prerequisite: MKTG 121
Instructor: James Healey
Department of Marketing and Management
Office: B2-25E
Telephone: 215-751-8718
E-mail: jhealey@ccp.edu
Note: Internet Students use internal WebStudy E-mail for contact.
Textbook: Rolph Anderson, Alan Dubinsky, and Rajiv Mehta (2007), Personal Selling: Building Customer Relationships and Partnerships, 2nd ed. Houghton-Mifflin
Course Description: Problems involved in the application of general principles and techniques of creative selling. Customer behavior, planning and sales strategies; selecting, training, motivating and evaluating sales representatives. Case method and student projects.
Course Objectives: This course is designed to be interactive, experiential, and pragmatic as well as conceptual and creative. The course will stress the following:
Timeline of Assignments:
Week 1 – Introduction and Orientation
Week 2 – Chapter 1 - Introduction to Personal Selling
Week 3 – Chapter 2 – Dynamic Personal Selling Environment
Week 4 – Chapter 3 – Ethical and Legal Considerations
Week 5 – Chapter 4 – Prospecting and Qualifying
Week 6 – Chapter 5 – Planning the Sales Call
Week 7 – Chapter 6 – Sales Presentation and Demonstration
Week 8 – Chapter 7 – Negotiating Sales Resistance
Week 9 –
Chapter 8 – Closing the
Week
10 – Chapter 9 – Following up the
Week 11 – Chapter 10 – Organizational Buyers
Week 12 – Chapter 11 – Products, Competition and Markets
Week 13 – Chapter 12 – Diverse Customers
Week 14 – Chapter 13 – Time and Territory
Week 15 – Chapter 14 – Selling Careers
Course Evaluation: This is a course
that emphasizes reading and writing. Each week there are textbook reading
assignments. Each week there are writing requirements. Most weight is given to case solutions in Weeks 5, 10 and 15 that are
written into the textbox and submitted. Cases are judged on the description
of the situation, the identification of the problem and the cogency of the
reasoning supporting case recommendations. 60%
The next element of course evaluation depends on a close reading of the assigned chapters in the text. A graded exam is given in Weeks 4, 9. and 14 in order to measure that requirement. 30%
The final part
of the grade is helped by participation
in the various online activities. 10%
WebStudy Navigation: Connect to the Internet and open a web browser.
Go to http://ccp.whyy.org.
Enter JID# for Username.
Then the word password for Password.
Click on drop-down menu in upper right corner.
Click on MKGT 237 Creative Selling
Click on the Timeline tab. This is the most important tab.
In order to submit a case, click on the case and then type or copy
and paste the answer into the text box. Select send to instructor
and click post it.
Special needs: Any student requiring accessibility in order to complete this course will be accommodated by contacting the instructor.