CCCOnline LogoCourse Snapshot for MAR111 - Principles of Sales

The information listed below is subject to change. Please review the course syllabus within your online course at the start of class.

Course Competencies

The competencies you will demonstrate in this course are as follows:

  1. Discuss selling as a profession.
  2. Discuss the role of personal selling and the marketing concept to an organization. 
  3. Analyze relationship selling and the role of sales professional and customer.
  4. Understands the working of the company, the product and the competition.
  5. Analyze all aspects of consumer behavior relative to the buying process.
  6. Develop the basic fundamentals of an effective sales presentation. 
  7. Discuss careers in selling relative to growth and reward options.
  8. Evaluating the impact of planning, organizing and leadership on sales management. 
  9. Analyze the role of territory management. 



Module Outcomes Mapped to Competencies

Module 1
  Outcomes Competencies
1 Examine selling as a profession.  A 
2 Define the role of personal selling and recognize the marketing concept to an organization. B
3 Analyze relationship selling and the role of sales professional and customer.  C 
4 Develop the fundamentals of an effective sales presentation.  F
Module 2
  Outcomes Competencies
1 Summarize ethics and responsibility in selling. B 
2 Analyze relationship selling and the role of sales professional and customer. C 
3 Develop the fundamentals of an effective sales presentation. F 
Module 3
  Outcomes Competencies
1 Analyze relationship selling and the role of sales professional and customer. C
2 Summarize the working of the company, the product and the competition. D
3 Develop the fundamentals of an effective sales presentation. F
Module 4
  Outcomes Competencies
1 Analyze all aspects of consumer behavior relative to the buying process. E
2 Develop the fundamentals of an effective sales presentation. F
Module 5
  Outcomes Competencies
1 Discuss careers in selling relative to growth and reward options. G
2 Evaluate the impact of planning, organizing and leadership on sales management. H
3 Examine the role of territory management. I 
4 Develop the fundamentals of an effective sales presentation. F

Course Time Commitment and Expectations

The semester schedule for this course may be 15 weeks, 10 weeks, or 6 weeks in duration. Based on the course format, this table shows the approximate amount of time you should plan to spend per week on this course. This includes time to read/listen to the online content, participate in discussion forums, complete all assignments, and study the course material.

For accelerated courses, the amount of time required per week is greater. Note that regardless of course format, the course material is the same and all course competencies, module outcomes, and assignments will be covered.

Course Activity Hours and Student Learning Hours
Course Credit Hours Course Format (Duration) Pace Relative to a 15 Week Course Course Activity Hours Student Learning Hours Per Week
3 15 Weeks - 135 8.5 to 9.5
3 10 Weeks 1.5x faster 135 12.5 to 14.5
3 6 Weeks 2.5x faster 135 21 to 24

Aside from typical reading assignments, this course has the following (Please Note: This list is subject to change based on the discretion of the instructor facilitating this course.):

Summary of Grading
Assignment Points %
Discussions (10 @ 20 points each) 200 20%
Pearson MyLabs Videos (34 @ 5 points each) 170 17%
Pearson MyLabs Simulations (8 @ 10 points each) 80 8%
Module 1 Assignment: Final Sales Paper Section 15 1.5%
Module 2 Assignment: Final Sales Paper Section 25 2.5%
Module 2 Assignment: Practice Sales Presentation 10 1%
Module 3 Assignment: Final Sales Paper Section 75 7.5%
Module 4 Assignment: Final Sales Paper Section 50 5%
Module 5 Assignment: Final Sales Paper Section 100 10%
Module 5: Final Sales Presentation 100 10%
Pearson MyLabs Quizzes (7 @ 25 points each) 175 17.5%
TOTAL 1000 100%

 

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