Course Requirements

MRKG 2333 Principles of Selling

16-Week Fall Semester

Open Campus  Distance Education   (DLI)               

Updated June 30, 2020 for 2020 Fall Semester 09255 001

Check Blackboard site for any latest changes in Assignments and Syllabus

1. Instructor Information:

 Professor:                Nick Sarantakes   

Office                       Room 1428.05 Highland Mall Center

Phone:                      512.223.7455

E-Mail                      sarantak@austincc.eduInstructor’s Web site:          www.austincc.edu/sarantak

Office Hrs                 See the Class Schedule Link for Office Hours  Locations

Due to the COVID 19 virus, the best way to contact me is by email.

 Blackboard Web site:  http://acconline.austincc.edu/

2. Course Description:

MRKG 2333 Principles of Selling (3-3-0) Overview of the selling process.  Identification of the elements of the communications process between buyers and sellers and examination of the legal and salespeople.

3. Required Text/Materials: 

Selling, Building Partnerships, by  Castleberry, & Tanner 10th edition, Publisher: McGraw Hill, ISBN: 978-1-259-57320-0

This course is part of a new program at ACC called First Day Access (FDA).  When students register for this course, they will be charged automatically for an e- text and the Connect Access Code, unless you op out of the progream. 

Be advised that for the Summer 2020 semester the course material cost include the e-text and the Connect software access code from McGraw Hill Publishing.  These will not be sold separately.  In addition a loose leaf text can be purchased for approximately $26.00

The MRKG 2333 Principles of Selling Syllabus that is for the 16//10/ week Semesters. 

The MRKG 2333 Principles of Selling syllabus on the Blackboard web site is more complete listing of all the deadlines and dates that are assigned

Please view the syllabus on the Blackboard web site for any last minute changes

4. Orientation for PCM Principles of Selling:

PCM courses are designed for anyone, who has scheduling problems, work-scheduling that conflict with normal class times, or any reasons they may have.  To be successful in a PCM course you must be disciplined to set a time to study the course and then maintaining that schedule.  If you have an attitude that “I will study when I have the time”, you will find that you will not have the time, since there may be other items that will take priority.  The deadlines are established so you do not think you can do all the work at the end of the semester. 

The first step to success in this course is the Mandatory Course Orientation.  You must accomplish this by the deadline that is listed in the Class Schedule Link.  The course content is delivered in Blackboard.  If you are not familiar with the Blackboard software, you can to http://www.austincc.edu/acceid/step1.htm  to obtain an ACCeID that you will need as a first step. 

The orientation for this course consists of reading this course syllabus and the class schedule and deadlines, which can be performed on the Blackboard web site.   If you have any questions, please ask them in an email. 

 I then need for the student to send me an email acknowledging that they have read and understood the syllabus and the class schedule and deadlines and understand that all the assignments, tests and projects are required. 

In addition to this statement that you have read and understood the course syllabus and class schedule and deadlines, I need you to address and reply to the following questions:

1. What is the last day that you can take Test 1?
2. Test 1 covers what chapters?
3. Are the course chapter assignments mandatory or optional?
4. What cases are assigned in this course?
5. What is the last day you can take Test 4?
6. Where do you take the multiple choice tests and where do you take the essay part of the tests?

In all your emails to me, place the following in the Subject section of the email form:  MRKG 2333- (then you can put in a sub-topic if you desire). This will insure that it does not go into a SPAM folder.   Make sure you all ways use your full name to let me know who you are.  peanuts@hotmailI.comdoes not tell me who you are.  Also please do not use text messaging to send me an email.  If you have any questions, please ask them by email or call me at 223-3271.

I would strongly recommend that you re-read the syllabus a number of times during the semester and write down the test and project dates so you will not forget them.  Pay special attention to the deadline for test 4.  They are established to insure that I will receive the tests prior to my having to submit grades to the Admissions Office.

In addition, you should read the Announcements Link on Blackboard web site once a week, since I will be using this feature to communicate to the class as a whole.  These announcements will also be sent to students by email using their ACC G mail accounts.  Students should check this email account or take action to have all their emails at this address forwarded to their preferred email address.  Check IT for instructions on how to do this.In a distance learning course such as this, it is important that you become familiar with Blackboard and use it.  You should also become familiar with the ACC gmail system.  Emails sent in this course will go to your ACC gmail account.  All students have an ACC gmail account.  You can also have the ACC gmail go to your regular email, if you desire.

5. Instructional Methodology:

This section an internet open campus self study course.  The instructor is available for assistance.  You will study the material on your own.  Tests are taken at ACC Testing Centers.  There are deadlines for all tests and projects.

The Blackboard software will be used in this course to find out grades, submit projects, and to receive announcements and/or discussions.  This is be mandatory. 

Students should be checking the Blackboard site once a week for announcements and review their scores on projects and tests.  For those students that are not familiar with is software, you can obtain detail instructions on: http://itdl.austincc.edu/blackboard/instrstart.htm

  6. Course Rationale:

Personal Selling is an element of marketing.   Sales also is a vital part of marketing.  Sales are essential in the marketing of goods and or services. Technology through the Internet has created new challenges for the sales department.   Due to this exciting and changing technology, customer demographics and global competition, the field of sales has and will continue to change over the years.

The days of sales people carrying briefcases full of brochures and knocking on doors to drum up interest in their company’s products is waning.  Today’s sales people coordinate the resources of their companies to help customer solve problems.  The objective is to build a relationship a partnership that provides long-term benefits to both the seller and buyer.

The course will be a detail and in-depth look at the world of sales and sales management. From establishing and building sales relationships, knowledge of buying behavior and the techniques of prospecting, planning sales calls, making sales calls, having a strong sales presentation and building a long term partnership are the elements for a successful sales career.

    Sales and sales management is not just about textbook learning; it challenges the student to use their critical and     creative skills in all aspects of working and managing in a sales environment and not just those covered in the text.  The student will learn how to apply the knowledge and skills learning in this course to real world situations.  The chapter assignments will assist in this process of applying principles to the real world.

7. Course Objectives/Outcomes:

1. Common Course Learning Objectives:
   1. Understand the impact and importance of sales for a company’s success. 
   2. Understand the basics of sales and the importance of building long-term relationships.
   3. Understand the specific elements of sales management.
2. Individual Instructor Objectives/Outcomes:
   1. Understand the detail chapter objectives that are listed at the beginning of each chapter.
   2. Understand the elements of the sales process and the importance to master the key elements.
   3. Understand the ethical and legal issues in selling and how they can affect the success of a company in the long term

8. Grading systems:

1. Testing:  There are 4 exams for this course.  They will be taken taken at home using the Respondus Lockdown Browser software with web cam.

         2.  In addition there is a take home essay part to each test.   The instructor will grade all the questions. 

The exam will be made up have approximately 60 Multiple-Choice questions which will be taken at a testing center. Each will be worth 3 points.  In additional the essay part of the test will have approximately 10 short answer questions in which you will be required to answer 5.  Each of these questions will be worth 4 points each.  You may answer any additional questions for extra or bonus credit (4 points maximum per extra bonus questions.)  This test will be taken on Blackboard at home and submitted to the instructor.

The student may obtain exam grades by going to Blackboard and looking up their exam grade in My Grades section.  All exams must be completed prior to the posted closing times of the testing centers, so give you ample time to complete the exam.

 

Exam	Text Chapters	Value of the test (both multiple choice & essay part
1	Chapters 1 to 4	200 points	Test 1 Multiple Choice 180 points Test 1 Essay part 20 points
2	Chapters 5-8	200 points	Test 2 Multiple Choice 180 points Test 2 Essay part 20 points
3	Chapters 9-12	200 points	Test 3 Multiple Choice 180 points Test 3 Essay part 20 points
4	Chapters 13-17	200 points	Test 4 Multiple Choice 180 points Test 4 Essay Part 20 points

4. Students taking the exams by the deadline will earn a bonus of 5 points per exam.

Grading:

Total Value

Each test M/C is worth 180 points  x 4                                        720 pointst

Essay part of the test4=20points 4 tests                                   80 points

Other graded assignments:

17 Connect Chapter Assignment   (each worth 5 pts)               85 points

4 Connect Applied Quizzes (each quiz worth 20 points)            80 points

1 Case Study                                                                                      20 points

1 Discussion Boards (10 points each)                                          10 points

Orientation                                                                                           5 points

                                                                                                     Total 1000 points

Test letter grades: (Multiple Choice & Essay questions combined)

A= 200 to 180 points

B= 179 to 160 points

C= 159 to 140 points

D= 139 to 120 points

F= Below 120 points

Semester letter grades will be earned based on the following points:

A= 1000 to 900 points

B= 899 to 800 points

C= 799 to 700 points

D= 699 to 600 points

Below 600 points

C. You can obtain your grades by logging on the my grade section of the Blackboard software and follow the instructions provided. 

9. Testing Center Policy

Due to the COVID 19 virus, testing centers will not be used in this course

10. Dates and Deadlines:  Check the syllabus page on Blackboard.

Deadlines are established for each test and assignment.  If tests are not tken by the deadlines or assignment not submitted by these dates points will be deducted.  There for it is important to keep the instructor informed if situation impacts these deadlines.

11. Test Review and Practice Exams:. 

Each chapter has a Test Review that can be used to gage your knowledge. Power point slides that are located in Blackboard are useful also.

12. Course Outline

See Table of Contents on page 9

13. Test and Assignment Deadlines:

All tests and assignments have established deadlines that appear in the syllabus that is on Blackboard for this course.

Chapter assignments are to be completedin Connect.  There is also Connect Applied Tests.  Each unit evaluation consistsof an essay part of the test take at home and sumitted in Blackboard.  There is also a multiple choice test that is taken at home using Respondus Lockdown Browser software.  Instructions are located in the syllabus

If you can  not meet these deadlines, you are to contact the instructor.  Failure to meet the deadlines, may have points deducted from the test or assignment for being late.

14. Withdrawals:

It is the student’s responsibility to withdraw from the course if the situation so dictates.  You should initiate the withdrawal from in accordance with the procedures at any Admissions Office at any campus.  Check the Class Schedule Link for the last day to withdraw from this course.  Failure to successfully comp0lete the course or withdraw from the course will result in a grade of  “F” which will become part of the student’s permanent record.

The instructor may withdraw a student for lack of progress or failure to take tests or submit assignments.  All tests and assignments are required.  Therefor it is important to keep the instructor informed if there are any delays to your testing or submission of your assignments.

15. Connect Chapter Assignments:

You must complete the following chapter assignments in the Connect software and submit them no later than the date listed in the Class Schedule that is part of the syllabus.  These assignments are an aid to prepare you for the tests in this course.  These assignment are mandatory.

16. Case Study Analysis

You have to complete 1 case studies in this course. The deadline for these projects are listed in the Class Schedule Link.   The total value of these required projects will be posted.

See the Syllabus on Blackboard for specific cases

In answering these questions write the question first and then, you are providing me with your ideas and/or analysis based on the text material, but you must make your replies detailed and complete.  Several of the questions may have several parts, so make sure you address all parts of the questions.

For those that are unfamiliar with the case method of instruction or analysis you may call me after you read the following:

Generally, the case method of instruction or analysis is a real world situation in which you are asked to answer specific questions. Some of the information to answer the questions may come from the case itself.  In addition you may have to apply knowledge from several chapters to answer the questions.

17. Incomplete Grades

You are encouraged to complete this course successfully, therefore incomplete grades are rarely granted.  Past experience reflects students who do not complete the necessary work during the semester they are registered in will not complete the course even if additional time is given.  In these cases the incomplete grade of “I” becomes a “F” grade.  However if the situations exist, I may grand the grade of incomplete, “I”.   To receive this temporary grade of “I” you must:

• Have completed 2 exams with at grade of C or better and 2 of the 4 projects.
• Request the “I” grade to the instructor and complete the necessary forms.
• Complete the course in the time allowed by the instructor.  Failure to complete the material in the allowed time will result in the “I” grade being changed to a grade of “F”.

18.Course Policies: Departmental and College Policies

A. Concealed Handgun Policy:

This is a new policy and there is a short video that appears on the bottom right hand side of the Blackboard site for this course.  All should view this short 4.5 minute video so they will become familar with this new policy.  This policy ensures compliance with the Texas Government Code while maintaining ACC's commitment to provide a safe environment for its students, facultly and visitors. 

B. Incomplete Policy:  An instructor may award a grade of “I” (Incomplete) if a student was unable to complete all of the objectives for passing grade in a course.  An incomplete grade cannot be carried beyond the established date in the following semester.  The completion date is determined by the instructor, but may not be later than the final  deadline for withdrawal in the subsequent semester.

 

C. Attendance Policy:  Since this is an Open Campus course, this police are not applicable.  However, tests and other projects will have deadlines and they are expected to be taken or submitted on time.  Course progress must be maintained.

Regular and punctual class attendance is expected of all students.  If attendance or compliance with other course policies is unsatisfactory, the instructor may withdraw students from the class.

D. Withdrawal Policy:  It is the responsibility of each student to ensure that his or her name is removed from the roll  should he or she decide to withdraw from the class.  The instructor does, however reserve the right to drop a student should  he or she feel it is necessary.  If a student decides to withdraw, he or she should also verify that the withdrawal is submitted Before the Final withdrawal Date.   The student is also strongly encouraged to retain their copy of the withdrawal form for their records.

Students who enroll for the 3rd or subsequent time in a course taken since Fall, 2002, may be charged a higher tuition rate, for that course.

State law permits students to withdraw from no more than 6 courses during their entire undergraduate career at Texas public colleges or universities.  With certain exceptions, all course withdrawals automatically count towards this limit.  Details regarding this policy can be found in the ACC College Catalog.

E. Academic Freedom Statement:  Each student is strongly encouraged to participate in class. In any classroom situation that includes discussion and critical thinking, there are bound to be many differing viewpoints.  In the OLN courses this can be via the internet or Blackboard.  These differences enhance the learning experience and create an atmosphere where students and instructors alike will be encouraged to think and learn. On sensitive and volatile topics, students may sometimes disagree not only with each other but also with the instructor. It is expected that faculty and students will respect the views of others when expressed in classroom discussions.

F. Scholastic Dishonesty Statement:A student attending ACC assumes responsibility for conduct compatible with the mission of the college as an educational institution.  Students have the responsibility to submit coursework that is the result of their own thought, research, or self –expression.  Students must follow all instructions given by faculty or designated college representatives when taking examinations, placement assessments, tests, quizzes, and evaluations.  Actions constituting scholastic dishonesty include, but are not limited to plagiarism, cheating, fabrication, collusion, and falsifying documents.  Penalties for scholastic dishonesty will depend upon the nature of the violation and may range from lowering a grade on 1 assignment to an “F” in the course and/or expulsion from the college.  See the Student Standards of Conduct and Disciplinary Process and other policies at http://www.austincc.edu/current/needtoknow

 

G. Student Rights and Responsibities:   Students at the college have the rights accorded by the U.S. Constitution to freedom of speech, peaceful assembly, petition and association.  These rights carry with them the responsibility to accord the same rights to others in the college community and not to interfere with or disrupt the educational process.  Opportunity for students to examine and question pertinent data and assumptions of a given discipline, guided by evidence of scholarly research, is appropriate in a learning environment.  This concept is accompanied by an equally demanding concept of responsibility on the part of the student.  As willing partners in learning, students must comply with college rules and procedures. 

G. Student Discipline Statement:  Each ACC campus offers support services for students with documented disabilities.  Students with disabilities who need classroom, academic or other accommodations must request them through the Office for Students with Disabilities (OSD).  Students are encouraged to request accommodations when they register for courses or at least 3 weeks before the start of the semester, otherwise the provision of accommodations may be delayed.

Students who have received approval for accommodations from OSD for this course must provide the instructor with the “Notice of Approved Accommodations” for OSD before accommodations will be provided.  Arrangements for academic accommodations can only be made after the instructor receives the “Notice of Approved Accommodations” form the student.

Students with approved accommodations are encouraged to submit the “Notice of Approved Accommodations” to the instructor at the beginning of the semester because a reasonable amount of time may be needed to prepare and arrange for the accommodations.

Additional information about the Office for Students with Disabilities is available at http://www.austincc.edu/support/osd/

 

I. Safety Statement: Austin Community College is committed to provide a safe and healthy environment for study and work. You are expected to learn and comply with ACC environmental, health, and safety procedures and agree to follow ACC safety policies.  Additional information on these can be found at http://www.austincc.edu/ehs.

Because some health and safety circumstances are beyond our control, we ask that you become familiar with the Emergency Procedures poster and Campus Safety Plan map in each classroom.  Additional information about emergency procedures and how to sign up for ACC Emergency Alerts to be notified in event of a serious emergency can be found at  http://www.austincc.edu/emergency/.

Please note, you are expected to conduct yourself professionally with respect and courtesy to all.  Anyone who thoughtlessly or intentionally jeopardizes the health or safety of another individual will be dismissed from the day’s activity, may be withdrawn from the class, and/or barred from attending future activities.

Use of ACC Email:  All college email communications to students will be sent solely to the student’s ACCmail account, with the expectation that such communications will be read in a timely fashion.  ACC will send important information and will notify you of any college emergencies using this account.  Students should only expect to receive email communications from their instructor using this account.  Likewise students should use their ACC mail account when communicating with instructors and staff.   Instructions for activating an ACC mail account can be found at http://www.austincc.edu/accmail/index.php.

J. Testing Center Policy:  Under certain circumstances, an instructor may have students take an examination in a testing center.  Students using the Academic Testing Center must govern themselves according to the Student Guide for Use of ACC Testing Centers and should read the entire guide before going to take the exam.  To request an exam one must have:

Course Abbreviations (e.g.MRKG )                                                                            

Course Number (e.g. 1311)                      Course Synonym (e.g. 11231)                                                                                     Course section (e.g. 001)                                                                                    

Instructor’s Name (Sarantakes)

Do not bring cell phones to the Testing Center.  Having your cell phone in the testing room, regardless of whether it is on or off, will revoke your testing privileges for the remainder of the semester.  ACC Testing Center policies can be found at http:www.austincc.edu/testctr/

K. Student and Instructional Services:  ACC strives to provide exemplary support to its students and offers a broad variety of opportunities and services.  Information on these services and support systems is available at:  http://www.austincc.edu/s4/

Links too many student services and other information can be found at http://www.austincc.edu/current/

ACC Learning Labs provide free tutoring services to all ACC students currently enrolled in the course to be tutored.  The tutor schedule for each Learning Lab may be found at http://www.austincc.edu/tutor/students/tutoring/php

For help setting up your ACCeID, ACC Gmail, or ACC Blackboard, see a Learning Lab Technician at any ACC Learning Lab.

19 Discussion Boards:

This assignment is designed to allow students to comment on certain topics and comment on each other student comments. 

20. Extra Credit Work:

Each student will be able to earn 50 points of bonus or additional points toward their final grade. More will be published in the syllabus that is on Blackboard.

 

 

                                       

Readings

See course requirements above that has the update of  June 30, 2020 for 2020 Fall semester. The text is listed in the syllabus.  Blackboard web site for this course discusses these readings in great detail.

Text book for the course is Selling, Building Partnerships by Castleberry & Tanner, 10th edition McGraw Hill Pub. and is available as a E-Text and as a loose leaf text

Check the Blacboard course site for latest changes

Course Subjects

See course requirements above that has been listed in the course syllabus update of June 30, 2020 for 2020 Fall Session.  Blackboard web site for this course discusses this subject matter in great detail.  Check the Blackboard course site for latest changes

Student Learning Outcomes/Learning Objectives

See course requirements and objectives that are on the update syllabus dated June 30, 2020 for 2020 Fall Session. Blackboard web site discusses the learning objectives in great detail.  Check the Blackboard course site for latest changes