REQUIRED TEXTS/MATERIALS/SOFTWARE

Selling: Building Partnerships, 11th Edition, by Castleberry (ISBN 9781260682953)

Purchasing course materials

This course is part of the First Day Access (FDA) program at ACC. When students register for the course, they will automatically be charged a fee for the course materials. To enhance your learning experience and provide affordable access to the right course material, this course is part of an inclusive access model called First Day Access.

You can opt out of this first day access, but it is not recommended. If you opt out, you will be responsible for purchasing your course materials at the full retail price and access to your software materials may be suspended.

You cannot purchase the ConnectPlus software without purchasing the etext. For more information and FAQs go to customercare.bncollege.com.

To access the First Day Course Materials, click on the link in the upper left-hand side of the screen right below the link Announcements.

The link McGraw Hill Connect link will take you to the Connect website. Both the Connect website and Blackboard have been synchronized. You must gain access to the Connect website through Blackboard

Optional materials

• Downloadable e-book for the textbook
• Looseleaf version of the textbook
• Bound version of the textbook

There are three ways to purchase the materials.

1. ACC’s Opt-In program

Paid through ACC tuition & fees, with the same rules and deadlines for refunds as ACC tuition and fees.

(A full refund if done by the day before classes begin, and a 70% refund if done after then but before the “census date” - about 2 weeks in during a 16-week semester.)

Students using this option can separately purchase a Loose Leaf copy of the textbook from the bookstore. (This is not visible on the ACC bookstore site at this time, but the McGraw-Hill customer representative says it will be available.)

1. From the publisher directly: (Information from https://www.mheducation.com/highered/product/selling-building-partnerships-tanner- castleberry/M9781260682953.html#overview

Digital access to Connect with the integrated e-book: $148.71plus any applicable tax. You can request a refund within 14 days, with receipt, as described on this web page: https://www.mheducation.com/return-policy.html (At that link, go down to part 2 for discussion of individual returns.)

1. From ACC Bookstore
   1. Electronic access to Connect and Looseleaf version of text. No refunds after the package is opened.
   2. DO NOT PURCHASE THIS: E-book access only through Yuzu (so this does not fully meet the requirement because it does not include Connect.) No refunds after the package is opened.

SUPPORT:

If you need any Technical Support, please contact McGraw-Hill Customer Experience at (800) 331-5094

Please be sure to get your case number for future reference when you call the CXG line. FAQs: http://www.connectstudentsuccess.com/

INSTRUCTIONAL METHODOLOGY

As your instructor for Principles of Selling, I am committed to creating a dynamic and engaging learning environment through project-based learning. This approach will allow you to practice real-world scenarios, think critically about situations, uphold ethical standards in your business practices, and develop the essential skills to become effective and successful salespeople.

Key Components of Instructional Methodology:

1. Project-Based Learning:
   • Real-World Scenarios: You will engage in projects that simulate real-world sales environments. These projects will help you apply theoretical concepts to practical situations, preparing you for the challenges you will face in your sales career.
   • Semester Project: You will develop a pitch over the course of the semester to better refine your ability as a salesperson. This project will be a culmination of the skills learned in our course.
2. Critical Thinking:
   • Case Studies: We will analyze and discuss various case studies to develop your critical thinking skills. You will learn to identify key issues, evaluate different solutions, and make informed decisions.
   • Problem-Solving Exercises: Through problem-solving exercises, you will practice developing creative and effective solutions to complex sales challenges.
3. Ethical Business Practices:
   • Ethics Modules: Our course will include dedicated sections on ethical selling practices. You will explore the importance of ethics in sales, learn how to handle ethical dilemmas, and understand the long-term benefits of maintaining integrity in your sales career.
   • Ethics Discussions: You will participate in discussions as a class that challenge your views and prompt you to consider the many facets of ethics in sales. These activities will help you develop the ability to navigate ethical challenges in real-world sales scenarios.
4. Skill Development:
   • Sales Techniques Workshops: Hands-on workshops will focus on essential sales techniques such as prospecting, presenting, negotiating, and closing deals. You will have the opportunity to practice these techniques and receive constructive feedback.
   • Guest Speakers and Industry Experts: We will invite guest speakers and industry experts to share their insights and experiences. These sessions will provide you with valuable industry knowledge and networking opportunities.
5. Assessment and Feedback:
   • Continuous Assessment: Your progress will be assessed continuously through a combination of individual assignments, presentations, and class discussions.
   • Constructive Feedback: You will receive regular feedback on your performance, helping you to identify areas for improvement and build on your strengths. Grades are a way for me to guide your learning, so please take note of feedback.

By integrating these components, my instructional methodology aims to provide a comprehensive learning experience that equips you with the knowledge, skills, and ethical grounding needed to excel in the field of sales. I look forward to guiding you on this journey and helping you achieve your academic and professional goals.

DISTANCE EDUCATION

Online (ONL) Distance Education courses are designed for anyone, who has scheduling problems, work-schedules that conflict with normal class times, or any reason they may have. Some students are concerned about the transferability or status of ONL courses. The course content, college credit and transferability are equivalent to those offered in the classroom.  

The same material will be covered as a regular class. Students must have access to the Internet and an email account. The primary framework for instruction is the Internet. The Interactive capabilities such as email and listserv, access to library on-line, office hours, discussion forums, facilitate student to instructor communication. This asynchronous learning allows students who have other responsibilities to participate in course offerings. Being able to send a message to the instructor at any time, instead of traveling to the campus during the instructor's posted office hours, makes it possible for those who have limited or no time beyond the normal class time to talk to the instructor.

Course content is delivered in the Blackboard learning management system. The syllabus, assignments, core course information, announcements, structured student activities, and discussion information are all located in Blackboard. Students will view web pages, send and receive email, download and upload files using ACC’s Blackboard system. Tests will be taken on-campus in the Testing Centers. Testing center information is located at http://www.austincc.edu/testctr/.

GRADING SYSTEM

This course will be graded out of 1,000 points. Your final grade average is based on the total number of points earned in the class.

Grading Scale (Course Total 1,000 Points Possible)

900-1000 A

800-899.99 B

700-799.99 C

600-699.99 D

less than 600 F

Graded Deliverables

Quizzes | 17 chapter quizzes, 5 questions, 4 points per question 340 points

Discussions | 8 discussions, 20 points per discussion 160 points

Assignments | 3 assignments, 50 points per assignment 150 points

Course Project | Multi-part project 350 points

Total 1,000 points

*”rounding up” is at the sole discretion of the instructor

DEPARTMENTAL COURSE/CLASS POLICIES

Departmental policies for Incompletes, Attendance, and Withdrawal are as follows:

Incomplete Policy:  An incomplete (I) will be granted to a student in rare circumstances.  Generally to receive a grade of I, a student must have completed all examinations and assignments to date, be passing, and have personal circumstances that prevent course completion that occur after the deadline to withdraw with a grade of W.

Attendance Policy:  This class is online and asynchronous. No attendance in person is required. Deliverable due dates are nonnegotiable.

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 third 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 six 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.

REQUIRED TEXTS/MATERIALS/SOFTWARE

Selling: Building Partnerships, 11th Edition, by Castleberry (ISBN 9781260682953)

Overview of the selling process. Identification of the elements of the communication process between buyers and sellers and examination of the legal and ethical issues of organizations which affect salespeople.

Common Course Learning Objectives/Outcomes

1. Understand selling and salespeople and learn how to build partnering relationships.
2. Discuss ethical and legal issues in selling.
3. Analyze buying behavior
4. Analyze prospecting, planning the sales call, making the sales call, presentation skills, and how to respond to objectives.
5. Understand how to build long-term partnerships.
6. Analyze formal negotiation procedures and selling to resellers.
7. Learn how to be a manager.
8. Discuss how to manage your sales career.
9. Chapter objectives that appear in the text.

https://docs.google.com/document/d/1UJudVj9weOrFFeBql1JxahHXTO0mMIzq/edit?usp=sharing&ouid=100028351664228810196&rtpof=true&sd=true