Marketing 205 - Consumer Selling Strategies
Instructor: Julie Ann Brown, M.P.P.A./M.B.A. (Chair of Finance/International Business/Marketing)
College Telephone Number: 805-965-0581 ex.3599
Office Hours: Monday and Wednesday 7:00 – 8:00 AM; Monday: 5:15 – 8:15 PM
Facebook Username: Julie Ann Brown
Email: brownjul@sbcc.edu
Twitter: Professorjul
Instructor’s Entrepreneurial Website:
http://www.holycards.com/
http://www.alindaoftheloch.com/
http://www.archivalart.com/
www.julieannbrown.com
Required Textbook: ABC’s of Relationship Selling – Bring Textbook to EVERY class or 40 points take off each exam score.
Electronic devices are permitted during class for access to social media.
Course Description: Study of the principles of sales and customer service. How the differences between buyers and sellers impact sales, purchasing and service decisions. Also briefly reviews the use of marketing research methods.
Skills Advisories: Eligibility for English 110 or 110HR
Course Objectives: Upon successful completion of this course, the student will be able to:
Student Learning Outcomes:
MKT205 SLO1 - Identify the components of a successful sales process implementation.
MKT205 SLO2 - Analyze and explain the implementation of the Golden Rule in traditional and non-traditional sales environments.
MKT205 SLO3 - Explain the basic implementation of sales theory as it relates to both non-profit and profit organizations.
Course Content and Scope:
Methods of Instruction: In addition to lectures, videos and guest speakers, instruction will involve the class in cooperative learning environments. Students will participate in individual and group discussions and participation. Students will be required to work as team group members and submit individual as well as group projects.
Required Assignments: In addition to reading the text, the student will be required to read and understand business material as reported in current business information formats. Students will conduct primary and secondary source research using traditional as well as electronic methods. Additionally students will be required to create a term project, which will demonstrate understanding of and use of sales and selling methods.
Method of Evaluation:
Open Book/Notes/Guest Speaker Class Participation Exams - 50%: It is important to purchase the book by the beginning of the second week of class. Without the CURRENT edition of the book you will not be able to take any class participation exams. Therefore, your score will be a zero. It is necessary to bring in your textbook to each class along with loose leaf paper and a working pen. I also suggest you purchase a small stapler. At the end of many of our classes will ask you (and sometimes you and a partner) to work on answering material covered in your readings or lecture. There are NO MAKE-UPS on this project, however you may drop two of your lowest scores or miss two of these assignments and your grade will not be effected (I have found that with emergencies or illnesses, students generally miss two classes.) These papers will be read by not just me, but with my officially assigned class reader. As you have all the tools with you, you are expected to achieve the highest grade possible on these “class participation” essay exams.” This assignment is a critical and creative thinking assignment. If you are to really KNOW and access marketing you must know how the material is practically applied for you as an individual or for any organization you create or work with.
During class we have guest speakers (or I will have a case study based on my interviews with them) who have achieved success in their careers by implementing the fundamental values of marketing in their own professional lives. This is evidently reflected by their own academic and career successes. These individuals have been able to balance humility, ambition, and passion with their marketing knowledge to create value for others through the tangible and intangible products they market. They have the two most valuable traits regarding every successful marketer which is the ability to establish relationships and effectively communicate across diverse platforms.
Make certain you have your laptop or paper for notes. All lecture material related to class lecture content or current marketing case studies is eligible for testing.
Group Facebook Project and Oral Presentations 20% Students: will be placed in groups based on the alphabet during the first week of class. There will be six of you in each group and you are not permitted to change groups. Your group may shrink to four students, if it has less members than four, you and other members will be added to other small groups.
Each group will create a corresponding Facebook group by the end of the second week. You are to invite me to join the group.
Your group will create a logo and a name to put on your Facebook page. This is due by the end of the second week. By the end of the third week, your group must have created a group introductory video and it should be added to your FACEBOOK group page.
Your group members will create individual Twitter and Linked In accounts. You will put your individual links on your group Facebook page by the end of week four.
Your group will be working on our class semester project which is a Fashion Show. This semester it will be held on the Friday night of International Week. Make certain that when I give you the date, you will not be out of town or working.
Each group will be MODELS in the FASHION SHOW and your GROUP must select a THEME that will offer a great product to your TARGET AUDIENCE. You will be using your own creativity to create you theme and the clothing you will be wearing. Each of you will be writing your own description in third person and it will be put up on your FACEBOOK Group Page for the group and I to review prior to your printing it and using it during the show. A large portion of the proceeds will go to our Marketing student official non-profit in Rwanda that helps genocide handicapped victims learn skills to survive without begging. The Marketing Club (you can join it if you wish) puts on the “logistics” of the show and uses part of the proceeds for the club and the covering of costs. Your group will be promoting the International Fashion Flair Event with your Twitter account and with the creation of a group event page on Facebook. Your group will be making a second video prior to the Fashion Show to promote the event and share what your group will be wearing.
Criteria for Grading All Assignments and Class Activities
1) Clarity of writing and thought
2) Factual Accuracy of writing and thought
3) Validation of views using current theoretical & empirical literature
4) Creativity of thought
5) Synthetic nature of thought and writing
6) Completion of assignments on due dates
7) Personalization of course content
8) Contribution to other class members' learning, knowledge, & growth
Midterm Examination 20%: Take Home Exam
Final Examination 10%: You will bring in your book and a blue book to complete five essay questions worth 10 points each.
Personal Responsibility: You need to come on time. Coming late disrupts a class already in progress. It’s up to you to attend each week. If you start having time management problems, or start to fall behind in the class, please contact me as soon as possible. But please remember: There’s no way to make up missed discussions or quizzes, no way to make up a midterm, and no extra credit. More than three unexcused absences make you eligible to be dropped.
Campus Safety Regulations: No children or pets are allowed in the classroom or our labs, and you should not bring children or pets and leave them unsupervised on campus. Please don't bring bicycles, scooters, skateboards, or other forms of transportation into the classroom or labs, or park them outside our rooms. They constitute a safety hazard to other students.
Conduct in Our Classroom: Our classroom is a learning community. Within the classroom, I want to make sure everyone has a chance to participate in the learning process without distraction or annoyance. Electronic devices are permitted during class for access to social media.
If you distract other students by your behavior, or distract me from teaching the class, I can and will ask you to leave, per the policy on Student Conduct at:http://www.sbcc.edu/boardoftrustees/files/policies/AP%205231%20Standards%20of%20Student%20Conduct.pdf
Academic Honesty: SBCC does not tolerate cheating or plagiarism. If you intend to cheat or plagiarize, you will receive an instant “F” for the class. Policy:http://www.sbcc.edu/boardoftrustees/files/policies/AP%205231.6%20Academic%20Integrity.pdf
Provisions for Students with Disabilities: I will accommodate all requests for assistance, extra time, etc. but only after written notification from Disabled Student Programs and Services (DSPS). Based on their review and recommendations, I will help you in every way I can.
DSPS has asked us to include the following in all syllabi:
SBCC students with disabilities who are requesting accommodations for classes, college activities or tests should use the following SBCC procedure. (NOTE: This also includes students who are requesting to bring service animals into classes. This procedure also includes requests to bring into classes personal service attendants who are not SBCC employees.)
[1] Contact Disabled Student Programs and Services (DSPS).
[2] Submit documentation of your disability to the DSPS office.
[3] Communicate with a DSPS counselor regarding options for services and accommodations.
[4] Reach written accommodation agreement with the DSPS counselor and your instructor.
SBCC requests you complete this process at least ten working days before your accommodation is needed, in order to allow DSPS staff time to provide your accommodation.
Contact: DSPS office (805) 965-0581 x 2364, SS Building, room 160, dspshelp@sbcc.edu
College Telephone Number: 805-965-0581 ex.3599
Office Hours: Monday and Wednesday 7:00 – 8:00 AM; Monday: 5:15 – 8:15 PM
Facebook Username: Julie Ann Brown
Email: brownjul@sbcc.edu
Twitter: Professorjul
Instructor’s Entrepreneurial Website:
http://www.holycards.com/
http://www.alindaoftheloch.com/
http://www.archivalart.com/
www.julieannbrown.com
Required Textbook: ABC’s of Relationship Selling – Bring Textbook to EVERY class or 40 points take off each exam score.
Electronic devices are permitted during class for access to social media.
Course Description: Study of the principles of sales and customer service. How the differences between buyers and sellers impact sales, purchasing and service decisions. Also briefly reviews the use of marketing research methods.
Skills Advisories: Eligibility for English 110 or 110HR
Course Objectives: Upon successful completion of this course, the student will be able to:
- Compare and contrast customer and seller relationships as they relate to time, place and ownership utility.
- Analyze and explain the consumer decision-making process and the corresponding strategies used simultaneously by sellers.
- Compare and contrast the buying behavior of individuals within both traditional and non-traditional segmented target markets.
- Explain the attitudes, knowledge, self-concept and experiences that affect consumers and sellers.
- Demonstrate how a market research project is conducted and how outcomes affect the solution of business problems.
Student Learning Outcomes:
MKT205 SLO1 - Identify the components of a successful sales process implementation.
MKT205 SLO2 - Analyze and explain the implementation of the Golden Rule in traditional and non-traditional sales environments.
MKT205 SLO3 - Explain the basic implementation of sales theory as it relates to both non-profit and profit organizations.
Course Content and Scope:
- Customer and Seller Relationships
- Target Market Profiling
- Utility Concept
- Customer Satisfaction
- Technology in Market Research
- Sales Territories
Methods of Instruction: In addition to lectures, videos and guest speakers, instruction will involve the class in cooperative learning environments. Students will participate in individual and group discussions and participation. Students will be required to work as team group members and submit individual as well as group projects.
Required Assignments: In addition to reading the text, the student will be required to read and understand business material as reported in current business information formats. Students will conduct primary and secondary source research using traditional as well as electronic methods. Additionally students will be required to create a term project, which will demonstrate understanding of and use of sales and selling methods.
Method of Evaluation:
Open Book/Notes/Guest Speaker Class Participation Exams - 50%: It is important to purchase the book by the beginning of the second week of class. Without the CURRENT edition of the book you will not be able to take any class participation exams. Therefore, your score will be a zero. It is necessary to bring in your textbook to each class along with loose leaf paper and a working pen. I also suggest you purchase a small stapler. At the end of many of our classes will ask you (and sometimes you and a partner) to work on answering material covered in your readings or lecture. There are NO MAKE-UPS on this project, however you may drop two of your lowest scores or miss two of these assignments and your grade will not be effected (I have found that with emergencies or illnesses, students generally miss two classes.) These papers will be read by not just me, but with my officially assigned class reader. As you have all the tools with you, you are expected to achieve the highest grade possible on these “class participation” essay exams.” This assignment is a critical and creative thinking assignment. If you are to really KNOW and access marketing you must know how the material is practically applied for you as an individual or for any organization you create or work with.
During class we have guest speakers (or I will have a case study based on my interviews with them) who have achieved success in their careers by implementing the fundamental values of marketing in their own professional lives. This is evidently reflected by their own academic and career successes. These individuals have been able to balance humility, ambition, and passion with their marketing knowledge to create value for others through the tangible and intangible products they market. They have the two most valuable traits regarding every successful marketer which is the ability to establish relationships and effectively communicate across diverse platforms.
Make certain you have your laptop or paper for notes. All lecture material related to class lecture content or current marketing case studies is eligible for testing.
Group Facebook Project and Oral Presentations 20% Students: will be placed in groups based on the alphabet during the first week of class. There will be six of you in each group and you are not permitted to change groups. Your group may shrink to four students, if it has less members than four, you and other members will be added to other small groups.
Each group will create a corresponding Facebook group by the end of the second week. You are to invite me to join the group.
Your group will create a logo and a name to put on your Facebook page. This is due by the end of the second week. By the end of the third week, your group must have created a group introductory video and it should be added to your FACEBOOK group page.
Your group members will create individual Twitter and Linked In accounts. You will put your individual links on your group Facebook page by the end of week four.
Your group will be working on our class semester project which is a Fashion Show. This semester it will be held on the Friday night of International Week. Make certain that when I give you the date, you will not be out of town or working.
Each group will be MODELS in the FASHION SHOW and your GROUP must select a THEME that will offer a great product to your TARGET AUDIENCE. You will be using your own creativity to create you theme and the clothing you will be wearing. Each of you will be writing your own description in third person and it will be put up on your FACEBOOK Group Page for the group and I to review prior to your printing it and using it during the show. A large portion of the proceeds will go to our Marketing student official non-profit in Rwanda that helps genocide handicapped victims learn skills to survive without begging. The Marketing Club (you can join it if you wish) puts on the “logistics” of the show and uses part of the proceeds for the club and the covering of costs. Your group will be promoting the International Fashion Flair Event with your Twitter account and with the creation of a group event page on Facebook. Your group will be making a second video prior to the Fashion Show to promote the event and share what your group will be wearing.
Criteria for Grading All Assignments and Class Activities
1) Clarity of writing and thought
2) Factual Accuracy of writing and thought
3) Validation of views using current theoretical & empirical literature
4) Creativity of thought
5) Synthetic nature of thought and writing
6) Completion of assignments on due dates
7) Personalization of course content
8) Contribution to other class members' learning, knowledge, & growth
Midterm Examination 20%: Take Home Exam
Final Examination 10%: You will bring in your book and a blue book to complete five essay questions worth 10 points each.
Personal Responsibility: You need to come on time. Coming late disrupts a class already in progress. It’s up to you to attend each week. If you start having time management problems, or start to fall behind in the class, please contact me as soon as possible. But please remember: There’s no way to make up missed discussions or quizzes, no way to make up a midterm, and no extra credit. More than three unexcused absences make you eligible to be dropped.
Campus Safety Regulations: No children or pets are allowed in the classroom or our labs, and you should not bring children or pets and leave them unsupervised on campus. Please don't bring bicycles, scooters, skateboards, or other forms of transportation into the classroom or labs, or park them outside our rooms. They constitute a safety hazard to other students.
Conduct in Our Classroom: Our classroom is a learning community. Within the classroom, I want to make sure everyone has a chance to participate in the learning process without distraction or annoyance. Electronic devices are permitted during class for access to social media.
If you distract other students by your behavior, or distract me from teaching the class, I can and will ask you to leave, per the policy on Student Conduct at:http://www.sbcc.edu/boardoftrustees/files/policies/AP%205231%20Standards%20of%20Student%20Conduct.pdf
Academic Honesty: SBCC does not tolerate cheating or plagiarism. If you intend to cheat or plagiarize, you will receive an instant “F” for the class. Policy:http://www.sbcc.edu/boardoftrustees/files/policies/AP%205231.6%20Academic%20Integrity.pdf
Provisions for Students with Disabilities: I will accommodate all requests for assistance, extra time, etc. but only after written notification from Disabled Student Programs and Services (DSPS). Based on their review and recommendations, I will help you in every way I can.
DSPS has asked us to include the following in all syllabi:
SBCC students with disabilities who are requesting accommodations for classes, college activities or tests should use the following SBCC procedure. (NOTE: This also includes students who are requesting to bring service animals into classes. This procedure also includes requests to bring into classes personal service attendants who are not SBCC employees.)
[1] Contact Disabled Student Programs and Services (DSPS).
[2] Submit documentation of your disability to the DSPS office.
[3] Communicate with a DSPS counselor regarding options for services and accommodations.
[4] Reach written accommodation agreement with the DSPS counselor and your instructor.
SBCC requests you complete this process at least ten working days before your accommodation is needed, in order to allow DSPS staff time to provide your accommodation.
Contact: DSPS office (805) 965-0581 x 2364, SS Building, room 160, dspshelp@sbcc.edu
