Course Syllabus
MKT 120 Consultative Sales/Customer Relations
Overview
Note: This course code has changed from B 120 to MKT 120. You may occasionally see references to the old course code or title.
This beginning course is designed to introduce you to the benefits of persuasive selling and building relationships. Skills learned and practiced will benefit you for a lifetime because they are directly applicable to many facets of your life. Self-confidence will increase as a result of the opportunity to practice the skills of persuasive presentations. This course also provides an opportunity for you to explore the possibility of a career in sales, but will benefit you in any career path.
Requirements
Textbooks
Resource Title/Description (books, software, etc.) |
Author/Provider | Ed./Vol. | 13-Digit ISBN (if applicable) | Available As | |
---|---|---|---|---|---|
Challenger Sales |
Dixon, Matthew Adamson, Brent |
2011 | 9781591844358 | Required | Auto-Access |
How To Win Friends and Influence People |
Carnegie, Dale |
9788007014169 | Recommended | Free through the library but with limited access |
You will need standard computer equipment for BYU-Idaho online courses including a webcam, camera, or a computer with a built-in camera and microphone to record 6 sales presentations. You will also need access to a smartphone.
Microsoft Office
You must submit your assignments as Microsoft Word documents. Acceptable file formats are .doc, .docx or .pdf.
- If you do not already have access to Microsoft Office products, you can get the Office 365 version for free with your BYUI student account.
- Go to portal.office.com and choose your BYUI email account. NOTE: Using your BYUI email lets you download for free.
- Select Install Office (located upper-right corner).
- When it is done downloading, you are ready to go to work.
Structure
Course Outcomes (CO)
- Integrate "Act As If" principles to develop proper selling attitude awareness.
- Identify career opportunities in the selling field.
- Apply selling skills (Dress for Success, Art of Conversation, Effective Listening) to develop presentation and selling ability.
- Recognize the steps in the Buying Cycle and Selling Cycle and develop the skills to present in each area of the cycle.
Major Assignments
The table below is meant to help you see the relevance of each major assignment as it pertains to the course outcomes (CO).
Major Assignments | Description | CO# |
---|---|---|
Presentations | Presentation peer critiques | 1, 3, 4 |
Essay | Ponder and Prove writing assignment | 1, 3, 4 |
Weekly Patterns
The table below displays typical weekly activities, due dates, and activity descriptions.
Due Date* | Learning Model | Activity Title | Description |
---|---|---|---|
Midweek | Prepare | Quiz | Reading Quizzes |
Midweek | Teach One Another | Discussions | Discussion Boards |
End of Week |
Ponder and Prove |
Activity | varies |
End of Week |
Ponder and Prove |
Presentation | Presentations to the class with Peer Reviews |
End of Week | Ponder and Prove | Essay | Letter to demonstrate the week's learning |
*Set your time zone within user preferences so the dates and times for course activities will display correctly for your time zone.
Learning Model
As with all of your other courses at BYU-Idaho, you will have the opportunity to prepare intellectually and spiritually throughout this course. This course follows the BYU-Idaho Learning Model and will give you several opportunities to teach others in the class and occasionally share learning and teaching moments with others outside of class. You will also be given opportunities to reflect on what you are learning.
Expectations
Feedback
You can expect to receive grades and feedback within 7 days of the due date for all assignments.
Workload
- Please remember you will need to be able to devote 3–4 hours of time for every course credit, or 9–12 hours weekly. Budget your time wisely.
- Generally, due dates are midweek and end of the week.
- It is your responsibility to check the course calendar for due dates and times specific to your time zone.
- Schedule your study time throughout the week to ensure the successful completion of your assignments.
- Successful salespeople always arrive early. In an online class, you "arrive early" by submitting work before the deadline.
Group Work
Discussion boards and presentations to group members will be conducted weekly. In sales, you need to be able to work with others on a continual basis so you will model the ability to work with others each week.
Late Work
Late work is not accepted. This course teaches students to be successful salespeople. There is no late in sales. For instance, if an RFP has a 4:00 p.m. deadline, it is not considered if submitted at 5:00 p.m. Everything you do is part of their brand. Successful salespeople always arrive early. So, you are encouraged to follow this pattern of success by arriving early and submitting before the deadline.
Grading Scale
Grading Scale (total points earned divided by total points possible)
Letter Grade | Percentage Range |
---|---|
A | 100% –93% |
A- | 92% – 90% |
B+ | 89% – 87% |
B | 86% – 83% |
B- | 82% – 80% |
C+ | 79% – 77% |
C | 76% – 73% |
C- | 72% – 70% |
D+ | 69% – 67% |
D | 66% – 63% |
D- | 62% – 60% |
F | 59% – 00% |
University Policies
Students with Disabilities
Brigham Young University-Idaho is committed to providing a working and learning atmosphere that accommodates qualified persons with disabilities. If you have a disability and require accommodations, please contact the Disability Services Office at (208) 496-9210 or visit their website and follow the Steps for Receiving Accommodations. Reasonable academic accommodations are reviewed for all students who have qualified documented disabilities. Services are coordinated with students and instructors by the Disability Services Office.
This course may require synchronous meetings. If you are currently registered with the Disability Services Office and need an interpreter or transcriber for these meetings, please contact the deaf and hard of hearing coordinator at (208) 496-9219.
Other University Policies
Student Honor and Other Policies
Please read through the document called University Policies. It gives important information about the following topics:
- Student Honor
- Academic Honesty
- Student Conduct
- Sexual Harassment
- Student with Disabilities
- Complaints and Grievances
- Copyright Notice
Go to the Student Resources module to review further resources and information.
Course Summary:
Date | Details | Due |
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