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.
    1. Select Install Office (located upper-right corner).
    2. When it is done downloading, you are ready to go to work.

Structure

Course Outcomes (CO)

  1. Integrate "Act As If" principles to develop proper selling attitude awareness.
  2. Identify career opportunities in the selling field.
  3. Apply selling skills (Dress for Success, Art of Conversation, Effective Listening) to develop presentation and selling ability.
  4. 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