MKT 120 Syllabus
MKT 120 Consultative Sales/Customer Relations
Course Description
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.
Required Materials
There are no materials to purchase. All books, articles, case studies, and reference materials provided in I-Learn.
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. BYU-I students may download and install the Microsoft Office Suite for free by visiting the University Store's Technology left.
Assessment and Grading
| Activity Type | Points |
Approximate % of Overall Grade |
|---|---|---|
|
Prepare:
|
65 | 13% |
|
Teach One Another:
|
185 | 38% |
|
Ponder:
|
165 | 34% |
|
Prove:
|
75 | 15% |
|
TOTAL |
490 | 100% |
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% |
Course Policies
- This is a 3-credit course; therefore, you are expected to spend 9-12 hours each week on this course.
- Remember, in an online course, regular and sustained attention is critical.
- Generally due dates are midweek, later in the week, and end of 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 successful completion of your assignments.
- Successful salespeople always arrive early. In an online class, you 'arrive early' by submitting work before the deadline.
- 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 you submit at 5:00 p.m.
- Therefore, late work is not accepted.