COURSE OUTLINEMAMT-101 Sales and Sales Management 3 Semester HoursHOWARD COMMUNITY COLLEGEDescriptionThis course deals with the various factors associated with selling and managing a sales force. The course will cover a range of topics including: communications in selling, marketresearch, persuasion, prospecting, and motivation and supervision of salespeople. Considerable class time will be devoted to written and verbal sales presentations. Classes willbe conducted by lecture, case studies, role playing, and personal experience input by students.Where possible, films, videos, and guest lecturers will be utilized. (3 hours weekly)Overall Course ObjectivesUpon successfully completing this course, the student should be able to: 1. Identify career opportunities available in selling and related fields. 2. Develop a relationship strategy through an understanding of the communicationprocess. 3. Locate information necessary for analyzing products. 4. Develop a product selling strategy. 5. Explain some of the elements which influence consumer behavior. 6. Develop a customer strategy. 7. Prepare and demonstrate a sales presentation. 8. Describe the elements necessary for acquiring and managing a sales force. 9. Some of the methods used to motivate, compensate and organize an effective salesforce.10. Explain the role of technology to the future of selling, especially in the area oftelemarketing.- 2 -Major TopicsI. Personal Selling and the Marketing conceptII. Communication in building a selling strategyIII. Product StrategyIV. Customer StrategyV. Presentation StrategyVI. Managing a Sales ForceVII. Telemarketing and the Future of Personal SellingCourse RequirementsGrading/exams Grading procedures will be determined by the individual faculty memberbut will generally include:• Several exams• Participation in case studies and other classroom projects• At least one major oral sales presentationWriting: Specific writing assignments will be determined by the individual facultymember but will include the design of a sales presentation.Other Course InformationThis course meets the requirements for a business elective.This course would be useful for anyone currently in a selling profession or seeking a career ina selling profession.REVISED: