Spring Online

Principles of Sales

BMT 230--Four Quarter Hours

Brian R.  Hoyt
Brasee Hall 204 B
Ohio University--Lancaster Campus
654-6711, 252
hoyt@ohiou.edu

Please refer to the complete final course syllabus available on the course Website once the course begins.

Course
Description

Policies and procedures pertaining to planning sales effort and control of sales operations. Personality development and role of selling in society, careers, and psychology and philosophy as related to selling.

Prerequisites

None but Intro to Marketing is recommended.

Methods of Course Instruction

All course content is presented on the World Wide Web; e-mail is used for submission of assignments, as well as for the instructor's evaluation and comments.

Course Objectives

  1. To expose students to Sales and marketing resources

  2. To provide an opportunity for students to experience the sales planning process

  3. To provide opportunity for students to exhibit specific business research skills

  4. To demonstrate presentation, reporting, and facilitation abilities

  5. To increase understanding of project management skills through business project completion

  6. Expose students to business technology web-based platforms and applications

General Course Requirements

  1. Lesson .... .200 pts Due end of wk1             

  2. Lesson II..200 pts-Due end of wk2                

  3. Lesson III.......200 pts  Due end of wk 3      

  4. Lesson IV … 200 pts  Due end of wk 4

  5. Lesson  V (including final exam)…….200 pts    Due end of wk 5

Materials

Required

Text(s)

Manning, G. and Reece, B.  Selling Today, 10th edition Prentice Hall.

ISBN 0-13-186683-4 or 10-0132221772 (note: This text includes a CD.  The CD includes ACT Sales Software that will part of the work required in this course).  Students are responsible for obtaining access to this software (from online sources or CD) even if they purchase a used text.  There are several earlier versions out that are not very old (9th edition) and very close to newest edition.  If students purchase a used 9th edition they must also access the ACT software and are responsible for any differences between the editions…I will not be “translating” between editions.

Additional or Optional Materials
Other readings as assigned


Note: The books for the course are in stock at College Bookstore, (740) 594-3505. Click here for online ordering.

Exams
Requirements

1 exam - No proctoring required

How are exams to be taken: Online

Date of Exam
TBA

Call the Ohio University Online Staff at 1-888-551-6446 if you have questions about this course or the enrollment process.


Call the education counselors in Lifelong and Distance Learning at (740) 593-2910 for information about online degree opportunities from Ohio University.