Frostburg State University

School of Business


Course Syllabus Spring 2001


Principles of Selling


BUAD 365.001 Tuesday and Thursday 11:00 to 12:15


Instructor:††††††††††††††††† JoAnna Burley Shore, M. Ed.

Office:†††††††††††††††††††††††† Framptom Hall 316

Phones:†††††††††††††††††††††† 301-687- 4735 & Secretary at 301-687-4008

Office Hours: †††††††††† Monday, Wednesday, & Friday 8:00 to 9:00 & Tuesday 8:00 to 10:00

Also by appointment




Text: Selling Today Building Quality Partnerships, by Manning and Reece, 8th Edition, Prentice Hall 2000.

Skills Required: Good Communication Skills for Presentations and Role Plays

Perquisites: BUAD 361


Course Description and Objectives:


††††††††††† This course will introduce the student to the fundamentals of selling which include the selling process from pre-approach to post sale service.The purpose of the course is to teach students the techniques of professional selling.It will involve the application of sells theory and techniques for both products and services.

††††††††††† Further, an objective of the course is to demonstrate that anyone can be successful in sales if they have the proper tools, applies them properly at the right time, and analyzes their effectiveness.Selling is the craft of satisfying the customerís needs so that a client relationship of partnership is developed between the salesperson and the customer.

††††††††††† This course is focused on identifying, explaining, and applying the tools salespeople use to locate customers, identify their needs, offer solutions to their problems, overcome any sales resistance, close the sale, and build a relationship.The class will consist of lectures, class discussions, and exercises.


Final Grade:


††††††††††† Exam (4 worth 50 points each)†††††††††††† 200

††††††††††† Final (Comprehensive)††††††††††††††††††††††††† 100

††††††††††† Attendance and Participation (Role Plays)†††††††† 75

††††††††††† Projects and Assignments†††††††††††††††††††††††††††††††† 50

††††††††††† ††††††††††††††††††††††††††††††††††† Total Points††††††††††††††††† 425





Exams and Final:


††††††††††† Exams will be comprised of Multiple Choice, short answer, and True/false questions.You will have 4 Exams and a Final.The final will be given during finals week ONLY.


Date of Final:Monday, May 21 at 8:00 to 10:30Room 302


Attendance and Participation:


††††††††††† In order to participate, you must be present, which is why attendance is mandatory.Due to the nature of this class participation is voluntary, however, you will be expected to participate in role-plays and any other activity that takes place.Attendance will be taken and a seating chart may be produced for this reason.You are permitted no more than two absences (excused or otherwise), after which 5 points will be deducted from your participation and attendance grade for each additional absence.


Extra Credit:


††††††††††† Will not be given on an individual basis!


Course Policies:


        NO make up exams

        You are responsible for anything assign I assign

        Cheating will not be tolerated

        No food in class, however, drinks are okay

        If you are presenting business attired is required (Yes, gentlemen this means a suit)

        No hats in class PERIOD!


Disruptive Behavior:


The University will not tolerate disorderly or disruptive conduct which substantially threatens, harms, or interferes with university personnel or orderly university processes and functions.Disruptive behavior includes indecent exposure, lewd behavior, bomb threats, false fire alarms and other actions which disrupt normal university functions, activities and processes.A faculty member may require a student to leave the classroom when his/her behavior disrupts the learning environment of the class.A student found responsible for disruptive behavior in the classroom may be administratively withdrawn from the course.


Academic Dishonesty


Academic dishonesty is defined to include any form of cheating and/or plagiarism.Cheating includes, but is not limited to such acts as stealing or altering testing instruments; falsifying the identity of persons for any academic purpose; offering, giving or receiving unauthorized assistance on an examination, quiz or other written or oral material in a course; or falsifying information on any type of academic record.Plagiarism is the presentation of written or oral material in a manner which conceals the true source of documentary material; or the presentation of materials which uses hypotheses, conclusions, evidence, data, or the like, in a way that the student appears to have done work which he/she did not, in fact, do.In cases involving academic dishonesty, a failing grade or a grade of zero (0) for either an assignment and/or a course may be administered.Students who are expelled or suspended for reasons of academic dishonesty are not admissible to other institutions within the University System of Maryland.Suspension or expulsion for academic dishonesty is noted on a student's academic transcript.


NOTE:††† It is the policy of the Department of Business Administration that any student found to be guilty of Academic Dishonesty will receive, as a minimum, a grade of "F" for the course and will be forbidden to enroll in any business classes for a period of not less than 1 calendar year.(Courses taken at another institution during this period will not transfer to our program).