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Essential Objectives

Web Schedule Spring 2021

Revision Date: 31-Dec-20

Fundamentals of Selling

Semester Dates: Last day to drop without a grade: 02-15-2021 - Refund Policy
Last day to withdraw (W grade): 03-28-2021 - Refund Policy
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Course Description:

Exposes students to the various aspects of sales and product promotion. Topics include relationship selling, product promotion, customer service, the sales cycle and strategies for closing the sale.

Essential Objectives:

1. Analyze sales data and draw conclusions from reported statistics.
2. Solve hypothetical sales and promotion problems.
3. Formulate a complete sales plan in a retail setting.
4. Present a sales proposal to the course instructor.
5. Understand the impact of nonverbal communication in the sales cycle.
6. Explain the basis for relationship selling techniques.
7. Identify employment opportunities in the field of sales.


· Small-group and whole-class discussion

· Mini-lecture

· Small group activities, including games and simulations

· writing assignments

· Extra-credit quizzes

· Mid-term and final exams

· Research project of the student's choosing

Evaluation Criteria:

Attendance/Participation 15%

Papers 25%

Midterm 10%

Final 10%

Research Paper 30%

Group Presentation 10%

*attendance/participation is awarded by attending each class session and participating in discussion among students and instructor

*papers include Current Events & other assignments

Grading Criteria:

A+ = 100-97%

A = 96-93%

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 = 59-0%


Spring 2021 textbook data will be available on December 2. On that date a link will be available below that will take you to eCampus, CCV's bookstore. The information provided there will be for this course only. Please see this page for more information regarding the purchase of textbooks.


The last day to use a Financial Aid advance to purchase textbooks is the 3rd Tuesday of the semester. See your financial aid counselor at your academic center if you have any questions.

Attendance Policy:

Your attendance/participation grade is reduced for each class missed. Tardiness/Early departure (not designated by the instructor) will also count toward attendance/participation and may result in an overall grade reduction. Absence from 3 or more classes will result in failure of the class (and no credit received)

Accessibility Services for Students with Disabilities: CCV strives to mitigate barriers to course access for students with documented disabilities. To request accommodations, please

  1. Provide disability documentation to the Accessibility Coordinator at your academic center.
  2. Request an appointment to meet with accessibility coordinator to discuss your request and create an accommodation plan.
  3. Once created, students will share the accommodation plan with faculty. Please note, faculty cannot make disability accommodations outside of this process.

Academic Honesty: CCV has a commitment to honesty and excellence in academic work and expects the same from all students. Academic dishonesty, or cheating, can occur whenever you present -as your own work- something that you did not do. You can also be guilty of cheating if you help someone else cheat. Being unaware of what constitutes academic dishonesty (such as knowing what plagiarism is) does not absolve a student of the responsibility to be honest in his/her academic work. Academic dishonesty is taken very seriously and may lead to dismissal from the College.

Course description details subject to change. Please refer to this document frequently.

To check on space availability, choose Search for Classes.

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