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PRINCIPLES OF SELLING, Business 3125 – 35339
CUNY – Brooklyn College
Department of Business Management
FALL 2022

Instructor: Dr. Ngoc Cindy Pham

Email: NgocCindy.Pham@brooklyn.cuny.edu

Class Dates & Times: MW 2:15PM – 3:30PM (except holidays)

Location: 206 WH

Office Telephone: 718-951-5000 x 3487

Office Hours: Thurs 2:00 – 5:00 pm or by appointment

Office: Whitehead Hall R 506b

COURSE DESCRIPTION

Overview of the selling process. Identification of the elements of the communication process between buyers and sellers. Examination of the legal and ethical issues of organizations that affect salespeople.

Prerequisite: BUSN 3100

COURSE OBJECTIVES:

  1. Define the selling process and its application to all forms of sales.
  2. Identify the elements of the communication process between buyers and sellers in business.
  3. Examine ethical issues and legal restrictions of American business, which affect salespeople.

COURSE OUTCOMES

  1. Student will be able to identify the phases of the selling process.
  2. Student will be able to demonstrate problem solving.
  3. Students will be able to identify strategies for dealing with clients.
  4. Students will be able to demonstrate different strategies for successful communications.
  5. Students will be able to identify strategies for dealing with conflict.
  6. Students will understand systems developing relationships.
  7. Students will be able to demonstrate communication abilities.
  8. Students will identify strategies for successful self-management.

REQUIRED TEXTBOOK:

  • There is NO textbook required for this course. 
  • The professor will provide her own PPT slides during lectures. 
  • Students is required to complete assignments on free materials from in-class keynote speaker series, free materials from YouTube and reliable news sources

ATTENDANCE:

The attendance will be taken at each class. Students must sign the roster.

STUDENT RESPONSIBILITY & POLICIES:

Students are required to have a copy of the textbook by the end of the first week of class.

Students are required to have read this syllabus, take the beginning quiz (given ANY TIME DURING THE SEMESTER), and to contact the instructor with any concerns.

Students are required to submit assignments by the deadline. There is NO exception for late submission.

Students are required to be in class on time and having read the assigned materials for that class session.

All the questions related to the weekly homework should be sent to the professor via emails or discussed during office hours; Classroom time is strictly used for in-class activities

Students are required to show basic etiquette and respect to their classmates and instructor. This includes avoiding class interruptions by arriving on time, not leaving the class before dismissed by the instructor, and silencing mobile devices. In addition, students should not engage in non-course related conversations, and laptop computers must be used for course related purposes only. The instructor reserves the right to request that disruptive students leave the classroom.