MKTG 3740 - Professional Selling
Fall 2026 Syllabus, Section 01, CRN 40068,
Credit hours: 3
Course Meeting Times
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Instructor
John Rossi
Email: jfrossi@ysu.edu
Course Description
3740. Professional Selling. Personal selling and sales management examined within the marketing environment. Emphasis on marketing relationships, buyer motivation and behavior, selling strategy and sales management techniques. Prereq.: sophomore standing, 2.5 GPA. 3 s.h.
Course Readings
| Group | Title | Author | ISBN |
|---|---|---|---|
| Required | ABC's of Relationship Selling through Service | Raj Agnihotri, Mike Krush, PhD and Charles M. Futrell | 1260912221 |
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eBook Details
ISBN10: 1260912221 | ISBN13: 9781260912227
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The course readings are subject to change in the event of extenuating circumstances, research developments, current events, and/or to ensure better learning.
The course readings are subject to change in the event of extenuating circumstances, research developments, current events, and/or to ensure better learning.
Assignments/Assessments
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Schedule of Topics and Assignments
| Week of | Reading(s) | Proposed Topic | Due/To Prepare for Class |
|---|---|---|---|
| 8/24 | Syllabus & Course Introductions Chapter 01 - The Life, Times, & Career - Professional Salesperson (Text p. 2, eBook p. 13) Appendix B - Core Principles. (Text p. 33, eBook p. 43) Chapter 02 - Ethics First … Then Customer Relationships (Text p. 38, eBook p. 53) |
Syllabus & Course Introductions Chapter 01 - The Life, Times, & Career - Professional Salesperson (Text p. 2, eBook p. 13) Appendix B - Core Principles. (Text p. 33, eBook p. 43) Chapter 02 - Ethics First … Then Customer Relationships (Text p. 38, eBook p. 53) |
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| 8/31 | Video Case 2.1 (Text p. 64, eBook p. 70) Q 1-5 Scott Patterson (5:00) Video Case 2.2 (Text p. 66, eBook p. 71) Q 1-4 Sales Hype (3:50) Case 2.3 (Text p. 67, eBook p. 72) Q 1-4 Do Ethical Considerations Matter? Chapter 03 - The Psychology of Selling: Why People Buy (Text p. 70, eBook p. 75) Appendix 1 - Building Business Relationships (Text p. 445, eBook p. 328) |
Video Case 2.1 (Text p. 64, eBook p. 70) Q 1-5 Scott Patterson (5:00) Video Case 2.2 (Text p. 66, eBook p. 71) Q 1-4 Sales Hype (3:50) Case 2.3 (Text p. 67, eBook p. 72) Q 1-4 Do Ethical Considerations Matter? Chapter 03 - The Psychology of Selling: Why People Buy (Text p. 70, eBook p. 75) Appendix 1 - Building Business Relationships (Text p. 445, eBook p. 328) |
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| 9/7 | Case 3.1 (Text p. 99, eBook p. 95) Q 1-2 Economy Ceiling Fan Market Case 3.2 (Text p. 100, eBook p. 96) Q 1-4 Jackson Ceiling Fans Case 3.3 (Text p. 102, eBook p. 97) Q 1-3 Tech Corporation | Case 3.1 (Text p. 99, eBook p. 95) Q 1-2 Economy Ceiling Fan Market Case 3.2 (Text p. 100, eBook p. 96) Q 1-4 Jackson Ceiling Fans Case 3.3 (Text p. 102, eBook p. 97) Q 1-3 Tech Corporation | S.A.L.E.S 1 of 7 - PRODUCT (Text p. 98, eBook p. 93) |
| 9/14 | Chapter 04 - Communication Relationship Building: It’s Not All Talk (Text p. 107, eBook p. 100) Case 4.1 (Text p. 138, eBook p. 116) Q 1-2 Skaggs Mfg. Martha’s Attention Case 4.2 (Text p. 140, eBook p. 117) Q 1 Alabama Office Supply Cell Phones Appendix-Dress4Success. Review (Text p. 141, eBook p. 119) (Watch For WCBA Career Center - “Suit-Up”) |
Chapter 04 - Communication Relationship Building: It’s Not All Talk (Text p. 107, eBook p. 100) Case 4.1 (Text p. 138, eBook p. 116) Q 1-2 Skaggs Mfg. Martha’s Attention Case 4.2 (Text p. 140, eBook p. 117) Q 1 Alabama Office Supply Cell Phones Appendix-Dress4Success. Review (Text p. 141, eBook p. 119) (Watch For WCBA Career Center - “Suit-Up”) |
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| 9/21 | PROJECT NO. 1 - SELL YOURSELF IN CLASS “MOCK INTERVIEW” & REMOTE “INTERVIEW” Appendix - Sell Yourself Project on a Job (Interview Role-Play) (Resource Text p. 534, eBook p. 378) Role-Play as Interviewee/Candidate and Interviewer/Recruiter (Recordings both on Tuesday and Thursday) | PROJECT NO. 1 - SELL YOURSELF IN CLASS “MOCK INTERVIEW” & REMOTE “INTERVIEW” Appendix - Sell Yourself Project on a Job (Interview Role-Play) (Resource Text p. 534, eBook p. 378) Role-Play as Interviewee/Candidate and Interviewer/Recruiter (Recordings both on Tuesday and Thursday) | PROJECT NO. 1 - SELL YOURSELF UPLOAD/TURN-IN DELIVERABLES ON BLACKBOARD BY: Sunday, October 4, 2026 Part A - Personal “Brand” Package - 1X Resume, Cover Letter, Thank You Note Script, and Business Card Design - Front & Back Part B - Remote Video Captured Interview Role-Play (For Instructor Evaluation) |
| 9/28 | Chapter 05 - Sales Knowledge: Customers, Products, Technologies (Text p. 145, eBook p. 123) Appendix - Sales Arithmetic & Pricing. Review (Text p. 174, eBook p. 149) Case 5.1 (Text p. 169, eBook p. 144) Claire Cosmetics Questions 1-2 Case 5.2 (Text p. 170, eBook p. 145) McBath Women’s Apparel Qs 1-3 Case 5.3 (Text p. 171, eBook p. 146) Electric Generator Questions 1-2 Case 5.4 (Text p. 172, eBook p. 147) Franks Drilling Questions 1-2 |
Chapter 05 - Sales Knowledge: Customers, Products, Technologies (Text p. 145, eBook p. 123) Appendix - Sales Arithmetic & Pricing. Review (Text p. 174, eBook p. 149) Case 5.1 (Text p. 169, eBook p. 144) Claire Cosmetics Questions 1-2 Case 5.2 (Text p. 170, eBook p. 145) McBath Women’s Apparel Qs 1-3 Case 5.3 (Text p. 171, eBook p. 146) Electric Generator Questions 1-2 Case 5.4 (Text p. 172, eBook p. 147) Franks Drilling Questions 1-2 |
S.A.L.E.S 2 of 7 - PRICE (Text p. 188, eBook p. 156) |
| 10/5 | Chapter 06 - Prospecting: The Lifeblood of Selling (Text p. 190, eBook p. 159 ) Case 6.1 (Text p. 223, eBook p.180) Q 1 Canadian Equipment Receptionist Case 6.2 (Text p. 223, eBook p.181) Q 1-4 Montreal Satellites Case 6.3 (Text p. 224, eBook p.182) Q 1-2 PizzaMunch Social Listening Case 6.4 (Text p. 226, eBook p.183) Q 1-6 Conducting Research (Leads) |
Chapter 06 - Prospecting: The Lifeblood of Selling (Text p. 190, eBook p. 159 ) Case 6.1 (Text p. 223, eBook p.180) Q 1 Canadian Equipment Receptionist Case 6.2 (Text p. 223, eBook p.181) Q 1-4 Montreal Satellites Case 6.3 (Text p. 224, eBook p.182) Q 1-2 PizzaMunch Social Listening Case 6.4 (Text p. 226, eBook p.183) Q 1-6 Conducting Research (Leads) |
CHAPTERS 1 THRU 5 TO BE COMPLETED BY: Sunday, October 11, 2026 |
| 10/12 | Chapter 07 - Planning the Sales Call is a Must (Text p. 228, eBook p. 185) ++ Chapter 08 - Select Presentation Method to Use (Text p. 255, eBook p. 201) Appendix 2 - Key Elements of the Sales Process (Text p. 459, eBook p. 333) Case 7.1 (Text p. 251, eBook p. 197) Q 1-4 Ms. Hansen P&G Sales Call Case 7.2 (Text p. 253, eBook p. 198) Q 1 Machinery Lubricants (Drums) ++ Case 8.1 (Text p. 278, eBook p. 217) Q 1-2 Cascade Soap Case 8.2 (Text p. 279, eBook p. 218) Q 1-6 Presenting to an Organizational Buyer (Sales Call) |
Chapter 07 - Planning the Sales Call is a Must (Text p. 228, eBook p. 185) ++ Chapter 08 - Select Presentation Method to Use (Text p. 255, eBook p. 201) Appendix 2 - Key Elements of the Sales Process (Text p. 459, eBook p. 333) Case 7.1 (Text p. 251, eBook p. 197) Q 1-4 Ms. Hansen P&G Sales Call Case 7.2 (Text p. 253, eBook p. 198) Q 1 Machinery Lubricants (Drums) ++ Case 8.1 (Text p. 278, eBook p. 217) Q 1-2 Cascade Soap Case 8.2 (Text p. 279, eBook p. 218) Q 1-6 Presenting to an Organizational Buyer (Sales Call) |
S.A.L.E.S 3 of 7 - PROMOTION (Text p. 251, eBook p. 196) |
| 10/19 | Chapter 09 - Begin Your Presentation Strategically (Text p. 281, eBook p. 220) ++ Chapter 10 - Elements of a Great Presentation (Text p. 320, eBook p. 240) Appendix 2 - Relationship Selling Framework (Text p. 451, eBook p. 330) Case 9.1 (Text p. 313, eBook p. 235) Q 1-3 Thompson Company Shelving Case 9.2 (Text p. 314, eBook p. 236) Q 1-2 Copy Corp. Broken Machine Case 9.4 (Text p. 318, eBook p. 238) Q 1-3 Needs Discovery ++ Case 10.1 (Text p. 350, eBook p. 258) Q 1-2 Dyno Electro Cart Video Case 10.2 (Text p. 352, eBook p. 259) Q 1-4 Dumping Inventory (3:45) |
Chapter 09 - Begin Your Presentation Strategically (Text p. 281, eBook p. 220) ++ Chapter 10 - Elements of a Great Presentation (Text p. 320, eBook p. 240) Appendix 2 - Relationship Selling Framework (Text p. 451, eBook p. 330) Case 9.1 (Text p. 313, eBook p. 235) Q 1-3 Thompson Company Shelving Case 9.2 (Text p. 314, eBook p. 236) Q 1-2 Copy Corp. Broken Machine Case 9.4 (Text p. 318, eBook p. 238) Q 1-3 Needs Discovery ++ Case 10.1 (Text p. 350, eBook p. 258) Q 1-2 Dyno Electro Cart Video Case 10.2 (Text p. 352, eBook p. 259) Q 1-4 Dumping Inventory (3:45) |
S.A.L.E.S 4 of 7 - METHOD (Text p. 312, eBook p. 234) S.A.L.E.S 5 of 7- PRESENTATION (Text p. 349, eBook p. 257) |
| 10/26 | Chapter 11 - Welcome Your Prospect’s Objections (Text p. 353, eBook p. 261) ++ Chapter 12 - Closing Begins the Relationship (Text p. 386, eBook p. 282) Case 11.1 (Text p. 384, eBook p. 279) Q 1-2 Ace Building Supplies Case 11.2 (Text p. 384, eBook p. 280) Q 1-3 Electric Generator B Long Term ++ Case 12.1 (Text p. 413, eBook p. 303) Q 1-2 Skaggs Supermarket Hardware Case 12.2 (Text p. 414, eBook p. 304) Q 1-2 Central Hardware Supply Case 12.3 (Text p. 415, eBook p. 305) Q 1-4 Furmanite Closing Techniques Video Case 12.4 (Text p. 416, eBook p. 306) Q 1-4 Pressure to Close a Big Deal - Steve Santana (5:03) |
Chapter 11 - Welcome Your Prospect’s Objections (Text p. 353, eBook p. 261) ++ Chapter 12 - Closing Begins the Relationship (Text p. 386, eBook p. 282) Case 11.1 (Text p. 384, eBook p. 279) Q 1-2 Ace Building Supplies Case 11.2 (Text p. 384, eBook p. 280) Q 1-3 Electric Generator B Long Term ++ Case 12.1 (Text p. 413, eBook p. 303) Q 1-2 Skaggs Supermarket Hardware Case 12.2 (Text p. 414, eBook p. 304) Q 1-2 Central Hardware Supply Case 12.3 (Text p. 415, eBook p. 305) Q 1-4 Furmanite Closing Techniques Video Case 12.4 (Text p. 416, eBook p. 306) Q 1-4 Pressure to Close a Big Deal - Steve Santana (5:03) |
S.A.L.E.S. 6 of 7 - OBJECTIONS
(Text p. 383, eBook p. 278) S.A.L.E.S 7 of 7 - CLOSING (Text p. 412, eBook p. 302) Appendix 4 - Apply Your Skills. Review (Text p. 475, eBook p. 345) |
| 11/2 | Chapter 13 - Service and Follow-up for Customer Retention (Text p. 424, eBook p. 309) Case 13.1 (Text p. 442, eBook p. 325) Q 1-2 California Adhesives Territory Case 13.2 (Text p. 443, eBook p. 326) Q-1 Sport Shoe Rectify Poor Product |
Chapter 13 - Service and Follow-up for Customer Retention (Text p. 424, eBook p. 309) Case 13.1 (Text p. 442, eBook p. 325) Q 1-2 California Adhesives Territory Case 13.2 (Text p. 443, eBook p. 326) Q-1 Sport Shoe Rectify Poor Product |
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| 11/9 | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” FIRST WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” FIRST WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | CHAPTERS 6 THRU 10 TO BE COMPLETED BY: Sunday, November 15, 2026 |
| 11/16 | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” SECOND WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” SECOND WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | |
| 11/23 | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” THIRD WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” THIRD WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | |
| 11/30 | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” FOURTH WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | PROJECT NO. 2 - SALES CALL PRESENTATION IN CLASS SALES CALL & SALES PRESENTATION DECK” FOURTH WEEK OF SALES CALLS PRESENTATIONS (18 PITCHES) NINE (9) ON BOTH TUES-THUR. (MAX. 7-MINUTE EACH PRESENTATION) 126-minutes/18-presentations = 7 minutes allowance | CHAPTERS 11 THRU 13 TO BE COMPLETED BY: Sunday, December 6, 2026 |
| 12/7 | UPLOAD PROJECT NO. 2 PROJECT COMPONENTS | UPLOAD PROJECT NO. 2 PROJECT COMPONENTS |
The course schedule, policies, procedures, and assignments in this course are subject to change in the event of extenuating circumstances, by mutual agreement, and/or to ensure better learning.