MKTG 3740 - Professional Selling
Summer 2026 Syllabus, Section A01, CRN 30920,
Credit hours: 3
Course Meeting Times
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Instructor
Mr. John Rossi, Sr. Lecturer
Professional Qualifications:
BSBA, The Ohio State University
MBA, Youngstown State University
EDD Graduate Courses, Youngstown State University
Department of Management and Marketing
Email: jfrossi@ysu.edu
Office: Willamson College of Business Room 3335
Office Phone: 330.941.3062
Additional Contact Methods:
For Summer 2026 Email directly (first preferred). Also, alternatively Blackboard course messaging feature (secondary alternative).
Preferred Contact Method: Email: jfrossi@ysu.edu
Communication Expectations:
Typically, same day, but generally no later than within twenty-four hours of inquiry. For Summer 2026 Email directly (first preferred). Also, alternatively Blackboard course messaging feature (secondary alternative).
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Course Description
Course Readings
| Group | Title | Author | ISBN |
|---|---|---|---|
| Required | ABC's of Relationship Selling through Service | Raj Agnihotri, Mike Krush, PhD and Charles M. Futrell | 1260912221 |
McGraw-HillConformance
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eBook Details
ISBN10: 1260912221 | ISBN13: 9781260912227
Publisher - McGraw-Hill Connect Link for eBook Access:
https://connect.mheducation.com/class/j-rossi-mktg-3740-a01-professional-selling-crn-30920--aop-web-based-summer-7-week-second-2026-async
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 |
|---|---|---|---|
| 6/29 | Chapter 01 - The Life, Times, and Career of the Professional Salesperson (PART I) Appendix A & B - A Firm & Core Principles. Chapter 02 - Ethics First … Then Customer Relationships Chapter 03 - The Psychology of Selling: Why People Buy (PART II) Chapter 04 - Communication for Relationship Building: It’s |
Career of the Professional Salesperson Customer Relationships Buying and Selling: Consumers versus Organizational Buyers Professional Selling Communications: SELL Sequence applying Feature, Advantage, Benefit and Trial Close |
Sales Experience Journal No. 1 Video Case 2.1 Q 1-5 Scott Patterson (5:00) Case 3.1 - Economy Ceiling Fan Market Q 1-2 Case 3.2 - Jackson Ceiling Fans Q 1-4 S.A.L.E.S 1 of 7 - Student Application Learning Exercise (PRODUCT) Case 4.1 - Skaggs Mfg. Martha’s Attention Q 1-4 |
| 7/6 | Chapter 05 - Sales Knowledge: Customers, Products, Technologies Chapter 06 - Prospecting: The Lifeblood of Selling (PART III) |
REVIEW APPENDIX - Sales Arithmetic & Pricing, COGS and Profitability including ROI Traditional and Digital Promotion, Awareness, and Conducting Research Leads, |
Case 5.1 - Claire Cosmetics Q 1-2 Case 5.4 - Franks Drilling Q 1-2 Case 6.4 - Conducting Research Leads, Q 1-6 S.A.L.E.S 2 of 7 - Student Application Learning Exercise (PRICE) |
| 7/13 | Chapter 07 - Planning the Sales Call is a Must Chapter 08 - Carefully Select Sales Presentation Method to Use |
Review sections of “Customer Benefit Plan.” Your Marketing Plan should be about “Advertising & Promotion" Presentation Methods: Need Satisfaction & Problem Solution |
Case 7.1 - Ms. Hansen P&G Sales Call Q 1-4 Case 7.2 - Machinery Lubricants Drums Q 1-4 S.A.L.E.S 3 of 7 Student Application Learning Exercise (PROMOTION) Case 8.2 - Organizational Buyer Sales Call Q 1-6 S.A.L.E.S 4 of 7. Student Application Learning Exercise (METHOD) |
| 7/20 | Chapter 09 - Begin Your Presentation Strategically Chapter 10 - Elements of a Great Presentation & Discussion |
Sales Call Planning The Sales Call Presentation mix ingredients and elments of engagement. |
Case 9.1 - Thompson Company Shelving Q 1-3 Case 9.4 - Needs Discovery Q 1-3 S.A.L.E.S 5 of 7. Student Application Learning Exercise (PRESENTATION) Sales Experience Journal No. 2 |
| 7/27 | Chapter 11 - Welcome Your Prospect’s Objections Chapter 12 - Closing Begins the Relationship |
Buyer Objections and Selling Responses Closing techniques and Summary of Benefits |
Case 11.2 - Electric Generator (B) Q 1-3 S.A.L.E.S 6 of 7. Student Application Learning Exercise (OBJECTIONS) Case 12.1 - Skaggs Supermarket Hardware Q 1-2 S.A.L.E.S 7 of 7 Student Application Learning Exercise (CLOSING) |
| 8/3 | Chapter 13 - Service and Follow-up for Customer Retention | Customer Relationships: Acquistion, Retention and Profitability | Case 13.2 - Sport Shoe Rectify Poor Product Q 1 (Extra Credit) |
| 8/10 | FINAL PROJECT - SALES CALLS PLAN, “PITCH DECK” & REMOTE VIDEO CAPTURE PRESENTATION | (1) Sales Call Plan Document; (2) Powerpoint/Keynote Pitch/Slide Deck; (3) Remote Video Capture of Student’s Role-Play as Sales Representative making the Sales Call Presentation (mp4) Video Remote Capture Sales Call: 5 ± Min to 7± Min. Sales Call Presentations will be Recorded by Student (Remote Video-Capture) and uploaded to Blackboard LMS | DELIVERABLES (3) TO UPLOAD: (1) Sales Call Plan Document (MS Word, Apple Pages, PDF); (2) Powerpoint/Keynote Pitch/Slide Deck (MS PPT, Keynote); (3) Remote Video Capture of Student’s Role-Play as Sales Representative making the Sales Call Presentation (mp4) |
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.