BA 170 - Salesmanship

3 Credits
Outline Effective Date: Academic Year 2025/2026
Revised Date: Sep 3, 2025
Date Approved: Sep 3, 2025

Lecture Hours: 45

Course Description:
This course deals with the concepts, qualities, and skills required of a salesperson. Development of sales presentations and role-playing is used to practice sales technique. The importance of the sales function to an organization’s success is emphasized, as well as the rewards and duties of the professional salesperson.

Rationale:
This is a required course for the Small Business and Entrepreneurship Major of the Business Administration Diploma. It is important that today’s business graduate arms himself/herself with the background selling skills to effectively perform the duties of important business positions.

Prerequisites: None
Corequisites: None

Course Learning Outcomes:
A student who successfully completes the course will have reliably demonstrated the ability to

1.explain the duties and responsibilities of a salesperson.

2.explain the psychology of why people buy.

3.explain the elements of sales communication.

4.explain and demonstrate the principal steps of the selling process under variable conditions.

5.identify potential blocks to the selling task and demonstrate their avoidance.

6.explain the differences between retail, business, services, and nonprofit selling.

7.prepare and execute a complete sales presentation.

Required Resource Materials:
Futrell, C., & Valvasori, M. (2023). ABC’s of relationship selling through service (8th ed.).

Print ISBN: 9781264862344

eBook ISBN: 9781264871162

Optional Resource Materials:
None

Conduct of Course:
To enhance the experiential setting of this course and to stimulate discussion and thought, this class is composed of both interactive lectures and group sessions. Because most of the sessions are focused on group work, attendance is critical to individual and group success in the course.

Class discussions are conducted on the assumption that each student has adequately prepared the required material in advance.

Students should budget approximately one to two hours of time in preparation for each one hour of class time.

Late assignments will not be accepted.

If a student misses an exam and has not taken prior permission to write at a later date, the student will not be entitled to write the exam.

There are no rewrites for students who have failed a mid-term exam or an assignment.

Regular attendance and active participation are essential for success in any course. Absence for any reason does not relieve a student of the responsibility of completing course work and assignments to the satisfaction of the instructor. Poor attendance may result in the termination of a student from a course(s).

The instructor will recommend that the Registrar withdraw any student who does not meet the established attendance requirements. A failing grade of RW (Required to Withdraw) will appear on the student’s transcript.

In cases of repeated absences due to illness, the student may be requested to submit a medical certificate.

Instructors have the authority to require attendance at classes.

Content of Course:
This course consists of 4 compulsory parts:

PART 1 - Selling as a Profession

Chapter 1: The Life, Times, and Career of the Professional Salesperson

Chapter 2: Ethics First…Then Customer Relationships

PART 2 - Preparation for Relationship Selling

Chapter 3: The Psychology of Selling: Why People Buy

Chapter 4: Communication for Successful Selling: How to Build Relationships

Chapter 5: Sales Knowledge: Customers, Products, Technologies

PART 3 - The Relationship Selling Process

Chapter 6: Prospecting - the Lifeblood of Selling

Chapter 7: The Pre-approach - Planning Your Sales Call and Presentation

Chapter 8: The Approach - Begin Your Presentation Strategically

Chapter 9: The Presentation - Elements of Effective Persuasion

Chapter 10: Objections - Welcome Your Prospect’s Concerns

Chapter 11: Closing - The Beginning of a New Relationship

Chapter 12: Follow-up - Maintain and Strengthen the Relationship
Course Assessments:
Student performance in this course is assessed on the following. The final grade is an aggregate of the following components:

Midterm Examinations	40%
Final Examination	20%

Assignments	40%
Total	100%

Official final grades will be available on My Lakeland. Grades posted in D2L should be considered interim grades.
“Lakeland College is committed to the highest academic standards. Students are expected to be familiar with Lakeland College policies and to abide by these policies. Violations of these policies are considered to be serious and may result in suspension or expulsion from the College.”

Course Pass Requirements:
A minimum grade of D (50%) (1.00) is required to pass this course.

Letter	F	D	D+	C-	C	C+	B-	B	B+	A-	A	A+
Percent Range	0-49	50-52	53-56	57-59	60-64	65-69	70-74	75-79	80-84	85-89	90-94	95-100
Points	0.00	1.00	1.30	1.70	2.00	2.30	2.70	3.00	3.30	3.70	4.00	4.00

Students must maintain a cumulative grade of C (GPA - Grade Point Average of 2.00) in order to qualify to graduate.

Every effort has been made to ensure that information in this course outline is accurate at the time of publication. Lakeland College reserves the right to change courses if it becomes necessary so that course content remains relevant.

In such cases, the instructor will give students clear and timely notice of changes.

No part of this course outline may be reproduced in any form or resold without written permission from Lakeland College.

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