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Section 01 - Sample Course Outlines
SECTION 1
SAMPLE COURSE OUTLINES
Section 01 - Sample Course Outlines
Sample Course Outline for a 15 Week Semester*
Week 1 Course Introduction, and Ethical/Legal Issues Chapters 1, 2
Week 2 Buyer Behavior and Communication Principles Chapters 3, 4
Week 3 Adaptive Selling Chapter 5
Week 4 Prospecting, and Planning Chapters 6, 7
Week 5 Making the Sales Call, and Strengthening the Presentation Chapters 8,9
Week 6 Objections, and Obtaining Commitment Chapters 10, 11
Week 7 Formal Negotiations Chapter 12
*Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook
and the Instructor’s Manual, and videotaped segments. For specific ideas see “Teaching Suggestions” for
each chapter in Section 2 of this Instructor’s Manual.
Section 01 - Sample Course Outlines
Sample Course Outline for a 10 Week Quarter*
Week 1 Course Introduction, Legal/Ethical Issues Chapters 1, 2
Week 2 Buyer Behavior, Communication Principles, and Adaptive Selling Chapters 3, 4, 5
Week 3 Prospecting, Planning, and Making the Sales Call Chapters 6, 7, 8
Week 4 Strengthening the Presentation, Objections, and Obtaining Commitment Chapters 9, 10, 11
Week 5 Formal Negotiations, Building Relationships, Building Long-Term Partnerships, Practice Role
Plays, Chapters 12, 13, 14
*Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook
and the Instructor’s Manual, and videotaped segments. For specific ideas see “Teaching Suggestions” for
each chapter in Section 2 of this Instructor’s Manual.
