Southern Utah University

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Southern Utah University
Southern Utah University
Fall Semester 2025

Foundations of Selling - Building Blocks for Successful Selling (Face-to-Face)

MKTG 2930-02

Course: MKTG 2930-02
Credits: 3
Term: Fall Semester 2025
Department: MESA
CRN: 30331

Course Description

This course details the foundational principles and behaviors a successful professional salesperson must incorporate in their career. Included in the course are methods and tools to successfully find, nurture, and close sales leads. It also includes tips on how to establish and navigate a professional sales career. (Fall - 1st Session, Spring - 1st Session) [Graded (Standard Letter)] Registration Restriction(s): None

Required Texts

Learning Outcomes

  1. Theoretical Understanding: Discuss the core behaviors, theories, methodologies, and actions of a successful salesperson. Develop an understanding of what makes people buy and why.
  2. Practical Application: Get real experience in selling to determine if a career that involves sales is a proper avenue to explore.
  3. Personal Development: Develop additional disciplines and specialties to augment the core skills and learning of your declared undergraduate or graduate major.
  4. Ethical Implications: Consider the importance of a sales career conducted with the highest levels of integrity and the consequences professionally and personally for not doing so.

Course Requirements

We will measure the extent to which you achieve the desired learning outcomes based on your performance on the following assessment vehicles. Final semester grades are based on how many points you earn relative to the total number of points available (950 points). Below is a brief description of the assessment vehicles and how final grades will be determined.

  • Assignments — 15 points; 10% of total grade. These will be weekly assignments, and they will be completed in Stukent.
  • Quizzes — 100 Points; 62% of total grade. There will be weekly quizzes. All quizzes will consist of multiple choice and True or False questions and will be open book. There is no time limit and you can take each quiz as many times as you like prior to the due date. Only your highest score will be counted towards your grade. (Please note that some of the questions may change each time you take the quiz.) The deadlines to submit the weekly reading quizzes are listed on Canvas. Quizzes can be submitted up to one week late and still receive 50% credit. Quizzes will be completed in Stukent.
  • Tests — 100 points; 19% of total grade. These tests will occur throughout the semester. There will be 4 tests. They will cover all materials in the chapters of the textbook, articles, and lecture presentations assigned for that period, as well as all other materials that may have been presented or discussed. They will be a closed book; timed exam and no notes or other materials will be allowed. They will be offered online using the online proctoring service, Proctorio.
  • Thunder Sales Competition — 200 points; 9% of total grade. You will participate in the Thunder Sales Competition. This will serve as a final project.
  • Extra Credit — Opportunities for extra credit may become available during the semester, but they are unusual, and not guaranteed.

Total: 2095 points or 100%

Grade Scheme
GradeRange
A100 % to 93.0%
A-< 93.0 % to 90.0%
B+< 90.0 % to 87.0%
B< 87.0 % to 83.0%
B-< 83.0 % to 80.0%
C+< 80.0 % to 77.0%
C< 77.0 % to 73.0%
F< 73.0 % to 0.0%
Grading Philosophy

Many of you may be balancing multiple, competing demands in your life – career, education, family, etc. I understand that unexpected situations might arise during the semester. For this reason, I have included some flexibility into the design of the course and will drop the lowest grade in certain assignments as described above.

Grading Rubrics

In the interest of fairness, consistency, and transparency, assignments are evaluated using grading rubrics that provide the assessment criteria. You will earn points based on the extent to which you achieve the objectives defined in the assessment criteria. Please carefully study the grading rubric prior to beginning each assignment and allow it to guide your work.

Course Outline

WeekDatesReadingCourse Content
Week 1August 26-31Chapter 1: Intro to, Careers in, and Strategic Role of Professional SalesLecture, Quiz, Resume Exercise
Week 2Sept 1-Sept 7Chapter 1: Intro to, Careers in, and Strategic Role of Professional SalesLecture, Quiz, Resume Exercise
Week 3Sept 8-14Chapter 2: Mentality of Successful SalespeopleLecture, Quiz, Personality Assessment
Week 4Sept 15-21Chapter 3: Planning and Goal SettingLecture, Quiz, Atomic Habits
Week 5Sept 22-28Chapter 4: Sales Management & AnalyticsLecture, Quiz, Analytics Demonstration
Week 6Sept 29-Oct 5Chapter 5: Prospective Customer BehaviorLecture, Quiz, Practice
Week 7Oct 6-12Chapter 6: ProspectingLecture, Quiz, Fanatical Prospecting
Week 8Oct 13-19Chapter 7: Digital and Social SellingLecture, Quiz, Exam, Prospecting Exercise
Week 9Oct 20-26Chapter 8: DiscoveryLecture, Quiz, Killer Questions
Week 10Oct 27-Nov 2Chapter 9: Value CreationLecture, Quiz, Demonstration
Week 11Nov 3-9Chapter 10: ProposalsLecture, Quiz, Demonstration
Week 12Nov 10-16Chapter 11: ClosingLecture, Quiz, Proposal Writing
Week 13Nov 17-23Chapter 12: RelationshipsLecture, Quiz, Closing Conversations
Week 14Nov 24-30Fall Break
Week 15Dec 1-7Chapter 13: Improving Selling SkillsLecture, Practice, Final
Week 16Dec 8-14Finals WeekSales Never Fails Final Case

Instructor's policies on late assignments and/or makeup work

Instructor’s Response Time & Feedback

For communication received via email, direct messages, or text, please allow one business day for a response. If you have urgent matters related to exams or work that is due, please text. However, except for the case of illness or loss of life, there are no academic emergencies.

For assistance in finding feedback on assignments, please refer to this tutorial: How do I view assignment comments from my Instructor? Links to an external site.

It is my goal to

  • Respond to students the same day, no later than one business day
  • Provide grades and feedback within 7 days from the due date
Late Work Policy

Deadlines are established for each assignment, quiz and exam. Missed exams may not be made up, except in extreme emergencies. Quizzes and written case study analysis assignments can be turned in up to one week late and still receive 50% credit. Since preparation and active participation are critical to the case study discussions, no credit will be given for late submissions of the discussion assignments. Please note that all times for due dates are Mountain/Mountain Standard Time (Utah time). Exceptions may be considered for serious illness or a family emergency. Excuses must be documented. I will make the final decision as to what constitutes an emergency.

Due Dates and Time Zone

Due dates and times for each assignment are listed in Canvas. Please note that all times listed refer to the time in Utah - Mountain Standard Time or Mountain Daylight Time. If you are in a different time zone, please adjust accordingly so that you submit assignments based on Mountain Standard or Mountain Daylight Time.

Discussion of Grades

I will discuss grades on individual assignments up to one week after the grade is given. If you can make a cogent argument in favor of increasing a grade, I will consider it. After that point, I will not alter grades for any reason. Also, unless you honestly believe I erred in computing your final grade, please do not email me after grades are posted and ask for a higher grade. The answer will be no.

Attendance Policy

Regular class attendance is encouraged but not required.

Course Fees

Program and Course Fees (Links to an external site)

Course Information

Use of AI

I am a proponent of utilizing AI to enhance your performance. I highly encourage the use of artificial intelligence to increase your efficiencies, accelerate your learning, and help you to refine and improve your capabilities. If you violate that trust, there is no possible way for you to receive a passing grade in this class. Regrettably, many students have thought that they were clever enough to use AI in place of their own effort. You must know that how you speak is noted and observed.

If you think AI can mimic or replace that you’ll be sadly disappointed. Every semester a student receives a failing grade because they think I won’t be able to distinguish the difference between their normal language and speech and thought patterns and those of AI. Every assignment will be run through an AI checker and that any assignment that has 40% or greater probability of AI will immediately receive zero credit. If you think I’m not going to be able to tell, you will be sadly mistaken. NOTE: If you abuse my trust, you will automatically fail the class. NO EXCEPTIONS!

ADA Statement

Students with medical, psychological, learning, or other disabilities desiring academic adjustments, accommodations, or auxiliary aids will need to contact the Disability Resource Center, located in Room 206F of the Sharwan Smith Center or by phone at (435) 865-8042. The Disability Resource Center determines eligibility for and authorizes the provision of services.

If your instructor requires attendance, you may need to seek an ADA accommodation to request an exception to this attendance policy. Please contact the Disability Resource Center to determine what, if any, ADA accommodations are reasonable and appropriate.

Academic Credit

According to the federal definition of a Carnegie credit hour: A credit hour of work is the equivalent of approximately 60 minutes of class time or independent study work. A minimum of 45 hours of work by each student is required for each unit of credit. Credit is earned only when course requirements are met. One (1) credit hour is equivalent to 15 contact hours of lecture, discussion, testing, evaluation, or seminar, as well as 30 hours of student homework. An equivalent amount of work is expected for laboratory work, internships, practica, studio, and other academic work leading to the awarding of credit hours. Credit granted for individual courses, labs, or studio classes ranges from 0.5 to 15 credit hours per semester.

Academic Freedom

SUU is operated for the common good of the greater community it serves. The common good depends upon the free search for truth and its free exposition. Academic Freedom is the right of faculty to study, discuss, investigate, teach, and publish. Academic Freedom is essential to these purposes and applies to both teaching and research.

Academic Freedom in the realm of teaching is fundamental for the protection of the rights of the faculty member and of you, the student, with respect to the free pursuit of learning and discovery. Faculty members possess the right to full freedom in the classroom in discussing their subjects. They may present any controversial material relevant to their courses and their intended learning outcomes, but they shall take care not to introduce into their teaching controversial materials which have no relation to the subject being taught or the intended learning outcomes for the course.

As such, students enrolled in any course at SUU may encounter topics, perspectives, and ideas that are unfamiliar or controversial, with the educational intent of providing a meaningful learning environment that fosters your growth and development. These parameters related to Academic Freedom are included in SUU Policy 6.6.

Academic Misconduct

Scholastic honesty is expected of all students. Dishonesty will not be tolerated and will be prosecuted to the fullest extent (see SUU Policy 6.33). You are expected to have read and understood the current SUU student conduct code (SUU Policy 11.2) regarding student responsibilities and rights, the intellectual property policy (SUU Policy 5.52), information about procedures, and what constitutes acceptable behavior.

Please Note: The use of websites or services that sell essays is a violation of these policies; likewise, the use of websites or services that provide answers to assignments, quizzes, or tests is also a violation of these policies. Regarding the use of Generative Artificial Intelligence (AI), you should check with your individual course instructor.

Emergency Management Statement

In case of an emergency, the University's Emergency Notification System (ENS) will be activated. Students are encouraged to maintain updated contact information using the link on the homepage of the mySUU portal. In addition, students are encouraged to familiarize themselves with the Emergency Response Protocols posted in each classroom. Detailed information about the University's emergency management plan can be found at https://www.suu.edu/emergency.

HEOA Compliance Statement

For a full set of Higher Education Opportunity Act (HEOA) compliance statements, please visit https://www.suu.edu/heoa. The sharing of copyrighted material through peer-to-peer (P2P) file sharing, except as provided under U.S. copyright law, is prohibited by law; additional information can be found at https://my.suu.edu/help/article/1096/heoa-compliance-plan.

You are also expected to comply with policies regarding intellectual property (SUU Policy 5.52) and copyright (SUU Policy 5.54).

Mandatory Reporting

University policy (SUU Policy 5.60) requires instructors to report disclosures received from students that indicate they have been subjected to sexual misconduct/harassment. The University defines sexual harassment consistent with Federal Regulations (34 C.F.R. Part 106, Subpart D) to include quid pro quo, hostile environment harassment, sexual assault, dating violence, domestic violence, and stalking. When students communicate this information to an instructor in-person, by email, or within writing assignments, the instructor will report that to the Title IX Coordinator to ensure students receive support from the Title IX Office. A reporting form is available at https://cm.maxient.com/reportingform.php?SouthernUtahUniv

Non-Discrimination Statement

SUU is committed to fostering an inclusive community of lifelong learners and believes our university's encompassing of different views, beliefs, and identities makes us stronger, more innovative, and better prepared for the global society.

SUU does not discriminate on the basis of race, religion, color, national origin, citizenship, sex (including sex discrimination and sexual harassment), sexual orientation, gender identity, age, ancestry, disability status, pregnancy, pregnancy-related conditions, genetic information, military status, veteran status, or other bases protected by applicable law in employment, treatment, admission, access to educational programs and activities, or other University benefits or services.

SUU strives to cultivate a campus environment that encourages freedom of expression from diverse viewpoints. We encourage all to dialogue within a spirit of respect, civility, and decency.

For additional information on non-discrimination, please see SUU Policy 5.27 and/or visit https://www.suu.edu/nondiscrimination.

Pregnancy

Students who are or become pregnant during this course may receive reasonable modifications to facilitate continued access and participation in the course. Pregnancy and related conditions are broadly defined to include pregnancy, childbirth, termination of pregnancy, lactation, related medical conditions, and recovery. To obtain reasonable modifications, please make a request to title9@suu.edu. To learn more visit: https://www.suu.edu/titleix/pregnancy.html.

Disclaimer Statement

Information contained in this syllabus, other than the grading, late assignments, makeup work, and attendance policies, may be subject to change with advance notice, as deemed appropriate by the instructor.