Southern Utah University

Course Syllabus

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Southern Utah University
Southern Utah University
Spring Semester 2026

Advanced Sales Techniques and Strategies (Face-to-Face)

MKTG 4930-01

Course: MKTG 4930-01
Credits: 3
Term: Spring Semester 2026
Department: MESA
CRN: 10595

Course Description

This course blends the critical aspects of personal selling with the art and science of managing a sales force. Included are coverage of selecting, training, and evaluating salespeople; compiling a sales forecast and sales budget; and ethical and legal issues. (Spring) [Graded (Standard Letter)] Prerequisite(s): MKTG 2930 - Prerequisite Min. Grade: D- Registration Restriction(s): None

This course is taught in-person, meaning that there are regularly scheduled class meetings. This course is a mix of academic scholarship and practical skills development. To succeed in this course, you will need to study all of the course material as assigned and come to class prepared for demonstration, presentation, and sales simulations. This class will be highly rewarding and contribute to career success when pursued vigorously.

The purpose of this class is to teach you advanced professional selling skills and prepare you for a career in managing sales teams. While the course is designed for students with some basic sales knowledge, it is okay if you don’t have experience as the course will still provide you with foundational sales knowledge. 

This class is as much a professional training program as it is a traditional college class. For example, the courseware concentrates on helping you develop selling skills (not just knowledge), and much of class time will be spent discussing and actively applying the skills. Selling is much more than just being a good people-person, and this course will teach you how to develop the abilities you need to be both a good seller and a good manager of sales teams. 

Required Texts

  1. Sales EQ (Jeb Blount). I recommend purchasing these as permanent books for your shelf from Amazon or other resellers. 

Learning Outcomes

  1. Theoretical Understanding: Discuss the core behaviors, theories, methodologies, and actions of a successful salesperson or sales manager. 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 selling skills that will 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

This class is as much a professional training program as it is a traditional college class. For example, the courseware concentrates on helping you develop selling skills (not just knowledge), and much of class time will be spent discussing and actively applying the skills. Selling is much more than just being a good people-person, and this course will teach you how to develop the abilities you need to be both a good seller and a good manager of sales teams. 

Course Outline

Weeks | Reading | Course Content
Week 1Jan 8-10 | Chapter 1: Foundations of Professional Selling | Lecture, Planning, Habit Formation
Week 2Jan 13-17 | Chapter 2: The Sales Process | Lecture, Planning, Habit Formation
Week 3Jan 20-24 | Chapter 3: Selling Analytics and Research | Lecture, Planning, Habit Formation
Week 4Jan 27-31 | Chapter 4: Landing Large Accounts | Lecture, Practice, Simulations

Week 5Feb 3-7 | Chapter 5: Asking Questions and Sales Methodologies | Lecture, Presentation, Practice, Simulations

Week 6Feb 10-14 | Chapter 6: Resolving Customer Objections | Lecture, Presentation, Practice, Simulations
Week 7Feb 17-21 | Chapter 7: Closing and Negotiations | Lecture, Presentation, Practice, Simulations
Week 8Feb 24-28 | Chapter 8: Virtual Sales Meetings | Lecture, Presentation, Practice, Simulations
Week 9March 3-7 | Chapter 9: Lead Generation and Social Selling | Lecture, Presentation, Practice, Simulations
Week 10March 10-14 | Spring Break | No class
Week 11March 17-21 | Lead Generation & Prospecting | Lecture, Presentation, Practice, Simulations
Week 12March 24-28 | Chapter 10: Sales Management: Hiring a Sales Team | Lecture, Presentation, Practice, Simulations
Week 13March 31-April 4 | Chapter 11: Sales Management: Motivating and Coaching Sellers | Lecture, Presentation, Practice, Simulations
Week 14April 7-11 | Thunder Sales Case Prep | Lecture, Thunder Sales – Final Pitch (Final Exam – Practical Portion)
Week 15April 14-18 | Chapter 12: Sales Management: International Selling | Lecture, Presentation, Practice, Simulations
Week 16April 21-15 | Finals Week | 

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

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.

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.

Attendance Policy

Attendance is strongly encouraged as much of the learning is hands-on.

Course Fees

Content for this section will be provided by the instructor.

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.