MKTG 1253 Sales and Customer Service Syllabus H01 Spring 2026

Credit Hours 3.00 Lecture Hours 3 Clinical/Lab Hours 0
Type of Credit
CIP Code
52.1804
Course Meeting Time

n/a (hybrid for final exam only)

Course Description
The student will study and practice sales and customer service skills. He/she will be able to identify customer needs, communicate the selling points of a product, demonstrate the techniques of making a sale, and describe how to establish long-term relationships with clients by providing follow-up and customer service after the sale. AAS: Business elective.
General Education Outcomes

General Education Outcomes are the knowledge, skills, abilities, attitudes, and behaviors that students are expected to develop as a result of their overall experiences with any aspect of the college, including courses, programs, and student services, both inside and outside of the classroom. The General Education Outcomes specifically learned in this course are:

  1. Communication
Explanation of Course Alignment

Topical Outline

  • Overview of personal selling
  • Building and expanding trust-based relationships
  • Understanding buyers and types of purchasing decisions
  • Prospecting and preparing sales dialogues and presentations
  • Creating and adding customer value
  • Securing commitment and closing the sale

Faculty Contact Information

Faculty Name
Gina Randles
Faculty Email
Faculty Phone
n/a
Faculty Office Number
n/a
Faculty Student Support Hours

By appointment

Faculty Information

n/a

Course Information

Course Outcomes

At the end of this course, students will be able to:

  1. Identify potential customers
  2. Determine if a prospect has the need, resources, and authority to buy
  3. Plan the initial contact with a prospect
  4. Select and use appropriate sales presentation methods
  5. Identify and meet prospect sales objections
  6. Ask for the order, confirm the details, and complete the transaction
  7. Service the client after the sale and establish a long-term relationship
Textbook/s and Course Materials

Sell 6, Ingram et al. (5th ed. PDF provided in Canvas)

Methods of Evaluation

Evaluation

 

Coursework

# of

assignments

Points

possible

Grade

Weight

Assignments

  • Introduction (1 @ 1 point)
  • Chapter Questions (11 @ 5 points)
  • Final reflections (2 @ 2 points each)

14

60

10%

Discussion Boards

  • Introduction (1 @ 1 point)
  • 13 @ 10 points each

14

131

10%

Comprehension

  • Syllabus review @ 10 points
  • Discussion review @ 5 points
  • Chapter quizzes 9 @ 10 points each; 2 @ 5 points each

13

165

10%

Exercises

  • 8 @ 12 points each

8

96

20%

Course Project

1

65

25%

Final Exam

1

50

25%


 

Grading Scale KCC’s Grading System*
100 – 90.00%AOutstanding quality
89.99 – 80.00%BHigh quality
79.99 – 70.00%CSatisfactory quality in meeting minimum course requirements
69.99 – 60.00%DBelow satisfactory quality level established for course
59.99 – 0%FFailure

*In accordance with KCC’s Code of Campus Affairs, Section 7.8, Grades.

Academic Division

Business, Technology & Human Services

Dean, Paul Carlson; 815-802-8858; V105; pcarlson@kcc.edu; Division Office – W102; 815-802-8650

Course Policies

Course Policies

 

Academic Integrity

KCC considers student violation of academic integrity to be a serious offense. Violations include, but are not limited to, plagiarism, cheating, AI, fabrication/falsification, and personal misrepresentation. The academic integrity policy refers to all coursework in this class for the duration of the semester. The internet is a powerful learning tool that provides access to information on any topic. The same powerful internet has also made it easier to detect plagiarism, and plagiarism in any form is treated as follows:

  • First incident of plagiarism, a warning will be issued.
  • Second incident of plagiarism will result in a zero for the assignment.
  • Third incident of plagiarism will be reported to school officials.

SimCheck software is used to evaluate coursework for potential plagiarism. Proper use of in-text citations and references is required on all assignments. Students will be asked to reassess, revise, and resubmit assignments with a SimCheck score in the cautionary level and above (yellow/orange/red).

Refer to KCC’s Code of Campus Affairs, Section 19.6.B, for specific violations of academic integrity.

Mechanics

College-level writing is expected on all assignments. This includes proper spelling, grammar, punctuation, and sentence structure (complete sentences). When applicable, writing must include appropriate in-text citations and references. Use of text language is prohibited. All written assignments are graded accordingly.

Attendance

Attendance is recorded and reported to the Admissions and Financial Aid offices. Student attendance is critical to academic success. Students are expected to log in routinely since the nature of the online classroom allows for postings and submissions 24/7. Per the design of this online course, students can expect to attend and participate online a minimum of three days per week. Excessive absences from the online environment will have an adverse effect on a student’s grade as well as create cause for being expunged from the course. Excessive absences are defined as nonattendance and nonparticipation for seven consecutive days. The instructor’s right to institutionally withdraw or fail a student for nonattendance is in accordance with KCC’s Code of Campus Affairs, Section 18.0.

Refer to KCC’s Code of Campus Affairs, Section 18.0 for specific attendance policies.

Assignments

This hybrid course emulates the face-to-face course that would normally meet 2.5 hours per week. Coursework is prepared and presented in a variety of methods for the purpose of effective learning as well as attaining learning outcomes. The coursework is administered via the Canvas Learning Management System only. Details of assignments, due dates/times, and grading rubrics are provided regularly and used for assessing accordingly.

All coursework is assigned a due date in order to facilitate appropriate progression of course material as well as completing the required work in a timely manner. Assignments will be submitted electronically in the proper forum in Canvas by the specified deadline time. Assignments will not be distributed or accepted by email. Assignments will not be accepted after the given final due date. At the time of grading, if no assignment is received, a 0 will be entered in the gradebook until submission of the assignment (if received within the penalty duration). Students who are failing at midterm of the semester will be expunged with a grade of “W”. Acceptance of late assignments and credit given is at the instructor’s discretion.

Technology issues are not accepted as an excuse for incomplete and late assignments. For an online course, it is the student's responsibility to ensure possession of proper working equipment and a contingency plan for outages. Computers for student use are available on KCC’s main campus.

Discussion Boards

The discussion boards in the online classroom take the place of the review, lecture, discussion, and social interaction that would be received in the face-to-face environment. Once discussion has ended for the week, late posts are not accepted, and students will forfeit the applicable points. There is no make-up for missed discussions. Refer to the Discussion Boards Overview & Rubric for provisions.

Comprehension

Quizzes are administered in the weekly modules and remain open all semester. Once the suggested due date for taking a quiz has passed, a 0 will be entered in the gradebook. It is the student’s responsibility to complete the quiz for points. There is one final exam in this course that must be taken on campus.

Course Project

A comprehensive course project is assigned. Students are required to complete the course project as assigned in order to fully complete the course. Failure to complete the course project will result in a grade of 0 for the project which will reduce the student’s total course grade by 25%.

Grades

All grades count. Lowest grades are not dropped for any assignments. Diligence in completing the required coursework is expected. It is the student’s responsibility to routinely assess their gradebook in Canvas for errors or missing assignments/grades and communicate discrepancies to the instructor.
 

Expectations for Classroom and Online Behavior

Classroom Rules

The instructor’s classroom rules are in accordance with KCC’s Code of Campus Affairs, Section 19.0. While working online, students are expected to exercise professionalism and etiquette conducive for providing a respectful learning environment without disruptions. A student’s inability to follow the rules of college classroom professionalism and etiquette is considered a violation of KCC’s Code of Conduct. A student’s enrollment in this course and acceptance of this syllabus indicates an agreement to comply with the classroom rules.

Refer to KCC’s Code of Campus Affairs, Section 19.0 for specific code of conduct policies.

Course Calendar

COURSE CALENDAR

MKTG-1253-H01

Sales and Customer Service

SPRING 2026

All assignments will be uploaded in Canvas. Chapter and supplemental materials to be read along with weekly assignments and due dates will be posted in the modules in Canvas.

NOTE that the weeks begin on Monday and end on Sunday.

Week

Dates

(Mon – Sun)

Chapter(s)

Topic / To Do

Due Days

(by 11:59 p.m.)

1

1/12 – 1/18

N/A

  • Welcome!

Course Overview

Syllabus Review

Student Introductions

Assignment

Syllabus Quiz

Course/Syllabus – Wed

Introduction – Wed

Assignment – Sun

Syllabus Quiz - Sun

Mon, 1/19 - Dr. Martin Luther King Jr. Day – no school - college closed

2

1/19 – 1/25

1

  • Personal Selling

Discussion Boards Overview

Assignment

Discussions

Exercise

Discussion Boards Quiz – Wed

Assignment – Thu

Discussion - Thu and Sun

Exercise - Sun

3

1/26 – 2/1

1

  • Trust-Based Selling

Assignment

Discussions

Quiz

Assignment – Thu

Discussion - Thu and Sun

Quiz - Sun

4

2/2 – 2/8

2

  • Trust and Ethics

Assignment

Discussions

Quiz

Assignment – Thu

Discussion - Thu and Sun

Quiz - Sun

5

2/9 – 2/15

3

 

  • The Buyer, part 1

Assignment

Discussion

Exercise (group)

Assignment – Thu

Discussion - Thu

Exercise – Sun

Fri, 2/13 – President’s Day observed – no classes – college open until 5 p.m.

6

2/16 – 2/22

3

  • The Buyer, part 2

Assignment

Discussion

Exercise

Quiz

Project Introduced

Assignment – Thu

Discussion – Thu and Sun

Exercise – Sun

Quiz - Sun


 


 

Week

Dates

(Mon – Sun)

Chapter(s)

Topic / To Do

Due Days

(by 11:59 p.m.)

7

2/23 – 3/1

4

  • Questioning

Assignment

Discussions

Exercise

Quiz

Project

Assignment – Thu

Discussion – Thu and Sun

Exercise – Sun

Quiz – Sun

8

3/2 – 3/8

5

  • Prospecting

Assignment

Discussions

Quiz

Project

 

Assignment – Thu

Discussions – Thu and Sun

Quiz – Sun

Midterm of semester

March 9 – 13 - Spring break – no classes – college open until 5 p.m. M-F (closed Sat 3/14)

9

3/16 – 3/22

6

  • Sales Presentations

Assignment

Discussions

Exercise

Project

Assignment – Thu

Discussions – Thu and Sun

Exercise – Sun

10

3/23 – 3/29

6

  • Features and Benefits

Discussion

Exercise

Quiz

Project

Discussion – Thu and Sun

Exercise – Sun

Quiz – Sun

11

3/30 – 4/5

7

  • Sales Dialogue

Assignment

Discussion

Quiz

Project

Assignment – Thu

Discussion – Thu and Sun

Quiz – Sun

Mon, 4/6 - last day to withdraw with a grade of “W”*

12

4/6 – 4/12

8

  • Objections

Assignment

Discussions

Quiz

Project

Assignment – Thu

Discussions – Thu and Sun

Quiz – Sun


 



 

Week

Dates

(Mon – Sun)

Chapter(s)

Topic / To Do

Due Days

(by 11:59 p.m.)

13

4/13 – 4/19

9

  • Customer Satisfaction

Assignment

Discussions

Exercise

Quiz

Project

Assignment – Thu

Discussions – Thu and Sun

Exercise – Sun

Quiz – Sun

14

4/20 – 4/26

10

  • Self-Analysis and Teamwork

Discussion

Exercise

Quiz

Project

Discussion – Thu

Exercise – Sun

Quiz - Sun

15

4/27 – 5/3

N/A

  • Course Project

Complete and Submit

TBD

16

5/4 – 5/10

N/A

Course Conclusion

Reflection

TBD

Finals Week

5/11 – 5/14

N/A

Final Exam

TBD

Following are important dates to be noted about campus during the semester:

  • Monday, 1/19, Martin Luther King, Jr. Day - no school – college closed
  • Friday, 2/13, Presidents Day observed – no classes – college open until 5 p.m.
  • M – F, March 9 – 13 – Spring Break – no classes – college open until 5 p.m.
  • Saturday, March 14 – college closed
  • Monday, 4/6, last day to withdraw from the course with a grade of “W”*

*Withdrawal: When it is necessary to withdraw from a course or from the college, students may do so on or before the applicable withdrawal date for the particular semester to receive a grade of “W”. A Change of Schedule form (used to add or drop a course) is available in Student Services or see an advisor. The last day to voluntarily withdraw from this course this semester, Spring, 2026, is Monday, April 6 in Student Services.

College Policies, Resources and Supports

College Policies

For information related to the Student Code of Conduct Policy, Withdrawal Policy, Email Policy, and Non- Attendance/Non-Participation Policy, please review the college’s Code of Campus Affairs and Regulations webpage, which can be found at catalog.kcc.edu under the Academic Regulations & Conduct Guide. 

Resources

KCC offers various academic and personal resources for all students. Many services are offered virtually, as well as in person. Please visit Student Resources - Kankakee Community College to access student resources services such as:

  • Clubs and organizations
  • Counseling and referral services
  • Office of disability services
  • Student complaint policy
  • Transfer services
  • Tutoring services, etc.