Hybrid Lecture/Discussion
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.
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:
- Communication
Topical Outline
• Customer needs, wants, and buying motives
• Trust-based professional selling concepts
• Effective customer communication skills
• Building customer trust and relationships
• Product and service features, advantages, and benefits
• Ethical selling and customer service practices
• Handling customer questions and objections
• Customer satisfaction, retention, and loyalty
• Follow-up and post-sale customer service
• Customer service excellence and organizational success
College Policies, Resources, & Supports
Faculty Contact Information
By Appointment
bhood@kcc.edu
Course Information
At the end of this course, students will be able to:
- Identify potential customers
- Determine if a prospect has the need, resources, and authority to buy
- Plan the initial contact with a prospect
- Select and use appropriate sales presentation methods
- Identify and meet prospect sales objections
- Ask for the order, confirm the details, and complete the transaction
- Service the client after the sale and establish a long-term relationship
SELL: Trust-Based Professional Selling (7th Edition)
Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker, & Michael R. Williams
Cengage Learning

Business, Technology & Human Services
Dean, Paul Carlson; 815-802-8858; V105; pcarlson@kcc.edu; Division Office – W102; 815-802-8650
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 an incredibly 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, student will be issued a warning.
• Second incident of plagiarism will result in a zero for the assignment.
• Third incident of plagiarism will be reported to school officials.
Refer to KCC’s Code of Campus Affairs and Regulations, Section 17.2, 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 essential to academic success. Various exercises will be completed in class, both individually and collaboratively, and comprehension assessments will cover material from class lectures, discussions, the textbook, and supplemental or related material. Also, students are expected to log in to the virtual classroom to complete additional assignments required in this hybrid class. This fullcourse is designed to reward students who attend class regularly, are prepared, work diligently through the assignments, and participate in discussions and in-class activities.
Attendance includes a student’s ability to arrive on time and remain in class until dismissed. Class will begin promptly at its scheduled time. Students arriving after the official starting time of the class are considered tardy. Tardiness is disruptive to the learning environment and can result in a reduction in a student’s grade. Failure to attend each class period for the fully scheduled duration contributes to excessive absences.
Excessive absences will have an adverse effect on a student’s grade as well as create cause for being expelled from the course. Excessive absence is defined as nonattendance for >3 classroom hours in a semester or nonattendance for three 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 and Regulations, Section 3.0.
Refer to KCC’s Code of Campus Affairs and Regulations, Section 3.0 for specific attendance policies.
Assignments
This course is offered in an asynchronous study format. Ways to support effective learning and coursework are prepared and presented in a variety of methods for the purpose of effective learning. Details of assignments, due dates/times, and grading rubrics are provided regularly and used for assessment accordingly.the
All coursework is assigned a due date in order to facilitate the appropriate progression of course material and ensure the required work is completed in a timely manner. Assignments will be submitted electronically in the proper forum in Canvas by the specified deadline. Assignments will not be accepted more than one class period late. . 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 the 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/late assignments. It is the student's responsibility to ensure possession of proper working equipment and a contingency plan for outages. Computers and printers for student use are available on KCC’s campus.
Discussion Boards
The discussion boards in the hybrid course take the place of the lecture and dialogue that would be received in the face-to-face environment. Once the 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.
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.
Refer to KCC’s Code of Campus Affairs and Regulations, Section 17.1 for specific code of conduct policies.
Online Course Expectations
Students are expected to conduct themselves professionally and respectfully in all course communications, assignments, activities, emails, and virtual interactions. Respectful communication and academic professionalism contribute to a productive learning environment for everyone. As future business professionals, students are encouraged to demonstrate accountability, professionalism, ethical behavior, and respectful communication throughout the course.
Students are expected to:
• Follow KCC's Student Code of Conduct.
• Communicate respectfully and professionally in all course-related interactions.
• Submit original work and adhere to academic integrity standards.
• Use course technologies and online resources responsibly.
• Maintain a professional tone in all written communications and course activities.
Failure to comply with college conduct policies may result in disciplinary action in accordance with KCC's
Code of Campus Affairs and Regulations.
Refer to KCC’s Code of Campus Affairs and Regulations, Section 17.1, for specific code of conduct policies.
Week # | Dates | Content | Chapter Reading | Assignments |
|---|---|---|---|---|
1 | Aug. 17-12 | Course Introduction, Overview of Personal Selling | Chapter 1 | Introduction Discussion Due 8/19 |
2 | Aug. 24-30 | Overview of Personal Selling | Chapter 1 | MindTap Chapter 1 Quiz & Assignment Due 8/30 |
3 | Aug. 31-Sept. 6 | Building Trust and Sales Ethics | Chapter 2 | Discussion Board #1: Ethics in Selling Due 9/6 |
4 | Sept. 7-13 | Building Trust and Sales Ethics | Chapter 2 | MindTap Chapter 2 Quiz & Assignment Due 9/13 |
5 | Sept. 14-20 | Understanding Buyers | Chapter 3 | Sales & Customer Service Application #1: Customer Needs Analysis Due 9/20 |
6 | Sept. 21-27 | Communication Skills | Chapter 4 | MindTap Chapter 3 Quiz & Assignment Due 9/27 |
7 | Sept. 28-Oct. 4 | Communication Skills | Chapter 4 | Discussion Board #2: Effective Customer Communication Due 10/4 |
8 | Oct. 5-11 | Strategic Prospecting and Preparing for Sales Dialogue | Chapter 5 | MindTap Chapter 4 Quiz & Assignment Due 10/11 |
9 | Oct. 12-18 | Strategic Prospecting and Preparing for Sales Dialogue | Chapter 5 | Final Project Topic Selection Due 10/18 |
10 | Oct. 19-25 | Planning Sales Dialogues and Presentations | Chapter 6 | Sales & Customer Service Application #2: Prospecting Analysis Due 10/25 |
11 | Oct. 26-Nov. 1 | Planning Sales Dialogues and Presentations | Chapter 6 | Discussion Board #3: Building Customer Relationships Due 11/1 |
12 | Nov. 2-8 | Creating and Communicating Value | Chapter 7 | Withdrawal Deadline: November 5 MindTap Chapter 5 Quiz & Assignment Due 11/8 |
13 | Nov. 9-15 | Addressing Concerns and Earning Commitment | Chapter 8 | Sales & Customer Service Application #3: Handling Customer Concerns Due 11/15 |
14 | Nov. 16-22 | Expanding Customer Relationships | Chapter 9 | Final Project Progress Check Due 11/22; Discussion Board #4: Customer Service Excellence Due 11/22 |
15 | Nov. 24-29 | Self-Leadership and Teamwork | Chapter 10 | Thanksgiving Break Nov. 25-29 |
16 | Nov. 30-Dec. 6 | Course Wrap-Up and Review | Review Chapters 1-10 | Final Project Due 12/6 |
Final Exam | Dec. 7-10 | Comprehensive Final Examination | Review Materials | In-Person Final Examination |
College Policies, Resources and Supports
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.
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.
The materials on this course are only for the use of students enrolled in this course for purposes associated with this course. Further information regarding KCC's copyright policy is available at https://kcc.libguides.com/copyright.
|Course syllabus/calendar is subject to change.