Fall 2019 Course Syllabi

Dakota College at Bottineau Course Syllabus Course Prefix/Number/Title: AGEC 250 Agricultural Sales Number of credits: 3 Course Description: The principles of salesmanship applied to the agricultural business. Topics include attitudes and value systems, basic consumer behavior, relationship of sales to marketing, selling strategies, preparing for sales calls, making sales presentations, and closing sales. Pre-/Co-requisites: None Course Objectives: • Understand sales and its relationship to marketing. • Identify the skills required for careers in sales and sales management. • Sales strategy and prospecting. • Develop an understanding of customers behavior and needs. • Strengthen skills to build rapport, develop strong personal relationships, and form trust with people. • Recognize the role of ethics in sales. • Foster public speaking proficiency, specifically in a small group setting and giving impromptu speeches. Instructor: Linda Burbidge, PhD Office: Molberg 20 Office Hours: MW 1:00pm -3:30pm, TH 10:00am – 12:00pm, Or by appointment Phone : 228-5442 Email: Linda.Burbidge@dakotacollege.edu Lectur e/Lab Schedule: MWF 8:00am-8:50a m in Molberg 28 Textbook(s): Downey, W. S., Downey, W. D., Jackson, M. A., and Downey, L. A. 2011. ProSelling . Henderson Communications, LLC. Adel, IA. Course Requirements: This is a 200-level course. Students are expected to read the text and come to class prepared to listen and discuss during the lectures. Points will come from homework, a midterm exam, a final exam and a course project. The breakdown will be as follows: