MKT 215 Sales and Marketing Management emphasizes the relationship of professional sales skills and marketing management to successful profit and non-profit organizations.  In this course you will build knowledge and skills in all areas of the sales process with special attention paid to developing successful strategies for products and services and to preparing an effective sales presentation. In this course you will build knowledge and skills in all areas of the sales process with special attention paid to developing successful strategies for products and services and to preparing an effective sales presentation. Online research is included to determine customer demographics and to track competitive activities, along with the study of legal and ethical considerations.

MKT 215 is divided into two parts: in the first half of the course a basic foundation for selling will be covered, and in the second half the focus is on the "How to's" or building your individual selling skills.

• Explain the function of personal selling and the role of sales in both the marketing process and within an organization.
• Develop a problem-solving approach to the needs of potential buyers.
• Analyze why a given sales technique or sales presentation is applicable in a particular sales situation.

Your grade in this course will be based on the following criteria:

Exams (2)	50%
Chapter Assignments - Questions and Cases	25%
Sales Presentation	5%
Discussion Forum and Virtual Role Play Participation	20%

Score	Letter Grade
90-100	A
80-89	B
70-79	C
60-69	D
59 and below	F

There are two (2) proctored online exams in this course. You are expected to take your examinations at one of the NVCC campus Testing Centers. Be sure to allow enough time to complete your exam before the Testing Center closes; Testing Centers have specific policies relating to the administration of ELI exams. You will need to take a photo ID, your NovaConnect empl ID number, and the appropriate Exam Pass when you go to the Testing Center.  

For Testing Center locations, hours of operation and policies, click here.

For information on taking exams outside of the metropolitan area, click here.

You may contact me through e-mail at clundregan@nvcc.edu or by telephone at
(703) 323-3347.

1. Use your web browser to connect to http:/learn.vccs.edu. Follow the directions to determine your email, Blackboard and VIVA account user names and passwords.
2. Access your email account and make sure you know how to use it; you will be required to use this account for all course-related email.
3. Log on to Blackboard at http://learn.vccs.edu.
4. Click on this course under "My Courses." Review the entire course to make sure you understand what will be required of you. Then start completing the assignments.

Please note that account generation takes approximately one week from the time of your paid registration. If you cannot log on after one week, contact the IT Help Desk. If you can log on to Blackboard, but your course isn't listed, please contact ELI or your instructor.