SMBU 9421 - Successful Sales - Stage 5 - Robin Pugh
Assessment
| Assessment Methods | Direct observation of performances, practical exams, group work |
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| Assessment Description | Class participation in class exercises which involve discussion questions, case study analysis, and role play activities to build students’ sales negotiations skills based on rubrics created for this course. |
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| Learning Outcomes | All |
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| Number of Sections | 1 |
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| Number of Instructors | ~1 |
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| Number of Students | ~20 |
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Data Analysis
| Data Shared With | None. I am the only one teaching the course. However, data will be discussed with the course coordinator |
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| Data Sharing Methods | - Face-to-face meetings
- Email
- Phone
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| Data Summary | 80% of students was able to present strong probing questions during role-plays; 90% participated actively in the discussion by asking relevant questions that provoked critical thinking and brought up some break through ideas and strategies from other students in the class. |
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| Analysis Summary | Students would 100% achieve outcome if they all participated in the role play, provided feedback, commented and asked questions that contribute to enrich the learning environment. |
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| Next Steps Planned | Coordinate with the course coordinator to revisit the SLOs for this course; update the Course Outline and share all these data with future instructors for this course. |
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| Learning Outcomes | All |
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Changes
| Details | The course syllabus was updated to capture relevant changes that are taking place in today's sales environment. More examples taken from local SME context were used. |
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| Learning Outcomes | To provide a better appreciation of sales strategies and techniques anchored on relationship and consultative selling approaches. |
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Tentative Future Plans
| Term | I am not teaching this course this semester |
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| Activities | Not applicable |
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| More Details | No answer |
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SLO Details Storage Location
- HARD COPY - In my personal filing system (my office)
- ELECTRONIC COPY - In my electronic filing system (hard drive or web server)
Additional Highlights
The course provides a very good introduction to selling. A follow-up course, Sales Management should be taught by the same instructor to maintain the flow of the topic and sustain students' interest in this topic.
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