MKT 4430
SCHEDULE

 

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"Nothing inspires confidence in a business man sooner than punctuality, nor is there any habit which sooner saps his reputation than that of being always behind time." - W. Mathews

 

Note:  Chapter lecture outlines from your textbook author Futrell (2014) can be accessed by clicking these links:  Ch. 1-6, Ch. 7-12, Ch. 13-17.  Online student materials are located at:  http://highered.mcgraw-hill.com/sites/0077861019/information_center_view0/.

 

Date and Assignments* (Please read your chapter(s) and PowerPoint handout before you come to class.)

 

August 21
Class Orientation

Part I - Selling as a Profession
The Life, Times, and Career of the Professional Salesperson (Chapter 1)

Group Work on Internet Exercise 1 (Last 1/3 of Class)

Please do the following:

-       Read your syllabus and let me know if you have any questions.

-       Sign the roll sheet.

-       Sign up to reserve each of the following: sales presentation product or service, sales force company, and sales roundtable. See your syllabus for details.

-       Form a group of 3-4 members. List these members on the Group Sign-up Sheet. You will be using this same group for all of the group work during the semester including the Internet Exercises and the Sales Force Description.

-       Work with your group to get organized on your assignments.

 

August 28
Relationship Marketing: Where Personal Selling Fits (Chapter 2)

Ethics First...Then Customer Relationships (Chapter 3)

Group Work on Internet Exercise 1 (Last 1/3 of Class)

Six Roundtables

 

September 4

Group Work on Internet Exercises 2 and 3 (No In-Class Meeting)

Part II - Preparation for Relationship Selling
The Psychology of Selling: Why People Buy (Chapter 4)

Communication for Relationship Building: It's Not All Talk (Chapter 5)

Sales Knowledge: Customers, Products, Technologies (Chapter 6)

 

"Knowledge--that is, education in its true sense--is our best protection against unreasoning prejudice and panic-making fear, whether engendered by special interest, illiberal minorities, or panic-stricken leaders." - Franklin D. Roosevelt

 

September 11
Exam 1 (Chapters 1-6 and Class Material)
Please Bring Scantron

Four Roundtables (First Part of Class)

 

September 18

Group Work on Internet Exercises 4 and 5 (No In-Class Meeting)
Part III - The Relationship Selling Process
Prospecting - The Lifeblood of Selling (Chapter 7)

Planning the Sales Call Is a Must! (Chapter 8)

Carefully Select Which Sales Presentation Method to Use (Chapter 9)

 

September 25

Internet Exercises 1 and 2 Are Due

Sales Proposal Due (Please note that it includes elements pertinent to both the Sales/WWW Presentation and the Sales Force Description)

Schedule Sales/WWW Presentations
Schedule Sales Force Description Presentations

Begin Your Presentation Strategically (Chapter 10)

Elements of a Great Sales Presentation (Chapter 11)

Welcome Your Prospect's Objections (Chapter 12)

Eight Roundtables

 

October 2

Exam 2 (Chapters 7-12 and Class Material)
Please Bring Scantron

Four Roundtables

 

October 9

Group Work on Internet Exercise 6 and Individual Work on Internet Exercise 7 (No In-Class Meeting)

Closing Begins the Relationship (Chapter 13)

Service and Follow-Up for Customer Retention (Chapter 14)

Part IV - Managing Yourself, Your Career, and Others
Time, Territory, and Self-Management: Keys to Success (Chapter 15)

 

October 16
Internet Exercises 3 and 4 Are Due
Planning, Staffing, and Training Successful Salespeople (Chapter 16)
Motivation, Compensation, Leadership, and Evaluation of Salespeople (Chapter 17)

Seven Roundtables

 

"He conquers who endures." - Persius

 

October 23

Exam 3 (Chapters 13-17 and Class Material)
Please Bring Scantron

 

October 30

Individual Work on Internet Exercise 8 (No In-Class Meeting)

Prepare for Your Sales/WWW Presentations and Sales Force Descriptions

 

November 6

Sales/WWW Presentations
Sales Force Descriptions

 

November 13

Internet Exercises 5 and 6 Are Due

Sales/WWW Presentations
Sales Force Descriptions

 

November 20
Sales/WWW Presentations
Sales Force Descriptions

 

November 27

Thanksgiving Day

 

December 4
Final Written Sales/WWW Presentation Is Due
Final Written Sales Force Description Is Due

Internet Exercises 7 and 8 Are Due
Extra Credit - Volunteer Nonprofit Journal Is Due

(You can turn these in during class, and there is a box for your papers marked "Williams" in the MOM Office, DBH 223)

 

December 10-17
Reading Day and Finals Week

 

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"Begin to be now what you will be hereafter." - St. Jerome

 

*Minor changes in the schedule may be announced in class.  It is the student's responsibility to be aware of these changes.  Be prepared to discuss the chapter material.

 

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