3 Exams (@ 120 points each = 360 points total)
Exams will be 100 points multiple choice (40 questions @ 2.5 points each, equally distributed across the chapters) and 20 points essay taken from the attached Exams 1-3 Essay Questions page. Bring a scantron to each exam - any version. You can have one 8˝ x 11 page (front and back, any font size) of notes per exam. You are invited to write notes to me on the exam by starring the item on the scantron and then writing your note next to the question in the exam itself. Depending on the quality of your note (i.e., tell me what you know about the question’s content, support your chosen answer), you may receive full, partial, or no credit. Exams will be curved positively if necessary. If you need to miss an exam, speak with me about it before the exam. Makeup exams may be difficult and essay. The successful completion of this assignment will meet learning objectives LO1, LO4, M1, and M3.
Sales/WWW Presentation -- Oral Presentation with Outline (130 points)
sales presentation with detailed outline only, approximately 10-12 pages of
outline content, the title page/table of contents/references (at least
6)/appendix are extra, individual effort, dress as for a job interview,
see Sales Presentation section in the syllabus.
Create a WWW site that sells something. Consists of an oral presentation to the class explaining your web site accompanied by a detailed outline, approximately 10-12 pages of outline content, the title page/table of contents/references/appendix are extra, and individual effort. See Sales/WWW Presentation section in the syllabus. Please clear this with Dr. Williams before proceeding.
This 15-minute (per person) presentation will be critiqued by the class using the Sales Presentation Critique Form in the syllabus. Student comments are meant to empower the speaker and to hone speaking skills. However, I will grade the assignment. The successful completion of this assignment will meet learning objectives LO1, LO2b, LO3, LO4, M2, M3, M4, and M5.
Sales Force Description -- Oral Presentation with Outline (130 points)
Basics: Teams of up to 3-4 members each will research an actual sales force of their choice. Choose a company of interest to the team members and one that will provide the necessary information. The attached Sample Outline for Sales Force Description can be used as a guide regarding the type of needed information. You will be interviewing the appropriate company representative(s) as well as gathering Internet and library data relevant to the company. Your outline should include such items as appropriate binder, title page, table of contents, introduction, body of paper - your choice of content/format (the Sample Outline for Sales Force Description may provide some ideas on this and I would like to see each of these areas covered), conclusion or summary, list of references with at least 12 library, Internet, and/or company references, and appendix as needed. Please note that the primary focus for the grading of this assignment is based on the oral presentation and the detailed outline. Also, the focus of the assignment is to describe the basic functions of a sales force; it is not a company profile, a product description, or a description of the company’s marketing activity. Examples from previous classes will be available for you to see. The final written outline is due on the last day of class as stated in the syllabus, i.e., each team can improve their outline that they give on presentation day up until the last day of class. Please note that the sales proposal due on September 26 also requires some information regarding the Sales Force Description. In addition, please remember to be very respectful and professional in every contact with your company or company representatives...you may want to work for them some day. The grades for team work will be adjusted by a confidential peer evaluation completed independently by each team member and handed directly to me the last day of class; that is, it is not an evaluation done by the group as a whole. The Peer Evaluation Form is attached.
Oral presentation: Each team will present their sales force description orally in class accompanied with a PowerPoint presentation (probably 20-25 slides including title slide, agenda, introduction, body-of-talk slides, conclusion slide(s), reference slide(s), any questions/thank you slide, and a detailed minimum 12-15 page outline (essentially, your speaker notes, but be sure to use professional notecards in class), the title page/table of contents/references/appendix are extra and do not count as part of the 12-15 pages, but need to be included. Two copies of the outline and PowerPoint slides are due for the instructor at the beginning of the presentation. Make sure that you prepare one cohesive and edited-as-a-unit document that includes all of your written and PPT pages, then give me two copies of this unified and complete document. It is a formal presentation - approximately 15 minutes per person (and we will be as flexible as possible given whatever time constraints), dress as you would for a job interview, review attached Oral Presentation Guidelines, and presentations will be critiqued by the class. Please see the attached Sales Force Description Critique Form.
Presentation dates for the Sales/WWW Presentation and the Sales Force Description will be scheduled on September 26, be sure to be in class on that day. The successful completion of this assignment will meet learning objectives LO1, LO2a, LO3, LO4, M1, M2, and M4.
Roundtable Regarding Selling or Sales Management (35 points total)
Each student will read one popular paperback book in selling or sales management. A list of potential paperbacks is attached, however, you are not limited to this list. Sign-up to reserve your book and date with Dr. Williams. Prepare an approximately 5-7 page outline (content pages, that is, title page, table of contents, appendix, and references are not included in the 5-7 pages; and, these need to be included as well but not counted in the page count) with discussion notes of the book to be used as a basis for a class presentation and discussion of the book. Your written outline may be more detailed than your oral presentation. An oral presentation is required including a PowerPoint presentation and professional notecards. The outline with discussion notes may include an outline of the book, what you agree or disagree with in the book, class exercises, discussion questions, how the content relates to class material or the textbook, interesting points or examples, special quotes or stories, why you do or do not recommend the book, PowerPoint slides, Top 10 List of what you learned, etc...be creative. On the day of the discussion, you are asked to hand two copies of the outline with discussion notes, PPT slides (approximately 12-15 slides, 6 slides per page, print in “black and white only,” left to right as we read), or any other materials used in your presentation to Dr. Williams before your presentation begins. Make sure that you prepare one cohesive and edited-as-a-unit document that includes all of your written and ppt pages, then give me two copies of this unified and complete document before you speak. Please note: Have multiple sources for your PPT material, e.g., flash drive for my computer, burn a CD and then use it in my computer, email a copy to yourself and open it in class, and email a copy to me to use in class. I would recommend that you do 2-3 of these methods so that you have a fall-back option. Do not use your own computer for the in-class presentations. If you have a Mac, go to the computer lab to learn how to save it properly so that it will play on a PC. Books should be dated 2010 or later. Please choose a book that you have not read before. You must make sure that you choose a substantial paperback or you will not have enough to speak and write about. Class time allocated for each roundtable is approximately 15 minutes. This presentation will not be critiqued by the class. Examples from previous classes are available for you to see. The successful completion of this assignment will meet learning objectives LO1, LO2b, and M1.
"It is not the brains that matter most, but that which guides them - character, the heart, generous qualities, progressive ideas." -
8 Internet Exercises (@ 15 points each = 120 points total)
Your will be doing eight Internet Exercises during the semester. Internet Exercises 1-6 will be done as a group (same group members for both the Internet Exercises and the Sales Force Description). Internet Exercises 7-8 will be done individually. Internet Exercises 1-8 are worth 15 points each. The dates, assignment requirements, and when the assignments are due are listed in the syllabus and schedule. Each team member will participate in each group Internet Exercise. For Internet Exercises 1-8, you will be working either in your groups (Internet Exercises 1-6) or individually (Internet Exercises 7-8), i.e., no formal class meeting on those days. However, I will be in my office and available online if you need to interact with me. The successful completion of this assignment will meet learning objectives LO1, LO2a, and LO3.
Volunteer Nonprofit Activity & Journal (optional - up to 15 points extra credit)
The volunteer nonprofit activity must be done during this semester only. You must write a journal of your time, activity, assessment of learning, and contemplation of the overall experience of working with a nonprofit organization. The journal is due at the end of the semester. The successful completion of this assignment will meet learning objectives LO4 and M1.
Class Attendance and Participation (25 points)
Class attendance will contribute to meeting each of the learning objectives. Students will not be added to the roll after it has been collected/finished.
Overall Grading (Total of 800 points)
720-800 points = A
640-719 points = B
560-639 points = C
480-559 points = D
Grades on late assignments will be reduced one letter grade for each week that the assignment is late.
Students with Disabilities
Students with disabilities seeking academic accommodations must first register with the Disability Resource Services (DRS) program, located in MSR 210, phone (209) 667-3159. Students are encouraged to talk with the instructor regarding their accommodation needs after registering with DRS.
In-Class Cell Phone and Computer Usage
Cell phones must be turned off and closed during lectures, presentations, and exams. Computers must be turned off during student presentations. During any other time in class, make sure that you do not disturb others in class or pull attention from class activities and learning, e.g., loud clicking due to haste and/or fake fingernails, sounds, screens that are too entertaining and attention grabbing for those sitting around you, and so forth.
Audio or video recording (or any other form of recording) of classes is not permitted unless expressly allowed by the faculty member as indicated in the course syllabus or as a special accommodation for students who are currently registered with the Disability Resource Services Program and are approved for this accommodation. Recordings allowed as special accommodations are for the personal use of the DRS-approved student, and may only be distributed to other persons who have been approved by the DRS program. Faculty may require the student sign an Audio/Video Recording Agreement, which they may keep for their records.