MKT 4430
SCHEDULE
|
"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
outlines from your textbook author Futrell (2013)
can be accessed by clicking this link. Online student materials are
located at: http://highered.mcgraw-hill.com/sites/0073529990/student_view0/chapter1/
Date
and Assignments* (Please read your chapter(s) and PowerPoint handout
before you come to class.)
August
22
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
29
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
5
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
12
Exam 1 (Chapters 1-6 and Class Material)
Please Bring Scantron
Three
Roundtables
September
19
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
26
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)
Begin
Your Presentation Strategically (Chapter 10)
Elements
of a Great Sales Presentation (Chapter 11)
Welcome
Your Prospect's Objections (Chapter 12)
Seven
Roundtables
October
3
Exam
2
(Chapters 7-12 and Class Material)
Please Bring Scantron
Schedule
Sales/WWW Presentations
Schedule Sales Force Description Presentations
Three Roundtables
October
10
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 Custom Retention (Chapter 14)
Part
IV - Managing Yourself, Your Career, and Others
Time, Territory, and Self-Management: Keys to Success (Chapter 15)
October
17
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
24
Exam
3
(Chapters 13-17 and Class Material)
Please Bring Scantron
October
31
Individual
Work on Internet Exercise 8 (No In-Class Meeting)
Prepare
for Your Sales/WWW Presentations and Sales Force Descriptions
November
7
Sales/WWW
Presentations
Sales Force Descriptions
November
14
Internet Exercises 5
and 6 Are Due
Sales/WWW
Presentations
Sales Force Descriptions
November
21
Sales/WWW Presentations
Sales Force Descriptions
November
28
Thanksgiving
Day
December
5
Final Written Sales/WWW Presentation Due
Final Written Sales Force Description Due
Internet
Exercises 7 and 8 Are Due
Extra Credit - Volunteer Nonprofit Journal 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 11-18
Reading Day and Finals Week
|
"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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