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 outlines from your textbook author Futrell (2011) 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
23
Class Orientation
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 A or B. 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
Part
I - Selling as a Profession
The Life, Times, and Career of the Professional
Salesperson (Chapter 1)
August
30
Relationship Marketing: Where Personal Selling Fits (Chapter 2)
Three Roundtables or Sales Topics
September 4
Group Work on Internet Exercise 1 (No In-Class Meeting)
Ethics First...Then Customer Relationships (Chapter 3)
Part
II - Preparation for Relationship Selling
The Psychology of Selling: Why People Buy
(Chapter 4)
September
6
Communication for Relationship Building: It's Not All Talk (Chapter 5)
Three Roundtables or Sales Topics
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"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
Group
Work on Internet Exercise 2 (No In-Class Meeting)
Sales Knowledge: Customers, Products, Technologies (Chapter 6)
September
13
Exam 1 (Chapters 1-6 and Class Material)
Please Bring Scantron
September 18
Group
Work on Internet Exercise 3 (No In-Class Meeting)
Part III - The Relationship Selling Process
Prospecting - The Lifeblood of Selling (Chapter 7)
September 20
Planning
the Sales Call Is a Must! (Chapter 8)
Internet Exercise 1 Is Due
Sales
Proposal Due
(Please note that it includes elements pertinent to both the Sales/WWW
Presentation and the Sales Force Description)
Three Roundtables or Sales Topics
September
25
Group Work on Internet Exercise 4 (No In-Class Meeting)
Carefully Select Which Sales Presentation
Method to Use (Chapter 9)
September
27
Begin Your Presentation Strategically (Chapter 10)
Schedule
Sales/WWW Presentations
Schedule Sales Force Description Presentations
Internet
Exercise 2 Is Due
Three Roundtables or Sales Topics
October 2
Group Work on Internet Exercise 5 (No In-Class Meeting)
Elements
of a Great Sales Presentation (Chapter 11)
October 4
Welcome Your Prospect's Objections (Chapter 12)
Three
Roundtables or Sales Topics
October
9
Exam 2 (Chapters 7-12 and Class Material)
Please Bring Scantron
October 11
Individual Work on Internet Exercise 6 (No In-Class Meeting)
Closing Begins the Relationship (Chapter 13)
October
16
Internet Exercise 3 Is Due
Service and Follow-Up for Customer Retention (Chapter 14)
Three Roundtables or Sales Topics
October 18
Individual
Work on Internet Exercise 7 (No In-Class Meeting)
Part IV - Managing Yourself, Your Career, and Others
Time, Territory, and Self-Management: Keys to Success (Chapter 15)
Planning,
Staffing, and Training Successful Salespeople (Chapter 16)
October 23
Motivation,
Compensation, Leadership, and Evaluation of Salespeople (Chapter 17)
Three Roundtables or Sales Topics
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"He conquers who endures." - Persius |
October
25
Exam 3 (Chapters 13-17 and Class Material)
Please Bring Scantron
October
30
Work on Presentations, WWW, Internet Exercises, and Papers
November 1
Internet
Exercise 4 Is Due
Sales/WWW Presentations
Sales Force Descriptions
November
6
Sales/WWW Presentations
Sales Force Descriptions
November
8
Sales/WWW Presentations
Sales Force Descriptions
November 13
Sales/WWW
Presentations
Sales Force Descriptions
November 15
Internet Exercise 5 Is Due
Sales/WWW
Presentations
Sales Force Descriptions
November
20
Sales/WWW Presentations
Sales Force Descriptions
November
22
Thanksgiving Holiday
November
27
Sales/WWW Presentations
Sales Force Descriptions
November
29
Sales/WWW Presentations
Sales Force Descriptions
December
4
Work on Sales/WWW Presentation, Sales Force Description, and Internet Exercises
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"Begin to be now what you will be hereafter." - St. Jerome |
December
6
Final Written Sales/WWW Presentation Due
Final Written Sales Force Description Due
Internet
Exercises 6 and 7 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
*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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