Texas A&M University-Texarkana MKT 365


Fall 2002

| PSP score sheet | course feedback | RFP | revised schedule / evaluation |

  1. FACULTY :

    Instructor : Dr. Robert S. Owen
    Office : 215 North Akin Building
    Office phone : (903) 223-3010
    Department phone : (903) 223-3020 (Loretta Williams)
    Fax : (903) 223-3121
    Email : robert.owen@tamut.edu
    Web site : www.tamut.edu/~bowen/
    Office Hours : MWR 4:00-6:00 PM

  2. COURSE :

    1. Meeting Time and Place :
      Wednesday, 1:00-4:00 PM, ACAD 127N

    2. Course Material :

      Textbook :
      Weitz, B., Castleberry, S. & Tanner, J. (2001), Selling: Building Partnerships (Fourth Edition).  McGraw-Hill Irwin.
      Materials :
      Access to the World Wide Web is required.

    3. Course Objectives :
      Throughout this course, students should be able to demonstrate:
      • knowledge and understanding of the activities and problems of sales people
      • skills associated with these activities, such as individual selling, team selling, territory routing time management, use of technology, etc.

    4. Major Topics :
      These are approximate dates. 

      Week 1 :
      28 AUG  


      Week 2 :
      4 SEP  


      Week 3 :
      11 SEP  
      • HW2 due (20 points)
      • needs analysis - Ch. 9
      • presentation - Ch. 10


      Week 4 :
      18 SEP  


      Week 5 :
      25 SEP  
      • EXAM 1 (100 points)
      • begin personal selling project (Exam 2, 100 points)


      Week 6 :
      2 OCT  


      Week 7 :
      9 OCT  
      • communication - Ch. 5
      • adaptive selling - Ch. 6


      Week 8 :
      16 OCT  


      Week 9 :
      23 OCT  
      • EXAM 3 (100 points)
      • personal selling project (Exam 2) must be completed before this date


      Week 10 :
      30 OCT  
      • COMPENSATION FOR ORAL EXAM 2 - no class


      Week 11 :
      6 NOV  


      Week 12 :
      13 NOV  


      Week 13 :
      20 NOV  


      Week 14 :
      27 NOV  
      • THANKSGIVING HOLIDAY - no class


      Week 15 :
      4 DEC  
      • EXAM 4 (100 points)


      Week 16 :
      11 DEC  


    5. Attendance :

      Students are expected to attend and participate in all class sessions.  Exams will be based in large part on issues discussed in class. 

      Since the Personal Selling Project is based substantially on in-class role play, it is imperative that students be in all classes to prepare for this individual oral exam.  Any student who misses more than four class hours prior to the the start of this project WILL BE DROPPED FROM THE COURSE, since performance is based on the in-class experience.  This includes even the first class session.

    6. Evaluation Methods :

      Students will be evaluated on the basis of performance on two independent tests (40%), in-class meetings with a consulting team (10%), a team written draft consulting report (15%), a team written final consulting report (15%), and a team oral consulting presentation (20%).  Scores on the team written and oral work will be adjusted by ratings that each team member makes of each colleague.

    7. Grading System :

      Final grades will be based on the following totals in points:
       A=540-600 points
        20=HW 1
        20=HW 2
        30=HW 3
       100=Exam 1
       100=Exam 2
       100=Exam 3
       100=Exam 4
        65=Final Team Report
        65=Team Presentation

    8. Personal Selling Project (Exam 2) :

      You will be making an ten minute sales call on your instructor in his office during the period between the first and second in-class exams (i.e., between Exam 1 and Exam 3).  As part of the assignment, you must make an appointment for the sales call by telephone.  Appointments are scheduled at twenty minute intervals.  Your sales call will be stopped at ten minutes, finished or not, to allow enough time for scoring before any other appointments that the instructor has.

      Note that your "product" need not be a tangible good.  You may, for instance, attempt to obtain a signature on a petition of a donation to a worthy cause.  Grading will be based on your attempt to properly qualify this prospect, to obtain an appointment, to uncover a problem, to demonstrate a solution, to attempt a close if appropriate, and to obtain referrals if appropriate.  You can earn an "A" without making a sale, and your can do very poorly if you attempt to push a close when it is not appropriate.  It is appropriate to close on, say, a donation to a worthy cause within five minutes with enough additional time to obtain referrals; you probably should not attempt to obtain anything other than agreement to a follow-up appointment and a few referrals if you are promoting a complicated financial service.  (Would agreement to a second, longer appointment be the  sale  in the latter example?)  "Creativity" is not a factor in this assignment.  It is not appropriate to offer product samples and none will be accepted.

      We will cover the specifics of the requirements for grading and will do ample role playing in class for you to get a good feel for how to practice for your final performance.  See the project score sheet for more insight.  Remember the advice attributed to Abe Lincoln: if you have six hours to cut down a tree, spend the first four sharpening your axe.

      Although a five-line letter, a 45-second phone contact, and a five or eight minute sales encounter might not seem like much, be sure that you take this assignment very seriously.  Even the short telephone contact will require substantial practice, and I will hang up on you just like  real people  if you do not structure your call appropriately.  "Real people" are busy and will cut off an introductory sales encounter if you overstay your limited welcome, just as I will.  You cannot possibly go on to gain a sale, obtain a follow-up appointment, obtain referrals, or get a second chance if this happens in the real world; likewise it is difficult to obtain a passing grade if you cannot complete all of the components of the assignment in the time allotted to you.  In sales jargon, don't wing it!

      You should "forget" that this prospect is your instructor, but you otherwise will not be role playing during this encounter: you must qualify your instructor as a real-live person and choose a suitable product based on what you know or can reasonably assume about this prospect.  What have you noticed in looking around his office?  What might some other referrals (friends, relatives, and acquaintances) know about him?  Might his employer or professional organizations have any information about him (e.g., Web postings)?

    9. Team Selling Project :

      You will be submitting a written sales proposal (around five pages) and will be making an in-class sales presentation as part of a team at the end of the semester.&nbps; Your professor is working with a real-world client, and so the exact details will not be known until around the fourth week of the semester.