• 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.

Week 1 : 28 AUG	introductions overview of selling - Ch. 1, 2
Week 2 : 4 SEP	HW1 due (20 points) the selling process (needs based) prospecting - Ch. 7 pre-approach and approach - Ch. 8
Week 3 : 11 SEP	HW2 due (20 points) needs analysis - Ch. 9 presentation - Ch. 10
Week 4 : 18 SEP	closing - Ch. 11, 12 compliance techniques motivation post-sale service - Ch. 13
Week 5 : 25 SEP	EXAM 1 (100 points) begin personal selling project (Exam 2, 100 points)
Week 6 : 2 OCT	ethical and legal issues - Ch. 3 perception and attention
Week 7 : 9 OCT	communication - Ch. 5 adaptive selling - Ch. 6
Week 8 : 16 OCT	consumer markets institutional markets - Ch. 4, 14, 15
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	recruiting training managing your career - Ch. 18
Week 12 : 13 NOV	compensation evaluation
Week 13 : 20 NOV	HW3 due (30 points) time and territory management - Ch. 16 Allied Standard Brands Qwik Wrap Systems Alpine Products
Week 14 : 27 NOV	THANKSGIVING HOLIDAY - no class
Week 15 : 4 DEC	EXAM 4 (100 points)
Week 16 : 11 DEC	TEAM SELLING PRESENTATIONS WITH REPORTS (130 points)

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.

 A=540-600 points
 B=480-539
 C=420-479
 D=360-419
 E=000-359

  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
 600 TOTAL POINTS POSSIBLE

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)?