Introduction to Class What will this class be like? Practical to life- application to personal life/ professional life Fun- role playing/corporate sales presentations Interactive- groups that discuss current topics
Grading 7 different ways to get a grade? Why? Two benefits All of your eggs are not in one basket. Mimics the real world. In the real world, it is not usually one thing you do that makes you a good employee, but many things. Get used to this self-discipline in many different areas.
Syllabus Go through completely Note: Library readings
Textbook Selling: Building Partnerships Weitz, Castleberry & Tanner – 10th edition NEW – 2018
Tests Multiple choice – 50 questions 1/3rd - Textbook 2/3rds - Lecture & Examples
Sales Presentations Role play – 20 minutes When? – right after before mid-term exam What? - 20 minute interaction – 3 partners Winners chosen by class & can advance to National Collegiate Sales Competition – each spring Who? Chose own partners - same partners whole semester Why? Mimics corporate reality Preparation? – watch past winners/see syllabus
Corporate Formal- 20 minutes Sales Presentations Corporate Formal- 20 minutes When?- toward the end of the semester, so you will have learned how to do it What? written & oral corporate presentation Who? Same partners Why? so much time out of the semester - because you learn by doing, watching, and grading Preparation? One written & oral presentation will be shown in class for demonstration purposes. Examples also available on webpage (not TRACS)
Individual Written Project Professional sales letter of yourself! Copyrighted Easy to do Highly effective Immediately useful 3 weeks of preparation time – due with mid-term
Special Considerations Dyslexia Texas Rehabilitation Center is a resource Tuition, tapes, tests
Professor’s Relevant Experience Health care administrator – Hospital Corporation of America Seminars – own company – West Training & Seminars President of museum – Museum of Arts & Sciences, Macon, Ga. Founding Director – Center for Professional Sale
About the Professor Articles – Partial list Product cross-selling and health care marketing Fortune 500 cover story Past/Current Experience Administrator of Coliseum Associates – H.C.A. Speaker/consultant to UT, IBM, TWACCC, EWTG Volunteer Experience President of the Board of Directors (Regional museum in Georgia) “Women in Business Advocate of the Year” - Small Business Adm. Awards/Honors – Partial List SIFE International Champion – 2000 & USA champion 2000, 2011, 2014) 1st in nation – Sales – 2004, 2008, 2009, 2010, 2011, 2012, 2013, 2014, 2015, 2016, 2018 “Best Professor” (1994 & 2014) McCoyCollege of Business National Freedom Foundation Award for Excellence in Free Enterprise Education (1999) “Presidential Award for Excellence in Teaching” (1999) Alumni Teaching Award (2005)
Four major parts of Text Part 1 – Knowledge & Skills Requirements Chapters 1-5 Part 2 – The partnership process Chapters 6-14 Part 3 – The Salesperson as Manager Chapters 15-17