1. SMGT 4021 PROFESSIONAL SELLING INTRODUCTION

2. Introductions Michael Odio, Ph.D. Assistant Professor odioml@uc.edu Campus Recreation Center 6310A (6 th Floor) Office hours: MWF 10:05am - 11:00am

3. Policies Attendance is expected and graded Be Proactive No tolerance for plagiarism or cheating

4. Reading and assignments Shropshire, K. (2008). Negotiate Like the Pros: A Top Sports Negotiator's Lessons for Making Deals, Building Relationships, and Getting What You Want. McGraw Hill. ISBN: 0071548319 Various journal articles and book chapters through semester

5. Assessment Assignments and quizzes60 points Attendance and Participation20 points Exams20 points Course Total100 points Extra credit is rare

6. Inform me What are your expectations for this class? What do you feel are your responsibilities as students? What do you feel are my responsibilities as the instructor? Think Pair Share

7. Course content Negotiation Ticket sales, market, software, strategies, terminology Communication, written, oral, visual Personal sales, tactics and strategies Pricing

8. Reading Negotiate like the Pros Chapters 1-3 for next Wednesday