Professional Activities

In spite of the growth of technology (computers, the Internet, electronic wizardry, the information highway), face-to-face meetings and personal relationships between sellers and buyers are more important than ever before. Even though the average cost of a sale has decreased, research indicates that personal visits and personal contact are still the most effective approach for building committed relationships. The skills of external and internal partnering and the importance of strategic alliances go far beyond the arena of selling a product. A basic objective of this course will be to provide sound partnering and communications skills that students can use regardless of their individual choices of global occupations. The idea of the traditional selling process - - - Approach, Opening, Presentation, demonstration benefits, Overcoming Objections, and Closing - - - has gone through a revision. The process now includes strategically planning each sales call within a larger account strategy, making the sales call, strengthening communications, responding helpfully to objections, obtaining commitment, and building partnerships. Another objective is to ensure that the salesperson develops a certain degree of flexibility in order to be able to adapt his company=s strategies to a customer=s needs and to individual buyer social styles. Global competition has changed all the rules and the sales industry must be in the forefront of initiating changes in its methodology.

General Outline

1. Introduction to Selling

2. Consultative or Relationship Selling

3. Ethical and Legal Considerations in Selling

4. Consumer Behavior and The Communication Agenda

5. Finding Your Selling Style

6. Preparation For Success in Selling

7. Prospecting

8. The Preapproach and Telephone Techniques

9. Approaching the Prospect

10. Asking Questions and Listening

11. Preparing For An Effective Presentation

12. Making the Presentation

13. Handling Objections

14. Closing The Sale

15. Building Relationships With Total Customer Service

16. Personal Organization and Self-Management

17. Sales Management

Textbook

SELLING The Profession, A Relationship Approach

David J. Lill

D.M. Bass Publications, 1996, Nashville, TN

Student Evaluation

All grades will be base on a numerical system based on the highest number of points attained on an exam or assignment by an individual student in the class. Example: If there are 100 possible points on an exam and someone in the class actually attains the highest raw score of 88. Eighty-eight then becomes 100%. Everyone else=s percentage grade will be based on the high score of 88 (If you actually received a raw score of 80, then your percentage grade is NOT 80/100 = 80%, but 80/88 = 90.9%. Final grades are calculated on the basis of the highest raw scores on all exams, quizzes, projects, presentations, etc. Your final grade will be based on the percentage scale below.

93% - 100% = A; 85% - 92% = B; 75% - 84% = C; 66% - 74% = D;

UP TO 65% = F

All papers, homework assignments, etc. must be typed/word processed and must be submitted on the date/class meeting assigned. You are responsible for all work whether you are present of not. If you can=t make it to class, see that your assignment does!

Teaching Methodology

The teaching methodology used in class will be a combination of lecture, discussion, case analysis, and student presentation of material. Psychological studies have identified the general levels of retention of individuals who learn by hearing, seeing, and doing (i.e., participation). Those who learn information simply by Ahearing@ it retained the information for the shortest period pf time. Those who learned by Aseeing@ it, retained it for a longer period than those who Aheard@ it. Those who learned it by Aparticipating@ in the gathering and presentation of the material retained it in their memory for the longest period of time. There was another group (a control group) to which these three groups were compared; a group that had learned the same information by hearing it, seeing it and by participating in the gathering/presentation process. This group retained nearly 93% of the material for the longest period of time. Obviously, you will be involved in hearing, seeing and gathering/presentation/participation stages during the summer session. In order for this type of instruction to be successful, you must come to class prepared.

A SALESMAN=S (STUDENT=S) CREED:

Be Prepared (Complete your assignments prior to class time.)

Be Punctual (Leave home to arrive at class early)

Be Professional at all times (Conduct yourselves as ladies and gentlemen)

Be Honest (Dishonesty - Cheating - is not acceptable in any language, course, class, or profession.)

Professional Activities, Personal Selling Class Schedule