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Part I

SUGGESTIONS FOR

ORGANIZING YOUR COURSE

To your student, taking a course in selling hopefully will be like taking an interesting trip to a worthwhile destination. You, the instructor, will occupy the role of a travel guide—(1) determining the destination, (2) selecting methods of travel, (3) organizing the journey so everyone can follow the path to the destination, and (4) making sure students arrive at an understanding of what the text course was designed to cover.

COURSE OBJECTIVES – DETERMINING THE DESTINATION OF YOUR COURSE

Students want to know where a course will take them. They want to know the objectives of your course. Therefore, we suggest you start organizing your course by making a list of general objectives you plan to have the students achieve. This list should be duplicated and handed out to each student at the beginning of the course (at the first or second class meeting). A sample list of general course objectives would be as follows.

Competencies the Student Should Gain from the Course:

General Sales Knowledge:

  • Explain careers, opportunities, and benefits of personal selling.
  • Summarize the effect of selling in a marketing economy.
  • Apply theories of buyer motivation.
  • Create a prospecting plan.
  • Summarize how to adapt a sales presentation.
  • Explain and demonstrate one’s product and/or service.
  • Explain the various communication styles.
  • Discuss the importance of a positive self-image.
  • Apply time management techniques to the art of selling.
  • Evaluate and apply ethical practices in selling.
  • Write steps and goals of the sales presentation.
  • Describe the integration of technology into personal selling.

Sales Demonstration Knowledge:

  • Develop complete pre-approach information.
  • Design an approach.
  • Determine wants/needs of the customer.
  • Prepare and present a value added solution.
  • Select and prepare selling tools for demonstration.
  • Anticipate and negotiate sales resistance.
  • Develop and use trial close.
  • Develop and use closing techniques.
  • Demonstrate when and how to use expansion selling.
  • Demonstrate techniques of servicing the sale.

SELECTING AND DEVELOPING YOUR TEACHING METHODOLOGY

After determining the objectives of your course, you should examine and select the methods you will use to achieve your objectives. The effective salesperson tries to maintain the attention and interest of prospective customers. An effective teacher does the same with students by using a variety of teaching methods. The following list provides suggestions for you to consider in presenting your course. These items are supported with detailed suggestions and guidelines that are featured in the manual.

  • Presentation Outlines
  • PowerPoint Slides/Transparency Masters
  • End of Chapter Application Exercises, including the Internet Assignment
  • Video and Video Case Problems
  • Role-Play Exercises
  • Written Projects/Manuals
  • Customer Relationship Management Activities with Technology
  • Tests
  • Internet Exercises

Additional Ideas for Presenting Your Course

Guest Speakers

Qualified guest speakers can be very effective in emphasizing specific personal selling concepts. Guest speakers in a selling class tends to be most effective when they are asked to respond to specific topics or questions by relating their own experiences. Encourage your students to prepare questions in advance of scheduled guest presentations.

Lectures

A class in selling should not be lecture oriented; however, there will be times when short lectures need to be presented. In presenting a lecture, you should use many of the concepts presented in Chapters 1 and 12 of the text: (1) use presentation tools, (2) discuss real-life examples, (3) keep it simple, and (4) summarize major points.

Discussions

Review questions, application exercises, and the case problems at the end of each chapter are designed to provide the student with opportunities to apply chapter concepts. A portion of several class periods might consist of having students present their responses to theses end-of-chapter activities. This could be done on an individual, small group, and/or large group basis.

Tours

A tour of a sales-oriented business can be very effective. Usually there are students in your class who can assist you in setting these up.

ORGANIZATION OF THE COURSE

Now that you have laid out the destination of your course and what methods you will use to teach that destination, it is time to organize and communicate it to students. To do this, we suggest you develop an assignment sheet and hand this out to your students. In addition to the material presented on the sample assignment sheet shown in the table below, you may want to list your specific policies with regard to grading, attendance, class participation, and assignments.

PRINCIPLES OF SELLING COURSE — SAMPLE ASSIGNMENT SHEET

PRINCIPLES OF SELLING

Textbook: Selling Today: Partnering to Create Value, (with three role-plays from “Partnership Selling: A Role-Play/Simulation for Selling Today, Adaptive Video Series, Video Case problems, and using Study Guides on the website)

Date / Week / Ch. No. / Selling Today Text/Topic / Companion Assignment
1 / 1 and 2 / Careers in the “Age of Information”/ Sales Philosophy / Selling Today Exercises–Part 1
Video Case Problem–Chapter 1and 2
2 / 3 / Relationship Strategies—Adding Value / Complete Study Guides 1–5 on the Web
Selling Today Exercises– Part 2
Video Case Problem–Chapter 3 and 5
3 / 4 and 5 / Communication Styles/Ethics / View Comm. Styles Video, Complete Chapter 4 Style Assessment on web
Video Case Problem–Chapter 6

EXAM 1: CHAPTERS 1–5

4 / 5 and 6 / Product Solutions and Strategies That Add Value / Read “Partnership Selling: A Role-Play /Simulation for Selling Today”–Complete Customer/Sales Memorandum
5 / 8 / Understanding Why People Buy / Selling Today Exercises–Part 3
Video Case Problem–Chapter 8 and 9
6 / 9 / Developing a Prospect Database / Complete Study Guides 6–9 on the Web.
7 / 10 / Presentation/Strategy Approach / “Partnership Selling: A Role-Play /Simulation for Selling Today”–Read and prepare Role-Play 1
Video Case Problem–Chapter 10

EXAM 2: CHAPTERS 6–9

8 / 11 / Customer Need Discovery / Complete Role-Play 1
View Questions Videos and write Pain and Pleasure Questions Video Case Problem –Chapter 12
9 / 12 / Consultative Presentations / “Partnership Selling: A Role-Play /Simulation for Selling Today”––Read and prepare Role-Play 2
Complete Study Guides 10–11 on the Web
Selling Today Exercises–Parts 4 and 5
10 / 13 / EXAM 3: CHAPTERS 10–11
Negotiations / Complete Role-Play 2
Video Case Problem–Chapter 13 Show Negotiations Video
11 / 14 / Closing and Confirming the Partnership / “Partnership Selling: A Role-Play /Simulation for Selling Today”––Read and Prepare Role-Play 3.
View AFTO Video.
12 / 15 / Servicing the Sale
EXAM 4: CHAPTERS 12–14 / Complete Study Guides 12–14 on the Web
13 / 16 / Opportunity Management / Classroom Rehearsal for Role-Play 3
/ Video Case –Chapter 17
14 / 17 / Management of the Sales Force / Role-Play 3 Sales Presentations
View Chapter 17 Reality Video
Complete Study Guides 15–17 on the Web
15 /

EXAM 5: CHAPTERS 15–17

/ Review Evaluations of Role-Play 3

(Note to Professor: An alternative to this assignment sheet would be to utilize the Reality Selling Today Role Play Scenarios in Appendix 1. Appendix1 would be substituted for “Partnership Selling: A Role-Play/Simulation for Selling Today” and the three role plays listed above. The CRM Case Study beginning in chapter 9 could also be substituted for the CRM Application Exercises listed above)SALES AND SALES MANAGEMENT COURSE — SAMPLE ASSIGNMENT SHEET

SALES AND SALES MANAGEMENT

Textbooks: Selling Today: Creating Customer Value,(with three role-plays from “Partnership Selling: A Role-Play/Simulation for Selling Today, Adaptive Video Series, Sales Management Team Term Project [see guide in Part VI of IM], and using study guides on the website)

Date / Week / Ch. No. / Selling Today Text/Topic / Companion Assignment
1 / 1 and 2 / Sales/Mgmt. Philosophy in the “Age of Information” / View “New Selling in America” video.
Introduce Sales Management Team Projects
2 / 3 / Relationship Strategies—Adding Value / Complete Study Guides 1–5 on the Web.
View chapter 17 Reality Video on Sales Mgmt.
3 / 4 and 5 / Communication Styles/Ethics / 1st Sales Management Team Presentation–“Importance of Selling” View Communication Styles Adaptive Selling Video/Complete Communication Styles Application Exercises.

EXAM 1: CHAPTERS 1–5

4 / 6 and 7 / Developing a Product Strategy / Complete Customer Service/Sales Memo for “Partnership Selling: A Role-Play/Simulation for Selling Today.”
5 / 8 / Developing a Customer Strategy / 2nd Sales Management Team Presentation—“Describe Sales Force.”
6 / 9 / Building a Prospect Database / Complete Study Guides 6–9 on the Web.
7 / 10 / Presentation/Strategy Approach / “Partnership Selling: A Role-Play/Simulation for Selling Today”–Read and prepare Role-Play 1.
3rd Sales Management Team Presentation—“Training and Motivation of Sales Force.”

EXAM 2: CHAPTERS 6–9

8 / 11 / Customer Need Discovery / Complete Role-Play 1.
Show Questions Videos and Write Pain and Pleasure Questions in Application Exercise.
9 / 12 / Consultative Presentations / “Partnership Selling: A Role-Play/Simulation for Selling Today”–Read and prepare Role-Play 2.
Complete Study Guides 10–12 on the Web.
10 / 13 / Negotiations / View Negotiations Video Complete Role-Play 2.

EXAM 3: CHAPTERS 10–12

11 / 14 / Closing and Confirming the Partnership / “Partnership Selling: A Role-Play/Simulation for Selling Today”–Read and Prepare Role-Play 3
4th Sales Management Team Presentation–“Customer Profiles.” View “AFTO Video.”
12 / 15 / Building the Partnership / Complete Study Guides 13–15 on the Web
13 / 16 / Management of Self / 5th Sales Management Team Presentation—“Performance Standards and Compensation.”

EXAM 4: CHAPTERS 13–15

14 / 17 / Management of the Sales Force / Role-Play 3 Sales Presentations–“Sales Managers Serve as Customers.”
Complete Study Guides 16–17 on the Web
15 /

EXAM 5: CHAPTERS 16–17

/ Review Sales Managers’ Evaluations of Role-Play 3

(Note to Professor: An alternative to this assignment sheet would be to utilize the Reality Selling Today Role Play Scenarios in Appendix 1. Appendix1 would be substituted for “Partnership Selling: A Role-Play/Simulation for Selling Today” and the three role plays listed above.)

___-_____

Professor:
Office:
Office Hours:
Telephone:
e-mail: / Required Textbook Selling Today: Partnering to Create Value
Gerald L. Manning, Michael J. Ahearne, Barry L. Reece, and H.F. (Herb) MacKenzie; (sixth Canadian edition), Pearson Canada

Course Objectives

Selling is a fundamental part of not only business, but everyday life. Indeed, you are called upon to sell all the time – whether it is an idea, product, service, or point of view. This online course is designed to teach you about selling and how to sell effectively. While our focus will be on selling in a business environment, you will find the concepts discussed in class to be of great relevance to your ability to function effectively in interpersonal settings in general.

The objectives of this class are for you to:

1)Develop a personal selling philosophy that incorporates the marketing concept

2)Develop a relationship strategy that creates customer value in an ethical context

3)Develop a product strategy that incorporates creative product solutions that add value

4)Develop a customer strategy that addresses buyer behaviour

5)Develop a customer presentation strategy that adds value

6)Explain the process of self management

7)Demonstrate mastery of Objectives 1-6 by conducting a simulated sales call

For the first 11 weeks of the course, we will focus on mastering the knowledge presented in the text book. Each week you will have a set of assigned readings which will help you maintain pace in the course. Upon finishing each chapter, you will need to complete an online quiz in WebCT Vista. The online quizzes are designed to help you study the material. In addition to the online quizzes, you will need to take two proctored exams in person. The dates of the exams are listed in the schedule.

In the final 5 weeks of the course, you will be asked to pool your understanding of the text and work towards presenting a sales presentation through a role play assignment. There will be two components to the selling project. First, you will need to develop a written sales strategy which incorporates information from the Park Inn Role Play in the text book. Second, you will need to demonstrate (in person) a simulated sales presentation with a prospective buyer. You will play the role of the sales representative and an instructor will play the role of the prospective buyer.

By completing assignments on time, you will improve your ability to sell your ideas and become more effective in representing yourself and your company and its services. You also will learn what is necessary to build long-term, profitable relationships with clients.

WebCT Vista

This class will use WebCT Vista as a course requirement. With WebCT Vista you can view class notes, view the PowerPoint slides, communicate with fellow students, and view grades and course progress at any time. Students will need to log onto WebCT Vista regularly to stay current with the class.

Readings

Below is a summary of the skills that students should master upon reading each chapter.

Students should be able to:
Chapter 1 / Discuss the current personal selling opportunities.
Chapter 2 / Explain the relationship between personal selling and the marketing concept.
Chapter 3 / Explain how to build a relationship strategy that adds value.
Chapter 4 / Review and discuss the various communication styles used adapt the sales presentation to the needs of the customer.
Chapter 5 / Describe the critical role of ethics in building customer relationships.
Chapter 6 / Develop a product strategy that creates product solutions for the customer.
Chapter 7 / Explain the importance of creating product selling strategies that add value.
Chapter 8 / Describe buyer behaviour, motives, and decision making in relation to developing a customer strategy.
Chapter 9 / Explain the steps to developing and qualifying a customer prospect base.
Chapter 10 / List and discuss the steps to develop a presentation strategy, pre-approach, presentation plan, and the approach.
Chapter 11 / Describe the elements of needs discovery and understand how to determine customer needs with a consultative questioning strategy.
Chapter 12 / Describe the essential elements of the consultative sales presentation.
Chapter 13 / Explain the types of buyer concerns and the methods and process used to negotiate buyer concerns.
Chapter 14 / Review the basic guidelines to closing a sale and confirming the customer business partnership.
Chapter 15 / Summarize the essential concepts related to servicing the sale and building the customer relationship.
Chapter 16 / Explain the four dimension process to self-management and improvement.

Quizzes

There will be 16 multiple-choice quizzes containing questions from the textbook and possible supplement videos. The quizzes are both open book and open note. The 16 quizzes will be worth a total possible 50 points. These quizzes can be taken at any time in WebCT Vista.

Exams

There will be two (in class) multiple-choice exams containing questions from the textbook and possible supplement videos. Each exam will be worth from 150 points. Exam 1 will cover Chapters 1-8 (along with any supplemental materials) while Exam 2 will cover Chapters 9-16 (along with any supplemental materials). There will not be a make up exam for the first exam. Instead, if you miss the first exam, then the second exam will include extra questions pertaining to the missed exam and will count twice.

*** If you arrive to take your exam and any student has already completed the exam and left the room, then you will not be allowed to take the exam.

Please make sure that you do not schedule any vacations or other events during the time posted for Exams 1 and 2. If for ANY reason you have to take a makeup for Exam 2 you MUST provide a college-accepted excuse, with supporting documentation (doctor’s notes, etc.). Please be advised that the makeup exam is typically more difficult than the regular exam.

Selling Project

  • Part I (Sales Strategy) This is a two-page assignment. The sales strategy consists of a summary of the information in the Park Inn Role Play (page 1) and a strategic outline of the sales presentation which you will use for the sales call (page 2). One purpose of this assignment is for me to review your understanding of the sales situation and offer suggestions to ensure that you are well-prepared for the role plays. Specific guidelines for this assignment will be posted on WebCT as the class progresses. The Sales Strategy will be worth 100 points.
  • Part II (The Role Play) The purpose of the role play is to demonstrate the selling principles and techniques which were discussed in the text and in the course. Using the Park Inn Role-Play (available in “Partnership Selling: A Role-Play/Simulation for Selling Today” on the Companion Website at will execute a 10-minute professional sales call while exhibiting your knowledge of and facility with critical elements of the selling process. Essentially, this exercise challenges you to pull all of the course material together and apply what you have learned in a simulated selling situation. There is a degree of "make believe" to it, but you will be graded strictly on your ability to use the selling principles and techniques discussed in class, not your acting ability. The role-play will be worth 150 points.

The best way to ensure that you make a high grade on the assignment is to practice every chance you get before the actual role play. (Practice is also what makes you a better salesperson!) More details of the actual role play sessions will be provided as the course progresses.