Compensation”
Complete Chapter 15 RAM
Case Study
EXAM 4: CHAPTERS 13–15
14
17
Management of the Sales Force
Role-Play 3 Sales
Presentations—“Sales
Managers Serve as
Customers”
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. Appendix 1 would be substituted for
Appendix 3 and the three role-plays listed above.
___-_____
Professor:
Office:
Office Hours:
Telephone:
Required Textbook Selling Today:
Partnering to Create Value
Gerald L. Manning, Michael J.
Ahearne, and Barry L. Reece; (14th
Course Objectives
Selling is a fundamental part of not only business but also everyday life. 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 behavior
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 textbook. 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. The online quizzes are designed to help you study the material.
develop a written sales strategy, which incorporates information from the Park Inn Role-
play in the textbook. 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
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
Chapter 3
Describe the critical role of ethics in building customer relationships.
Chapter 4
Explain how to build a relationship strategy that adds value.
Chapter 5
Review and discuss the various communication styles used to adapt the
sales presentation to the needs of the customer.
Chapter 6
Develop a product strategy that creates product solutions for the
customer
.
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,
preapproach, presentation plan, and the approach.
Chapter 12
Describe the essential elements of the consultative sales presentation.
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
Quizzes
There are 17 MyLab quizzes (25 questions/quiz) and 17 tests in Test Item File (75
questions/test). The quizzes are both open book and open note. The quizzes will be worth
a total possible XX points. These quizzes can be taken at any time.
*** If you arrive to take your exam and any student has already completed the
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 to review your
understanding of the sales situation and offer suggestions to ensure that you
are well prepared for the role-plays. The Sales Strategy is 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 (in your text, Appendix 3), you will
execute a ten-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 is 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.
Remember:
o Grades on role-play assignment stand. Your role-play will not be re-
graded once it has been graded.
Late Assignments
Written assignments will be collected on their due dates and are due by 12:00
PM on the designated date. Make sure that you submit every assignment on time to get
Students with Disabilities
The Center for Students with Disabilities provides a variety of academic support
services to all currently enrolled students who have any mental or physical disability of
either a temporary or permanent nature. If you feel that you may need assistance of this
nature, you may wish to call the Center at (000-000-0000). Also, you should let me know
Intro-13
students. The results of these evaluations are important to provide feedback to instructors
on how performance can be improved. These evaluations are carefully considered in
promotion, salary adjustment, and other important decisions.
General Reminders:
• Switch off all electronic devices when in class.
• Exams: 350 points
o Quizzes – 50 points
o Exam 1 – 150 points
o Exam 2 – 150 points
• Selling Project: 250 points
A
B
C
D
D-
552–600
492–521
432–461
372–401
357–371
356 and below
Intro-14
F
Spring Semester Tentative Schedule (BOLD font indicates required attendance)†
Day
Date
Class Topic
Assignment Due
Week 2
1/20
Chapter 1—Relationship Selling Opportunities in
the Information Economy
Chapter 1 Quiz
Chapter 2—Evolution of Selling Models that
Complement the Marketing Concept
Chapter 2 Quiz
Week 3
1/27
Chapter 3—Ethics: The Foundation for
Relationships in Selling
Chapter 3 Quiz
Strategy
Chapter 4 Quiz
Week 4
2/3
Chapter 5—Communication Styles: Managing
Selling Relationships
Chapter 5 Quiz
Chapter 6—Creating Product Solutions
Chapter 6 Quiz
Week 5
2/10
Chapter 7—Product-Selling Strategies that Add
Chapter 7 Quiz
Chapter 8—The Buying Process and Buyer
Behavior
Chapter 8 Quiz
Week 6
2/17
Exam 1 Preparation
Chapters 1-8
Saturday
2/23
Exam 1 (Chapters 1–8). Bring a purple
Scantron and a No. 2 pencil.
(Time: 9:00 am to 12:00 pm, Location: ______)
Exam 1
Week 7
2/24
Chapter 9—Developing and Qualifying Prospects
and Accounts
Chapter 9 Quiz
Chapter 10—Approaching the Customer
Chapter 10 Quiz
Week 8
3/2
Chapter 11—Determining Customer Needs with a
Consultative Questioning Strategy
Chapter 11 Quiz
Chapter 12—Creating the Consultative Sales
Presentation
Chapter 12 Quiz
Week 9
3/9
Chapter 13—Negotiating Buyer Concerns
Chapter 13 Quiz
Chapter 14—Closing the Sale and Confirming the
Partnership
Chapter 14 Quiz
Week 10
3/16
Spring Break
Spring Break
Week 11
3/23
Chapter 15—Servicing the Sale and Building the
Chapter 15 Quiz
Intro-15
Partnership
Saturday
4/5
Scantron and a No. 2 pencil.
(Time: 9:00 am to 12:00 pm, Location: ______)
Exam 2
Week 13
4/6
Read Role-play Instructions and Review Role-
play Memos
The Park Inn
(RP)
Submit Sales Strategy
The Park Inn
Practice Role-
Play
Saturday
4/19
Role-Plays
Role-Play
Week 15
4/20
Practice Role-
Play
Saturday
4/26
Role-Plays
(Time: 9:00 am to 12:00 pm, Location: TBA)
Role-Play
EVALUATION
through the course. For instructors who use examinations, objective questions have been
MEETING YOUR FIRST CLASS
Now that you have your course organized, it is time to begin thinking about the
first class session. In many respects you, the instructor, must be a good salesperson,
starting with the first day.
A good first impression starts with being organized. Students have a right to know
the objectives of the course, how the course is organized, and what is expected of them
about grading and attendance. The wise instructor enthusiastically presents this
information during the first or second class and also distributes it in writing to each
student.
Intro-16
During your first class, you should also share with your students some of the
experiences you have had in selling and your philosophy on the importance of acquiring
selling skills.
Depending upon the type of rapport you wish to establish with your students
during the first class, you may want to spend some time sharing personal information
such as your hobbies, interests, where you have lived, worked, etc. Following this, have
each of the students fill out information cards (3” × 5”) and hand them in so that,
throughout the course, you can relate selling to the companies they have worked for and
the jobs they have held. This type of activity is usually the beginning of a rewarding
relationship between the instructor and the students.