SECTION 1
SAMPLE COURSE OUTLINES
Sample Course Outline for a 15 Week Semester*
Week 1 Course Introduction, and Ethical/Legal Issues Chapters 1, 2
Week 2 Buyer Behavior and Communication Principles Chapters 3, 4
Week 8 Building Partnering Relationships, and Building Long–Term Partnerships, start Practice Role
Plays Chapters 13, 14
Week 9 Managing Your Territory, and Managing within Your Company, continue Practice Role Plays
Chapters 15, 16
Week 10 Managing Your Career, Final comments about role plays Chapter 17
Final Exam
*Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook and
**For insights in how to effectively incorporate role plays in your class, please read the two articles
Sample Course Outline for a 10 Week Quarter*
Week 1 Course Introduction, Legal/Ethical Issues Chapters 1, 2
Week 2 Buyer Behavior, Communication Principles, and Adaptive Selling Chapters 3, 4, 5
Week 4 Strengthening the Presentation, Objections, and Obtaining Commitment Chapters 9, 10, 11
Week 5 Formal Negotiations, Building Relationships, Building Long-Term Partnerships, Practice Role
Plays, Chapters 12, 13, 14
Week 6 Managing Your Territory and Within Your Company Chapters 15, 16,
Week 7 Managing Your Career, Final comments about role plays, Role Playsª begin Chapter 17
Week 8 Role Plays
Week 9 Role Plays
Week 10 Role Plays
Final Exam
*Incorporate the following throughout the semester: guest speakers, cases, exercises from the textbook and
**For insights in how to effectively incorporate role plays in your class, please read the two articles