AG ECON 333: PERSONAL SELLING (INTRODUCTION TO SALES)
MWF 10:30, TLC 141
OUTLINE
Spring 2008 DATE TOPIC 1/9 Class Introduction Transactional Analysis – Ego States 1/11 SWAS Activity 1: Intro to SWAS Project Transactional Analysis - Ego States Cont. RSS Activity 1: Intro to “Ready, Set, Sell” 1/14 Project RSS Activity 2: Category List 1/16 Transactional Analysis – Transactions Transactional analysis – Games and Other Issues 1/18 SWAS Activity 2: Envelope and Memo 1/21 MLK Day – NO CLASS 1/23 Introduction to AgriSelling 1/25 Sales People – Roles and Responsibilities Customers 1/28 SWAS Activity 3 – Writing Review SWAS Activity 4 – What to Look For on SWAS 1/30 Opportunities and Rewards of a Sales Career Understanding the Buying Decision – Why 2/1 People Buy
READING
ASSIGNMENT
Week 1
T.A. Handout – pp 2-4
Week 2
T.A. Handout – pp 2-4 T.A. Handout – 5-15 T.A. Handout – 16-26 Text: Chapter 1 Text: Chapter 2 Text: Chapter 2 2 Examples of SWAS Reports Text: Chapter 3 Text: Chapter 4 RSS HW #1 – Product/Service Choice TA Self Evaluation
Week 4
Week 3
SWAS HW #1 – Salesperson Choice
Week 8
DATE TOPIC Understanding the Buying Decision – How 2/4 People Buy 2/6 Understanding the Buying Decision – Value 2/8 Etiquette Lessons 2/11 EXAM #1 – Transactional Analysis & Etiquette SWAS Activity 5 – Writing Your Report 2/13 SWAS Activity 6 – SWAS Paper Evaluation 2/15 Project Day - NO CLASS 2/18 Presidents’ Day – NO CLASS 2/20 Sales and Marketing 2/22 Sales and Marketing (cont.) 2/25 Selling with a Strategy Locating Potential Customers 2/27 RSS Activity 3 – Prospecting 3/1 3/3 3/5 3/7 3/10 3/12 3/14 3/17 3/19 3/21 Guest Speaker TBD Getting Ready to Sell Opening a Sales Call – Building Rapport Sales Call Openings Spring Break Spring Break Spring Break Learning Customer Needs and Wants – Probing RSS Activity 4 – Preparation Learning Customer Needs and Wants – Listening Presenting Value
READING Text: Chapter 5 Text: Chapter 6
ASSIGNMENT Test Q & A Homework
Week 7
Week 6
Week 5
Text: Chapter 7 Text: Chapter 7 Text: Chapter 8 Text: Chapter 9
SWAS HW #2 – Contact Report A
Guest Speaker Questions #1 Text: Chapter 10 Text: Chapter 11 Text: Chapter 11 RSS HW #2 – Prospect Profile SWAS HW #3 – Contact Report B RSS HW #3 – Objectives and Strategies
Week 10
Week 9
Text: Chapter 12 Text: Chapter 12 Text: Chapter 13
RSS HW #4 – Opening SWAS HW #4 – Contact Report C
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Week 12
DATE TOPIC Presentation Process 3/24 RSS Activity 5 – Arousing Interest 3/26 Handling Objections - Strategy 3/28 Handling Objections – Process Role Playing! 3/31 RSS Activity 6 – Review Problem and Outline Solution 4/2 Closing the Sale 4/4 Guest Speaker Customer Satisfaction RSS Activity 7 – Follow-up and Check-back Ethics RSS Activity 8 – Sales Presentation Demo RSS Activity 9 – Dress Rehearsal No Class
READING Text: Chapter 13 Text: Chapter 14 Text: Chapter 14
ASSIGNMENT RSS HW #5 – Probing RSS HW #6 – Features and Benefits SWAS HW #5 – Written Project Report RSS HW #7 – Personal Resume and Final Copy of Profile/Objectives and Strategies RSS HW #8 – Selling Points RSS HW #9 – Handling Objections Guest Speaker Questions #2 RSS HW #10 - Closing
Week 11
Text: Chapter 15
Week 13
4/7 4/9 4/11 4/14 4/16
Text: Chapter 16 Text: Appendix A
RSS HW #11 – Sales Presentation Outline
Week 14
4/17 4/18 4/21 4/23 4/25
RSS Activity 10 – Final Presentation 5:30 – 9:30 PM
RSS Project Debriefing Networking Special Session Special Session
Report to your assigned rooms Be sure to bring required materials!
RSS HW #12 – Final Report & Thank You Note Test Q & A Homework
Week 15
Text: Appendix B
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Week 16
DATE TOPIC 4/28 Special Session 4/30 Special Session 5/2
READING
ASSIGNMENT
Jeopardy FINAL EXAM: Tuesday, May 6, 10:00 to 12:00 in TLC 141
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