MKT Final
INeal
MKT340Spring2019_T-Th112.docx
(
MKT 340
PROFESSIONAL SELLING Spring
2019
(January 7-April 27, 2019
)
Dr.
Jeffrey
A.
Hoyle
,
MARKETING AND PROFESSIONAL SALES
PROFESSOR
OFFICE:
Smith
Hall 109
PHONE
:
989-774-7447
(
Cell
989.560.1782)
E-MAIL
:
[email protected]
OFFICE HOURS
:
Tuesday and Thursday 1-5pm
or by appointment
CLASS TIMES
:
T/Th
8-9:15am (22363611
)
- Meets in Grawn 118
9:3
0-10:45am (22368681
)
- Meets in Grawn 207
PLACE:
See above
P
REREQUISITES
MKT 300 or MKT 304 and 56 semester hours completed and admission to Professional Business Studies or listed on a signed major or minor or with approval from the Office of Undergraduate Business Studies.
REQUIRED
T
EXT/WEBSITES
/SUPPLIES
-
- Dimensions of Professional Selling, Carew International, Inc.
OPTIONAL
TEXT/WEBSITES
/SUBSCRIPTIONS
Carnegie, D. (1984).
How to win friends and influence people; How to stop worrying and start living (a combined edition).
New York: Simon & Schuster.
SmartBrief on Sales. Subscribe free at
https://www.smartbrief.com/salessb/index.jsp
COURSE DESCRIPTION
This course’s emphasis will be on the analysis of the field of selling as a vital element of the promotional efforts of the firm. Current theories about selling goods and services to organizational buyers in the context of building long-term relationships will be discussed and practiced.
COURSE OBJECTIVES
:
Upon completion of the course, students should:
realize career opportunities in sales
master fundamental concepts and terminology related to the practice of selling
identify the steps of the selling process
realize career opportunities in sales
master fundamental concepts and terminology related to the practice of selling
identify the steps of the selling process
understand the importance of adaptive selling
identify and differentiate between features, advantages, and benefits
demonstrate knowledge of course concepts to perform selling tasks
develop a problem-solving approach to address the needs of prospective buyers
understand the importance of cultivating relationships with potential buyers
understand the ethical and social responsibilities of sales representatives
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( HOW DO YOU SUCCEED IN THIS CLASS? COME TO MY OFFICE TO CHAT OR WHEN YOU ARE STUCK ON AN IDEA/CONCEPT . Please tell me how I can help you, and we’ll figure it out together. This is especially beneficial fo r your role plays . I can share how other classes have successfully approached their role plays in the past. READ THE CHAPTERS PRIOR TO CLASS: This is especially helpful for in-class participation, cases and discussions. Cramming rarely works . Get and stay ahead of the reading and your chances of success will increase dramatically. ATTEND CLASS REGULARLY, TAKE NOTES AND ASK QUESTIONS : T hi s is e specially important and you are responsible for ever thing that takes pla ce in class even when not there. There is no automatic awarding of points when you have an excused absence . It is your responsibility to ask group member s and meet with me to make up any assignment(s) missed during your absence. DO NOT ASK ME IF YOU MISSED ANYTHING IMPORTAN T-the answer will always be “YES”! Your participation/attendance is expected and you will have points tied to i t, so I recommend you be there. Participation includes asking questions, engaging in discussions, and actively being part of the class - simply attending DOES NOT count as participation. COME TO MY OFFICE WHEN YOU ARE STUCK ON AN IDEA/CONCEPT . P lease tell me how I can help you, and we’ll figure it out together. This is especially beneficial for your team project-you can see how other teams have successfully approached their projects in the past. EXAMS Exams will measure your recognition, recall and application of both general concepts and details presented in the lectures/text/videos/by guest speakers. Make - Up Exams may be given ONLY under highly extenuating circumstances and NOT with out prior instructor approval and supporting rationale . The use of any type of electronic device (including answer ing phones/texts) will result in a nonnegotiable 0 on the exam. Make sure that all devices are in your bags/pocket during the exam . )
( APPROX. GRADING SCALE % A 94 -10 0 A- 90-93 . 9 B+ 87 -89 . 9 B 84 -86 . 9 B- 80 -83 . 9 C+ 77 -79 . 9 C 74 -76 . 9 C- 70 -73 . 9 D+ 67 -69 . 9 D 64 -66 . 9 D- 60 -63 . 9 F Below 60 )
( HOW YOUR SUCCESS IS MEASURED 9 00 POINTS - ( Actual Points May Vary ) SALES ACTIVITIES Assignments, p articipation , & Quizzes 100 points Role Plays-filmed/taped 200 points LAER (3 5) _ Exploratory (65 ) Final Role Play (100) Exams Exam #1 200 points Chally 200 points Final 200 points Total 900 )
( CLASS GUIDELINES CIVILITY AND RESPECT Your class will be treated just like you are in a professional business environment. You are expected to respect others in the class regardless of your differences. Everyone’s opinion counts and diversity of thought, approach and background are keys to success in the business world as well as in class. If you take away from productive class time by arriving late for class, sleeping, talki ng, texting, etc. 10 points may be deducted for each incidence. ELECTRONIC DEVICES Please turn off and put away devices such as (but not limited to) cell phones, iPods, laptops and PDA s, during class and put them in your bags, purses or backpacks and not on your desk. Ten points will be deducted for each time I have to stop class because they aren’t put away. EMAIL/ETIQUETTE You can email me at any time. I will do my best to answer emails within 48 hours upon receipt . All emails sent to me must be addressed to either Dr. Hoyle, Dr. Jeff, Professor Hoyle or Mr. Hoyle . You must follow the email communication format as outlined below or I will not respond to your inquiry . This approach is designed to prepare you for communication in the business world. You must include your name, class and time on each email or I won’t respond. This is t he recommended format: Dr. Hoyle MKT 340 Spring 2019 and your section After the salutation, in the body of your e-mail , state concisely the nature of your request OFFICE HOURS Please sign up o n the sheets outside my office -Smith 109 . I f you show up without an appointment, please realize you may to wait due to students who have already scheduled one. These are my set hours, but I will work with you on other meeting times if your schedule does not coordinate with these hours . I am here to help you out. BLACKBOARD Most materials for this course, including the syllabus, basic powerpoints , assignment information, project specifications and resources are all posted on Blackboard. Please review this information as it will reduce the questions you have on the course, project, etc. Please note that the BB powerpoints are basic ones so you have to take notes in class. IMPORTANT Grades for all assi gnments will be posted on BB. I t’s your respo nsibly to stay current on your grade status. MARKETING AND HOSPITALITY/CMU POLICIES RELEVANT TO THIS CLASS ACADEMIC INTEGRITY The University Bulletin states: “In the academic community the high value placed on truth implies a corresponding intolerance of scholastic dishonesty. Written or other work which a student submits must be the product of his/her own efforts. Plagiarism, cheating and other forms of academic dishonesty, including dishonesty involving computer tec hnology, are prohibited” (retrieved from https://bulletins.cmich.edu/2012/ug/gen-acad/default.asp#Academic%20Dishonesty , see section titled Academic Dishonesty ). Please review this policy at the link above . The above academic dishonesty policy can be applied to this class in the following manner: I n all cases of cheating, regardless of the circumstances, the student will receive an F for the course. In addition, the student's name will be turned in to the Dean of the Office of Student Life for possible disciplinary action. Cheating involves not only copying or using someone else's work, but also allowing others to use this work. There fore, allowing others to use as their own work your old cases or term papers, or to copy your current examination as their own, will be considered cheating. Finally, the department considers plagiarism to be cheat ing. Therefore, failure to use proper footnotes and to cite all sources is plagiarism. ADA : CMU provides students with disabilities reasonable accommodation to participate in educational programs, activities, or services. Students with disabilities requiring accommodations to participate in class activities or meet course requirements should contact the instructor as early as possible. S tudents need to be formally registered with CMU's Student Disability Services in Park 120, and provide me with a letter verifying such within a reasonable time in order that accommodation can be provided. )
Tentative Agenda CHANG
This syllabus is subject to change-it’s a roadmap and weekly organizer. Due to unexplained/unplanned events, this syllabus may be revised upon the professor’s discretion. You are expected to stay current and update your syllabus as needed.
Bibliography
Adamson, B., Dixon, M. & Toman, N. (2012, July/August). The end of solution sales. The old playbook no longer works. Harvard Business Review, 90 (7/8), 60-68
Atlas, S. (2013, October/November/December). Listening for closing signals. SellingPower, 35(3), 16-18.
Carnegie, D. (1984). How to win friends and influence people; How to stop worrying and start living (a combined edition). New York: Simon & Schuster.
Collins, J. (2001). Good to great: Why some companies make the leap, and others don't. New York, NY: HarperBusiness.
Collins, J. & Hansen, M. (2011). Great by choice: Uncertainty, chaos, and luck – why some thrive despite them all. New York, NY: HarperCollins.
Collins, J.C. & Porras, J.I. (1994). Built to last: Successful habits of visionary companies. New York, NY: HarperCollins.
Csikszentmihalyi, M. (1996). Creativity: The psychology of discovery and invention. New York, NY: HarperCollins Publishing.
Cuddy, A. (2015). Presence: Bringing your boldest self to your biggest challenges. New York, NY: Little, Brown and Company.
Dixon, Matthew; Freeman, Karen, and Toman, Nicholas. (2010, July/August). Stop trying to delight your customers. Harvard Business Review, 88 (7/8), 116-122.
Heath, C. & Heath, D. (2007). Made to stick: Why some ideas survive and others die. New York, NY: Random House.
Heath, C. & Heath, D. (2013). Decisive: How to make better choices in life and work. New York, NY: Crown Publishing Group.
Heath, C. & Heath, D. (2017).The power of moments: Why certain experiences have extraordinary impact. New York, NY: Simon & Schuster.
Muir, J. (2016). The perfect close: The secret to closing sales. Herriman, UT: Best Practice International.
Pink, D. (2012). To sell is human: The surprising truth about moving others. New York, NY: Riverhead Books.
Pink, D. (2018). When: The scientific secrets of perfect timing. New York, NY: Riverhead Books.
Sawyer, K. (2007). Group genius: The creative power of collaboration. New York, NY: Basic Books.
Wood, J. (2011). Uncommon Courtesy: The basics of good behavior for a badly behaved world. Avon, MA: Adams Media.
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