SALES Assignment

2022/5/27 03:49 Module 7: Sales Basics: MKTG 305 A Sp 22: Essentials Of Marketing And Sales

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Module 7: Sales Basics Quick Navigation

Module 1 (https://canvas.uw.edu/courses/1548485/pages/module-1-the-marketing-process) - 2 (https://canvas.uw.edu/courses/1548485/pages/module-2-understanding-the-marketing-environment) - 3 (https://canvas.uw.edu/courses/1548485/pages/module-3-consumer-decision-making-and-target- market-selection) - 4 (https://canvas.uw.edu/courses/1548485/pages/module-4-product-decisions) - 5 (https://canvas.uw.edu/courses/1548485/pages/module-5-pricing-strategies-and-promotion-decisions) - 6 (https://canvas.uw.edu/courses/1548485/pages/module-6-promotion-strategies-and-marketing- careers) - 7 (https://canvas.uw.edu/courses/1548485/pages/module-7-sales-basics) - 8 (https://canvas.uw.edu/courses/1548485/pages/module-8-create-a-position-of-strength) - 9 (https://canvas.uw.edu/courses/1548485/pages/module-9-the-pitch) - 10 (https://canvas.uw.edu/courses/1548485/pages/module-10-marketing-capstone-trade-show)

Module 7 Overview This module covers why everyone really should learn more about how to work with others to create change (selling), an overview of the sometimes complex relationship between marketing and sales, and finally an introduction into what a sales career looks and feels like. This gets us started with the basics--so you can quickly start to practice and apply "how to sell" in your own personal selling situations--which is the real focus of Modules 7-9.

Big Ideas / Essential Questions Why does everyone need to learn how to sell? What is the relationship between marketing and sales? What do salespeople really do?

Learning Objectives After completing this session, students will be able to:

1. Begin to understand the role salespeople play in the success of any organization. 2. Identify situations where personal selling skills would be beneficial. 3. Start identifying the skills, knowledge, and attitude needed to sell well.

Instructional Guide

2022/5/27 03:49 Module 7: Sales Basics: MKTG 305 A Sp 22: Essentials Of Marketing And Sales

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Before LIVE Session on Monday 5/9 (and Optional LIVE Session on Wednesday 5/11) Submissions: Must submit 5/5 11:59PM

1. Submit: All in Activity #1: Create your team + Choose your company (https://canvas.uw.edu/courses/1548485/assignments/7118144)

Must submit before LIVE Session on 5/9

2. Submit: SALES Small Group Discussion #1: Intros (https://canvas.uw.edu/courses/1548485/assignments/7118141)

3. Submit: All in Activity #2: The Story of Sales Reflection (https://canvas.uw.edu/courses/1548485/assignments/7118145)

Must submit 5/12 11:59PM

4. Submit: All in Activity #3: Personal Selling Situation (https://canvas.uw.edu/courses/1548485/assignments/7118146)

Must complete the following activities by 5/8 11:59pm (before LIVE Session on 5/9).

2. Read: The Pay Is High And Jobs Are Plentiful, But Few Want To Go Into Sales (https://www-proquest- com.offcampus.lib.washington.edu/docview/2551116403? accountid=14784&forcedol=true)

Wall Street Journal, 7 minutes

Be prepared to share your point of view on these questions in the LIVE Session 5/9.

What does a sales career look like today? How does the contemporary description of a sales job compare to what you thought?

3. Watch: The Story of Sales: A film about the salesperson in all of us. (https://www.salesforce.com/story-of-sales/)

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"Sales is a profession with dignity and significance, but it doesn’t always get the respect it deserves. The Story of Sales explores the history, evolution, complexity, contribution, and future of sales. Experts, authors, and real life salespeople explore how sales has impacted humanity, and how the profession has impacted them." Salesforce.com 45 minutes*

*Viewing directions--you should watch this entire documentary before the first LIVE Session, but will also be encouraged to re-watch certain chapters prior to LIVE Sessions for class discussion.

4. Submit: All In Activity #2: The Story of Sales Reflection (https://canvas.uw.edu/courses/1548485/assignments/7118145)

Submit your answers to the following questions after watching the video about The Story of Sales documentary above:

1. What was the most interesting thing you learned? 2. What do you think is the most challenging part of selling? 3. Identify 1 selling strength that you already have--please share a brief example of your

"evidence". 4. Write 2 questions that you have about the topic of selling.

5. Watch: An interview with one of my favorite people and past clients, Onaje Barnes, Senior Strategic Account Executive @ Nike about how marketing and sales work together (and sometimes don't).

Sales and Marketing--Video Podcast with Onaje Barnes/Nike (https://uw.hosted.panopto.com/Panopto/Pages/Viewer.aspx?id=0064fcab-430b-4371-bdef- ae33010f8083)

This discussion will give you insight into how two very important departments in any organization-- marketing and sales interact. You will also start to understand the types of typical activities both departments are engaged in daily.

6. Review Guidelines: TEAM Assignment One: The Backstory on Your Company (https://canvas.uw.edu/courses/1548485/assignments/7118183)

Just review and be familiar with the assignment. We will discuss in more detail in the LIVE Session.

7. Review Guidelines: All in Activity #3: Chally Assessment (https://canvas.uw.edu/courses/1548485/assignments/7118147)

This is a two-part activity--please read the guidelines carefully and plan ahead. This is an outstanding opportunity--Chally is a highly regarded organization in the business world and is

2022/5/27 03:49 Module 7: Sales Basics: MKTG 305 A Sp 22: Essentials Of Marketing And Sales

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making their assessment available to you. You will complete the assessment and then receive a report that will identify your strengths related to selling--your natural aptitude--and then submit your answers to several insight questions.

8. Review Guidelines: Final SALES Quiz

(https://canvas.uw.edu/courses/1548485/assignments/7118165)

The Final SALES Quiz isn't due until 3/4, however you will be working on this starting immediately. Please review the guidelines thoroughly so we can discuss in the LIVE Session.

LIVE Session--Monday 5/9 3:30 – 4:50 pm PT / Zoom

Agenda  Review syllabus and talk about expectations for SALES Modules 7-9 Present Optional LIVE Session rationale, format, and options Big Ideas that will be reviewed, discussed and practiced in the large group and breakouts:

Why does everyone need to learn how to sell? What is the relationship between marketing and sales? What do salespeople really do?

TEAM company reveal! Get started on TEAM Assignment One: The Backstory of Your Company Introduce the All in Activity #3: Personal Selling Situation Introduce the Final SALES Quiz Introduce the All in Activity #4: Chally Assessment

Complete these activities before Optional LIVE Session on 5/11 

1. Read:  HBR Guide to Building Your Business Case 

Introduction

Section 1: PREPARE

1. Know the Basics of Making a Case

You're telling a story about how to meet a business need.

2. Learn How Your Company Evaluates Cases

Seek counsel from those who know what will fly.

Section 2: GET TO KNOW YOUR AUDIENCE

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3. Figure Out Who's Calling the Shots

Who really has the authority to give your project the green light?

4. Understand Your Audience's Objectives

Find out what your stakeholders care about.

The HBR Guide to Building Your Business Case will be our "textbook". It's an easy read, super practical, and written by a project management expert, Raymond Sheen. This guide will teach you how to gain support for your ideas. You will be able to use this content immediately in your own personal selling situations

2. Quick Review: The Pitch Canvas.docx (https://canvas.uw.edu/courses/1548485/files/87844476?wrap=1) (https://canvas.uw.edu/courses/1548485/files/87844476?wrap=1)  

This document will "officially" be used in Module 9--The Pitch. It's important to be familiar with where you are headed, so just quickly review the document and we will discuss it during the next Optional LIVE Session.

3. Review Guidelines: SALES Small Group Discussion #2: Interviewing and selling? (https://canvas.uw.edu/courses/1548485/discussion_topics/7028972)

Just review and be familiar with the discussion guidelines.

(https://canvas.uw.edu/courses/1548485/discussion_topics/7028972)

4. Review Guidelines: All in Activity #3: Personal Selling Situation (https://canvas.uw.edu/courses/1548485/assignments/7118146)

This activity is the first step of the Final SALES Quiz. Read carefully and bring your questions to the LIVE Session. This assignment is due 5/12--please note.

Optional LIVE Session--Wednesday 5/11 Students have the option to attend this session virtually or to watch the recording before the next LIVE Session.

3:30 – 4:50 pm PT / Zoom

Agenda Review and discuss HBR reading: (Chapters 1-4)

Know the basics of making a case

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Learn how your company evaluates cases Figure out who's calling the shots Understanding your audience's objectives

Present and discuss The Pitch Canvas Introduce SALES Small Group Discussion #2: Interviewing and selling? Last 20 minutes of session will be dedicated to Q/A

Reminder:

Must submit 5/12 11:59PM

Submit: All in Activity #3: Personal Selling Situation (https://canvas.uw.edu/courses/1548485/assignments/7118146)

(https://canvas.uw.edu/courses/1548485/assignments/7118145)

What's coming up? Submissions the week of 5/16

1. Submit:  SALES Small Group Discussion #2: Interviewing and selling? (https://canvas.uw.edu/courses/1548485/discussion_topics/7028972)

2. Submit: All in Activity #4: Chally Assessment (https://canvas.uw.edu/courses/1548485/assignments/7118147)

3. Submit: TEAM Assignment One: The Backstory on Your Company (https://canvas.uw.edu/courses/1548485/assignments/7118183)