Main Campus · Richards College of Business · Marketing/Real Estate
Art of Selling & Personal Dyn
- Fall 2020
- Section 01
- 3 Credits
- 08/12/2020 to 12/05/2020
- Modified 08/10/2020
Objective and Scope
The central purpose of this course is to acquaint the student with the theoretical, analytical, and practical framework in which personal selling occurs. The course concentrates on structured experiences using the experiential learning model, sales presentations, lecturettes, and class participation. The material presented assumes a basic background in verbal & written communication.
A basic survey of how ethical selling integrates into modern business. This course emphasizes selling as a profession, development and implementation of sales techniques, managing time, and selling your ideas. Experimental exercises and video feedback techniques are used through out the course.
GPA 2.00 or above required 2.00 and College of Business Maj-Minor 1 and Richards Col Upper Division RCUD
James H. Burton, Ph.D.
Tuesdays, Fall 2020
Office #170 Miller Hall; Cell 678.378.0384.
Office Hours: Tuesday 3:00–5:30 pm; and by appointment.
email within class CourseDen only
Tuesdays 6:00 pm to 8:30 pm
Team 1 - Last name begins A-H, first meeting 8/18/2020
Team 2 - Last name begins L-Z, first meeting 8/25/2020
Required Texts: Futrell, et. al., ABC’s of Relationship Selling , 13th edition, McGraw-Hill, 2019.
LockDown Browser and Respondus Monitor will be used for all quizzes.
The GOALS of the class are:
- To learn more about the principles of selling by YOU studying the textbook (BBA 3).
- To learn more about selling by YOU taking the Chapter quizzes (BBA 3). c. To present basics of text with PowerPoint (BBA 1, 3, 6).
- To test your learnings with two cognitive tests (BBA 1, 2, 3, 6).
- To practice selling by doing a sales presentation (BBA 1, 2).
- To learn more about win/win negotiating strategies (BBA 5, 6).
- To improve self-awareness and understand personal dynamics (BBA 5, 6). h. To enhance self-confidence (BBA 1, 5, 6).
- 1. Attendance - 5 points will be subtracted from overall grade average for each class missed unless a verifiable medical report is provided to the Professor; continual tardiness will also result in reduced grade points.
- Sales Presentations – 20%-25% each- By enrolling in this class you agree that Dr. Burton may grade your sales presentations in any manner that he selects. Pop quizzes may also be given to test your reading assignments.
- Average of Chapter quizzes – 20%-25%
- Two cognitive tests – 20%-25% each.
- Comprehensive or experiential Final Exam – 0% to 25%.
By enrolling in this class, you hereby agree to study the textbook, complete the chapter quizzes on time, study the handouts, and complete ALL homework assignments.
DATE SUBJECT Quizzes
8/18 Administrivia & get acquainted-Team 1
Knowing yourself better, SDI-Team 1
Introduction; Social, ethical & legal- Teams 1 & 2 Ch: 1/2
8/25 Administrivia & get acquainted-Team 2
Knowing yourself better, SDI-Team 2
Psychology; Communication- Teams 1 & 2 Ch: 3/4
9/1 Direct/Indirect Communication-Team 1 Handouts
FIRO-B-Team 1 Handouts
Sales Knowledge-Teams 1 & 2 Ch: 5
9/8 Direct/Indirect Communication-Team 2 Handouts
FIRO-B-Team 2 Handouts
9/15 Test 1, Chapters 1- 5 online Teams 1 & 2
9/22 Money; Personal Power, Assertiveness-Team 1 Handouts
Prospecting/Planning the sales call-Teams 1 & 2 Ch: 6/7
9/29 Money; Personal Power, Assertiveness-Team 2 Handouts
Presentation Methods-Teams 1 & 2 Ch. 8/9
10/5 LAST DAY TO WITHDRAW
10/6 Feedback, 12 Pathways-Team 1 Handouts
Great Sales Presentations; Objections-Teams 1 & 2 Ch: 10
10/13 Feedback, 12 Pathways-Team 2 Handouts
10/20 Test 2, Chapters 6 – 10 online-Teams 1 & 2 Ch. 11
10/27 Closing/Serving Customers-Teams 1 & 2 Ch: 12/13
Presentation examples; Obits; Give Mission Statements-Team 1
11/3 Presentation examples; Obits; Give Mission Statements-Team 2
Managing Self-Teams 1 & 2 Ch: 14
11/10 2 min. sales presentations-Team 1
Share Mission Statements
11/17 2 min. sales presentations-Team 2
Share Mission Statements
11/23 6:00 pm Comprehensive (or Experiential) Final Exam-Team 1
11/25-11/29 Thanksgiving Holiday
12/1 5:00 pm Comprehensive (or Experiential) Final Exam-Team 2
Having read the Honor Code for the University of West Georgia, I understand and accept my responsibility to uphold the values described therein and to conduct myself in a manner that will reflect the values of UWG and the Richards College of Business so as to respect the rights of all UWG community members. As a UWG student, I will represent myself truthfully and complete all academic assignments honestly and within the parameters set by my instructor.
I understand and accept that if I am found guilty of violations (through processes due me as a UWG student and outlined in the UWG Student Handbook), penalties will be imposed.
I also recognize that my responsibility includes a willingness to confront members of the UWG community if I feel there has been a violation of the Honor Code.
Ultimately, I will conduct myself in a manner that promotes UWG as the best place to work, learn, and succeed for my generation, and those to come!
About the Richards College of Business
To become a globally recognized college of business preparing forward-thinking, responsible leaders.
We are in the business of transforming lives through education, engagement, and experiences.
Strategic Goals and Values
Admit quality students and provide them with an education that is rich in experiences and engagement opportunities to prepare them to be effective and ethical professionals.
Recruit, retain and develop faculty and staff by providing sufficient resources to support dynamic and up-to-date bachelor and master-level curricula, to conduct research and other professional activities, and to support engagement with all stakeholders.
Recruit, retain and develop administrative management and staff personnel to manage, develop and support infrastructure and those activities that build internal and external partnerships while working in an ever-changing environment.
The Richards College of Business community (administrators, faculty, staff, students, and business partners) share a commitment to the principles of honesty and integrity in interactions and undertakings, accountability for personal behavior, and respect for the rights, differences, and dignity of others. In addition, we strive to continuously improve our abilities to recognize unethical behavior and to make ethical and moral decisions.
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