Main Campus · Richards College of Business · Marketing/Real Estate
Art of Selling & Personal Dyn
- Spring 2021
- Section 01D
- 3 Credits
- 01/09/2021 to 05/11/2021
- Modified 03/03/2021
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
Dr. James H. Burton
Office #170 Miller Hall; Cell 678.378.0384.
Office Hours: Wednesday 3:00–5:30 pm; and by appointment.
Email within the class email only.
Class meets on Wednesdays from 6 pm to 8:30 pm, with half of students meeting on alternative Wednesdays.
Required Texts: Futrell, et. al., ABC’s of Relationship Selling , 13th edition, McGraw-Hill, 2019.
All structured experience handouts.
- Attendance - 5 points will be subtracted from overall grade average for each class missed unless a verifiable medical report is provided to the Professor in advance; 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.
Any student who misses a quiz, an examination, or scheduled deadline without arrangements for making up such work made in advance will be given a ZERO for missed work. Students may request, in advance of an examination or deadline, an alternative time, but must provide a reason acceptable to the professor why the regularly scheduled deadline cannot be met. A different exam or assignment may be used and/or penalties may be assessed for make-up exams or work.
Academic dishonesty on any exam or assignment will result in a zero on the exam, an F for the course, a note recording the incident on the student's permanent record, and the student reported to the VicePresident of Student Services for appropriate disciplinary action by the University. Using Chegg or similar programs may be regarded as cheating. Students not familiar with what constitutes academic dishonesty or those unfamiliar with the appeals procedures regarding academic dishonesty should refer to the Uncatalog Appendix A and Appendix J, respectively.
Student Norms (Behaviors Expected During Class)
- Focus on useful skills
DATE SUBJECT Quizzes
1/13 Administrivia & get acquainted-Team 1-in class
Knowing yourself better, SDI-Team 1- in class
Introduction; Social, ethical & legal- Teams 1 & 2 Ch: 1/2
1/20 Administrivia & get acquainted-Team 2- in class
Knowing yourself better, SDI-Team 2- in class
Psychology; Communication- Teams 1 & 2 Ch: 3/4
1/27 Direct/Indirect Communication-Team 1- in class Handouts
FIRO-B- Team 1- in class Handouts
Sales Knowledge-Teams 1 & 2 Ch: 5
2/3 Direct/Indirect Communication-Team 2-in class Handouts
FIRO-B-Team 2-in class Handouts
2/10 Test 1, Chapters 1- 5 online Teams 1 & 2
2/17 Money; Personal Power, Assertiveness-Team 1- in class Handouts
Prospecting/Planning the sales call-Teams 1 & 2 Ch: 6/7
2/24 Money; Personal Power, Assertiveness-Team 2-in class Handouts
Presentation Methods-Teams 1 & 2 Ch. 8/9
3/3 Feedback, 12 Pathways- Team 1- in class Handouts
Great Sales Presentations; Objections-Teams 1 & 2 Ch: 10
3/4 LAST DAY TO WITHDRAW
3/10 Feedback, 12 Pathways-Team 2-in class Handouts
3/15-3/19 Spring Break
3/24 Test 2, Chapters 6 – 10 online-Teams 1 & 2 Ch. 11
3/31 Closing/Serving Customers-Teams 1 & 2 Ch: 12/13
Presentation examples; Obits; Give Mission Statements-Team 1- in class
4/7 Presentation examples; Obits; Give Mission Statements-Team 2-in class
Managing Self-Teams 1 & 2 Ch: 14
4/14 2 min. sales presentations- Team 1- in class
Share Mission Statements
4/21 2 min. sales presentations- Team 2-in class
Share Mission Statements
4/28 6:00 pm Comprehensive (or Experiential) in-class Final Exam- Team 1- in class 5/5 6:00 pm Comprehensive (or Experiential) in-class Final Exam- Team 2-in class
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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