Main Campus · Richards College of Business · Marketing/Real Estate
Art of Selling & Personal Dyn
- Summer 2021
- Section 01D
- 3 Credits
- 05/13/2021 to 05/28/2021
- Modified 05/14/2021
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
Jim Burton, Ph.D.
Office #2308 Miller Hall; Cell 678.378.0384.
Office Hours: Daily, before & after class, and by appointment.
Email only within class CourseDen.
Meet daily at 5:30 pm in 2213 Miller Hall, beginning Thursday, May 13; if you do not attend the first class, you may be dropped from this class. Attendance is required for all classes. This course is taught between 50-94% online.
Required Text: Futrell, ABC’s of Relationship Selling , 13th edition, McGraw-Hill, 2019.
- 1. Attendance - 5 points will be subtracted from your overall grade average for each class missed; continual tardiness will also result in reduced grade poin
- Sales Presentation: 20%-25%- 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.
- 3. Average of Chapter quizzes: 20%-25%
- 4. Two cognitive tests: 20%-25% each.
- 5. Comprehensive or experiential Final Exam: 0% to 20%.
The GOALS of the class are:
- To learn more about the principles of selling by YOU reading & studying the textbook
- 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 one sales presentation (BBA 1, 2).
- f. To learn more about win/win negotiating strategies (BBA 5, 6).
- To improve self-awareness and better understand personal dynamics BBA 5, 6).
- To enhance self-confidence (BBA 1, 5, 6).
Experiential Learning Model
Direct Experience >
Systematic Review of Experience >
New Knowledge and Skills > ¯
DATE SUBJECT SOURCE
5/13 Administrivia & get acquainted; Introduction Ch: 1
5/14 Social, ethical & legal; Psychology; Ch: 2/3
Knowing self-SDI Handouts
5/17 Communication & Sales Knowledge; Ch: 4/5
Direct/Indirect Communication Handouts
5/18 Review, FIRO-B, & Relaxation Handouts
5/19 Test 1, Chapters 1- 5, & Money
5/20 Prospecting/Planning the sales call; Ch: 6/7
Personal Power, Assertiveness. Handouts
5/21 LAST DAY TO WITHDRAW
5/21 Presentation Methods Ch. 8/9
5/24 Great Sales Presentations; Objections; Ch: 10/11
Review & Negotiating Skills Handout
5/25 Test 2, Chapters 6 – 10, Seven Habits
5/26 Closing/Serving Customers; Ch: 12/13
12 Pathways; Obits; Give Mission homework Handout
5/27 2.5 min. sales presentations Ch: 14
Share Mission Statements
5/28 Comprehensive (or Experiential) Final Exam 5:30 pm
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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