Main Campus · Richards College of Business · Marketing/Real Estate
Art of Selling & Personal Dyn
- Fall 2021
- Section 02
- 3 Credits
- 08/11/2021 to 12/10/2021
- Modified 07/26/2021
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
James H. Burton, Ph.D.
Office #362 Richards Hall; Cell 678.378.0384.
Office Hours: Wednesday 3:00–5:30 pm; and by appointment.
Class meets Wednesdays at 5:30 pm, beginning August 11, 2021, in Room 102 of Roy Richards Sr. Hall.
Required Texts: Futrell, et. al., ABC’s of Relationship Selling , 13th edition, McGraw-Hill, 2019.
The GOALS of the class are:
- To learn more about selling by YOU reading & 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 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.
Classes will be conducted as a mixture of lecturettes and structured experiences, each having specific learning objectives. Guest lecturers and facilitators will be invited when appropriate. Feedback techniques, including video equipment, will be used extensively. Internet service and computer camera are required. Quizzes will be monitored using LockDown Browser & Respondus Monitor that require a computer with camera; please call me promptly if you do not have a computer with camera to use. If you fail to follow the specific directions for LockDown Browser & Respondus Monitor on a quiz or test, you may receive a zero grade. Look at the student video immediately: https://web.respondus.com/lockdownbrowser-student-video/
DATE SUBJECT SOURCE
8/11 Administrivia & get acquainted; Introduction Ch: 1/2
Social, ethical & legal
8/18 Psychology; Communication Ch: 3/4
Knowing yourself better-SDI Handouts
8/25 Sales Knowledge; Ch: 5
Direct/Indirect Communication; Handouts
Review & Relaxation Handouts
9/1 Test 1, Chapters 1- 5; Money lecture
9/8 Prospecting; Planning the sales call Ch: 6/7
Personal Power, Assertiveness, FIRO-B Handouts
9/15 Presentation Methods Ch. 8/9
Feedback, 12 Pathways Handout
9/22 Great Sales Presentations Ch: 10
Review & Negotiating Skills Handout
9/29 Test 2, Chapters 6 – 10, Seven Habits
10/1 LAST DAY TO WITHDRAW
10/6 Objections; Closing the Sale Ch. 11 /12
Sales Presentation examples; Sales Grid
10/13 Serving Customers; Self-Management Ch: 13/14
10/20 1 min. sales presentations
Obits; Give Mission Statements homework Handout
10/27 Share Mission Statements Handout
11/3 2.5 min. sales presentations
11/10 Multicultural Marketplace
11/17 Self-Confidence and/or Guest Speaker
11/22-11/26 Thanksgiving Holiday
12/1 Comprehensive (or Experiential) Final Exam
(Wednesday, 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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