Introduction to ClassWhat will this class be like? • Practical to life- application to personal life/ professional life • Fun- role playing/corporate sales presentations • Interactive- groups that discuss current topics
Grading • 7 different ways to get a grade? • Why? Two benefits • All of your eggs are not in one basket. • Mimics the real world. In the real world, it is not usually one thing you do that makes you a good employee, but many things. Get used to this self-discipline in many different areas.
Syllabus • Go through completely • Note: Library readings
Book • Selling: Building Partnerships Weitz, Castleberry & Tanner – 9th edition – NEW – spring, 2014
Tests • Multiple choice – 50 questions • ½ Book • ½ Lecture & Examples
Sales Presentations Two Types Role play – 20 minutes • When? – right after before mid-term exam • What? - 20 minute interaction – 3 partners • Winners chosen by class & advance to National Collegiate Sales Competition – each spring • Chose own partners - same whole semester • Why? Mimics corporate reality • Preparation? – watch past winners/see syllabus
Sales Presentations Two Types Corporate Formal-20 minutes • When?- toward the end of the semester, so you will have learned how to do it • What? written & oral corporate presentation • Why? so much time out of the semester - because you learn by doing, watching, and grading • Preparation? One written & oral presentation will be shown in class for demonstration purposes. Examples also available on-line & webpage
Special ConsiderationsDyslexia • Texas Rehabilitation Center is a resource • Tuition, tapes, tests
Relevant Experience • Health care administrator – Hospital Corporation of America • Seminars – own company – West Training & Seminars • President of museum – Museum of Arts & Sciences, Macon, Ga.
Awards/Honors – Partial List SIFE (International Champion – 2000 and 2011) 1st in nation – Sales – 2004, 2008, 2009, 2010, 2011 “Best Professor” (1994) McCoyCollege of Business National Freedom Foundation Award for Excellence in Free Enterprise Education (1999) “Presidential Award for Excellence in Teaching” (1999) Alumni Teaching Award (2005) Articles – Partial list Product cross-selling and health care marketing Fortune 500 cover story Past/Current Experience Administrator of Coliseum Associates – H.C.A. Speaker/consultant to UT, IBM, TWACCC, EWTG Volunteer Experience President of the Board of Directors (Regional museum in Georgia) “Women in Business Advocate of the Year” (1992) Professor Background
Four major parts of Text • Part 1 – Knowledge & Skills Requirements Chapters 1-5 • Part 2 – The partnership process Chapters 6-14 • Part 3 – The Salesperson as Manager Chapters 15-17