PERSONAL SELLING IS…

…COMMUNICATION …A CAREER

…A BUSINESS PROCESS

…part of everyone’s life

Spring 2014

Romain College of Business Department of Economics and Marketing

MKTG 344.001 SYLABUS This document outlines the course’s objectives, expectations, and requirements. Every class participant is responsible for understanding the contents. The document also includes a class schedule summary. A detailed tentative schedule is also available on the course Blackboard site.

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CLASS MEETINGS WHEN: T/R 12:00 – 1:15 WHERE: BEC 3033 (and sales lab role play rooms, TBA)

PROFESSOR INFORMATION Name: Dr. Chad Milewicz Office Location: BEC 2043 Office Phone: (812) 464-1937 E-mail: cmmilewicz@usi.edu Office Hours: 2 – 3:30 pm on Tuesdays & Thursdays and by appointment

Course Description (from http://business.usi.edu/marketing/desc-mktg.aspx ): Study of the sales function in a marketing organization, development of techniques for making an

effective sales presentation, and developing and maintaining account relationships. The course also will review major sales management functions including organization, allocation,

recruitment, selection, training, motivation, compensation, and sales force evaluation and control. Prereq: MKTG 201 or MKTG 305.

Course Philosophy Learning is a continuous process we each pursue throughout life. As the professor I provide

experiences to guide you along a process of attaining mastery of this course’s learning objectives.

Course Design

Class discussions focus on clarifying course-related content and motivating you to take actions that help you attain the course’s learning objectives.

Class assignments provide experiences to promote your understanding of course content and assess the extent to which you are attaining the course’s learning objectives.

MC Exams motivate you to read assigned materials and assess the extent to which you can effectively recall course-related content.

Course Assumptions You value learning. You are not here to do what you already know how to do. You are intent on becoming the best version of yourself.

Embark on the adventure of unveiling and actualizing your unimagined potential

A man with experience is never

at the mercy of a man with an

opinion

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Nature of this Course:

The course focuses on a set of highly connected concepts and skills. As such, the assignments are all closely related and tend to build on each other.

o If you have trouble on multiple choice quizzes but you are reading, you will be able to use the knowledge you gained in the experiential exercises.

o As you progress through each experiential exercise, the “next one” is almost always easier.

o By your final graded role play you will be much more efficient and confident managing professional, interpersonal meetings.

When possible, guest speakers will visit the class. o Missing an opportunity to interact with any of these professionals will have a

tremendous negative impact on what you get out of this course. Completing a college course in professional selling is not necessarily required to be

successful in every sales career. o However, the skills and concepts covered in this class are critically important in

sales careers and other careers that require interpersonal communication. The role plays in this course are not supposed to be “realistic.”

o They are methods for testing and improving your mastery of basic skills required in a professional selling career.

This course will require: o Multiple video-recorded communication exercises and practicing interpersonal

communications in front of the class with everyone watching.

Demonstrating your growth: In-class assignments

Skill-related training modules completed in class. Role Plays

10 – 15 minute recorded role plays requiring portrayal of each phase of a professional sales meeting.

Self-reflection Detailed, written self-analysis of one’s own preparation & performance in role plays.

Quizzes: Multiple choice

Reflective Discussions End-of-semester discussions on the topics covered in class and a final assigned

reading

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Earning Points towards Your Final Grade:

Your grade for this course will be determined by the total points you earn.

The maximum possible points awarded for specific course activities are as follows:

Course Activity Maximum Points Possible

Quizzes 100

In-class Ethics Assignments 20

In-class Communication Exercises 40

Training Role Play Preparation Assignment 20

Training Role Play Self Evaluation Assignment 10

1st Graded Role Play: Seller Role 75

1st Graded Role Play: Buyer Role 5

1st Graded Role Play: Evaluator Role 5

1st Graded Role Play: Self Evaluation 30

Final Role Play: Seller Role 100

Final Role Play: Buyer Role 5

Having an updated LinkedIn Account (by Feb. 28) 10

Course Reflective Discussion (April 29) 5

Final Exam (Oral, based on assigned reading) 10

TOTATL POINTS FOR COURSE 435

Final Grade:

Final grades will be assigned by the total points earned, according to the following scale:

Points Earned Letter Grade Earned

400 + points A

355 – 399 points B

305 – 354 points C

265 – 304 points D

< 265 points F

Note about role play grading: Role play grading is strict due to the heavy amount of in-class training.

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Content Learning Objectives Principle Description (Students should be able to…)

Market Sensing Prospecting, Planning,

Examining Identify concepts related to effective prospecting practices Identify effective sales-related planning practices Apply professional questioning techniques such as SPIN

Adaptive Selling

Identify concepts related to the practice of adaptive selling. Apply adaptive selling principles

Role of Information Systems in Professional

Selling

Identify various types of information systems used in professional selling careers

Explain why a company would utilize information systems for sales and marketing purposes.

Value Creation Seller – Buyer Relationships

Identify key elements of business relationships in relation to professional selling and buying practices

Interpersonal Presentation Practices

Identify concepts related to value creation in a professional-selling context

Utilize appropriate methods for making a value-based presentation

Ethical Behavior in Professional Selling

Recognize a generalized Ethical Decision Making Process Connect one’s personal moral code to ethical decision making

Romain College of Business Skill-Related Learning Objective Principle Description (Students should be able to…)

Oral Communications Demonstrate proficiency in the following traits: 1. Making a Professional Introduction 2. Using Appropriate Nonverbal Behaviors 3. Controlling Voice Characteristics 4. Using Professional English & Vocabulary 5. Portraying Active Listening Skills

NOTE: Skill assessment rubric is at the end of the syllabus.

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Learning Assessment Learning Objective Assessment Tools

Content Objectives

Market Sensing Formative Assessments Attention-Getting & Examination Exercises 1st Graded Role Play 1st Graded Role Play: Self Evaluation Summative Assessments Quiz 3, 4 Final Graded Role Play Training Role Play Preparation Assignment

Value Creation Formative Assessments Training role play Self Evaluation Objection Handling Exercise 1st Graded Role Play 1st Graded Role Play: Self Evaluation Summative Assessments Quizzes 1, 2, 4, & 5 Final Graded Role Play Final Exam

Ethical Behavior in Professional Selling

Formative Assessments In-class Ethics Assignments (Cases A and B) Summative Assessment Quiz 1

Oral Communications Formative Assessments Attention-Getting Exercise Examination Exercises Objection Handling Exercise Summative Assessment Final Graded Role Play

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The Basics

Required Materials:

Selling: Building Partnerships (8E) by Castleberry & Tanner, 2011, McGraw-Hill Irwin o http://highered.mcgraw-

hill.com/sites/0073530018/information_center_view0/ How to Become a Rainmaker by Jeffrey Fox, Hyperion, 2000 USB device with minimum free storage capacity of 1 GB

Academic Honesty:

The behavior of all students and the instructor in this course are expected to, at a minimum, adhere to the guidelines stated in the USI publication Students Rights and Responsibilities: A Code of Student Behavior. Academic dishonesty in this class includes but is not limited to the following: plagiarism, cheating, submitting someone else’s work as your own, or doing work for someone else who will receive credit for that work. If you are found guilty of academic dishonesty in this course, you will receive an automatic F for the assignment/exam. Further penalties may result.

General Grading Expectations & Policies: Students are expected to achieve their desired grade through performance on assignments and exams. They should not expect to be able to improve grades through extra credit or negotiations with the instructor. Grades will only be changed to correct calculation or input errors. If Bonus opportunities are provided, the requirements for earning the bonus will be made clear in class. There are no “make-up” opportunities for bonus. Thus, if bonus is given as part of an in-class exercise, then students who are absent that day will forfeit any potential bonus points.

Americans with Disabilities Act Compliance:

If you have a disability for which you may require academic accommodations for this class, please

register with the Office of Disability Resources (ODR) as soon as possible. Students who have or who

receive an accommodation letter from ODR are encouraged to meet privately with me to discuss the

provisions of those accommodations as early in the semester as possible. To qualify for accommodation

assistance, students must first register to use the disability resources in ODR, Orr Center Rm. 095,

812/464-1961 http://www.usi.edu/disabilities. To help ensure that accommodations will be available

when needed, students are encouraged to meet with course faculty at least 7 days prior to the actual need

for the accommodation.

Academic expectations

Students are expected to behave as though they want to be professionals (in some capacity) who are capable of performing at a level consistent with any graduate from an AACSB accredited College of Business.

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Communications & Attendance Policies Contacting the instructor

Ask your questions in class whenever possible. Other students can then benefit from the discussion. Please observe the "3-Before-Me Rule." If you have a general course-related question, you should first

try 3 different sources (e.g., syllabus, blackboard, class notes) to find the answer and if unsuccessful, contact me. At times, I may ask you to tell me the 3 sources you used to try to obtain the information.

If a response is expected, please allow 24 hours for a response to emails received between Monday, 8:00 A.M. and Friday, 12:00 P.M. For emails received after 12:00 p.m. on Friday, please allow until Monday afternoon for a response.

Grade / Missing Points Questions – if you have a question about grades or missing a class activity contact me in person to discuss your concerns.

Attendance FAQs:

Can I make up an assignment if I already have plans to miss class and I let the professor know of the conflict ahead of time?

o For quizzes – Maybe. If the scheduling conflict is discussed with the professor 7 days prior to the Quiz (or 4 days prior in the case of Quiz 1), a make-up will be possible. Quiz make-ups must be made at the professor’s convenience.

o For in-class assignments – Only in very specific circumstances. These assignments may not always be announced. The only way a make-up will be offered is if you have given 7-days advanced notice to the professor and you miss it because of 1) a USI-sponsored extra-curricular event (not for another class); 2) a religious obligation observed by USI. Make-ups will very likely not be permitted for any other reason.

o For role plays – Only in very specific circumstances (see notes, above). If you are going to miss a role play, you are strongly encouraged to drop the course for this semester.

Can I make up an assignment if I miss class for any reason and do not give the professor 7 days prior notice?

o Not very likely.

o The only exceptions to this rule are

An absence that results of a contagious illness (with doctor’s note),

A recent death of a family member or close friend.

A verified car break-down on the way to class (with verification of the event’s impact on your ability to make class…take a picture, video your car being towed, etc.)

***Changes to the syllabus may be made to reflect the needs of the class.

Any changes will be announced in class***

I have read these communication and attendance policies. I understand what

they mean. I will comply with these details or be responsible for noncompliance.

Signature: _______________________

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Class Schedule Summary

Week # Date Range Topic(s)

1 Jan. 13 – 17 Course Overview

2 Jan. 20 – 24 Ethical Behavior in Professional Selling

3 Jan. 27 – 31 Information Systems & Introduction to Role Plays

4 Feb. 3 – 7 Seller – Buyer Relationships

5 Feb. 10 – 14 Communication Principles & Netsuite Product Review

6 Feb. 17 – 21 Communication Principles & Adaptive Selling

7 Feb. 24 – 28 Prospecting, Planning, and Opening Sales Appointments

8 Mar. 3 - 7 Training Role Plays

9 Mar. 10 - 14 Spring Break

10 Mar. 17 – 21 Examination

11 Mar. 24 – 28 Examination & Presentation Best Practices

12 Mar. 31 – Apr. 4 Presentation Best Practices

13 Apr. 7 – 11 1st Graded Role Plays

14 April 14 – 17 1st Graded Role Plays & Preparation for Final Graded RPs

15 April 21 – 25 Final Graded Role Plays

16 April 28 – 29 Review of Progress towards Course Learning Objectives

17 May 6 Final Exam

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Oral Communication Skill Rubric for MKTG 344

Oral Communication Trait

Skill/Trait Rubric

Does Not Meet Expectations

Meets Expectations

Exceeds Expectations

Making a Professional Introduction

Misses more than one element: name,

company, handshake, smile, or eye contact

Includes all but one element: of name,

company, handshake, smile, or eye contact

Includes all elements: Complete name, company name, handshake, smile, &

eye contact

Using Appropriate

Nonverbal Behaviors

No eye contact and shows distracting nonverbal

behaviors

eye contact throughout most of presentation and

nonverbal behaviors are minimally distracting

Appropriate eye contact throughout entire presentation and

nonverbal behaviors show enthusiasm and interest

Controlling Voice Characteristics

Very limited use of appropriate voice & pace

variations, and many verbal pauses

Notable use of voice and pace variations, but some

verbal pauses

Consistent use of voice and pace variations and no verbal pauses

Using Professional English and Vocabulary

Extensive use of vague verbiage (e.g., “stuff like

that”) and slang

Use of standard English and vocabulary but repetitive use

of vague verbiage (e.g., “stuff like that)

Use of Professional English and vocabulary throughout

presentation

Portraying Active Listening Skills

No probing or clarification questions, “canned”

responses, no rewording or rephrasing

Limited probing or clarification questions, lack of variation in responses,

limited rewording or rephrasing

Consistent probing or clarification questions, adapted responses,

appropriate rewording or rephrasing