STRATEGIC PERSONAL SELLING

MARKETING 273, Section 1, T/TH from 11-12:15 in Glenn-112

 

Bill McGowan-Lecturer                                                                    Office Hours:

Office:  Tehama 387                                                                         T/TH:  9-10:30 am.

Phone:  898-4182                                                                               Fall 2004

E-Mail:  BMCGOWAN@CSUCHICO.EDU

 

"Trust"

“FUN PLUS RISK==HOP RIGHT OUT OF YOUR COMFORT ZONE”

“Rapport”

PREREQUISITE :

 

Marketing 170 & 171 must have been previously taken/passed prior to enrolling in this class.

 

Course Objectives:

 

This course has as its objective to make you a Champion at selling ideas, products and yourself.  You sell yourself everyday and this course is designed to make you more effective in your personal mission in life.  We will do this via books, exposure to customer management software, discussions about technological issues in sales, sales role playing, films, cases and exercises to get you to think about the world of strategic selling.  You will be a partner in this learning experience, and we will all learn from one another.

 

 

The biggest obstacle that any salesperson faces is the fear of failure or rejection.

 

 

Required Materials:    (about $80.00 total)

 

Jack……..Straight from the Gut:  Jack Welch by John A. Byrne, 2001, Warner Business Books.  Learn from the master……..Neutron Jack! (0-446-52838-2)

 

Advanced Selling Strategies, Brian Tracy, 1996, Simon & Schuster.  This book has more information than you can imagine and is a best seller among professional business books aimed at the science and art of strategic selling and relationship management. Referred to in daily course schedule as "AS" (0-684-82474-4)

 

The 7 Habits of Highly Effective People:  Stephen R. Covey, 1990, Fireside/Simon & Schuster .   This book presents a holistic, integrated, principle-centered approach for solving personal and professional problems.

 

 

An occasional reference in class will be made to the following books, which are not required for the course.

 

Selling for Dummies, Tom Hopkins, 2001, Hungry Minds, Inc.

Power Selling, Steven Power, 2004, Power2Be Media

The 5 Paths to Persuasion, 2004, Robert B. Miller & Gary A. Williams, Warner Business Books

 

Attendance and Daily Class Participation:

 

Successful learning depends on thorough preparation of course materials and active class participation.  To be an active participant means you have to attend class….how about that.  A great Irishman once said, "There are 1,000 good excuses but not one good reason."

 

Another important aspect of class participation is your ability to listen and interpret what others have to say.  ONE OF THE MAIN KEYS IN BECOMING A SUCCESS IN STRATEGIC PERSONAL SELLING IS TO………LISTEN TO WHAT THE CUSTOMER IS SAYING!  Therefore, this class can be a great training ground for developing both critical communication and listening skills that will help make you successful in whatever you do.

 

Presentations:  (no cue cards or any written material near the presenter that he/she can refer too will ever be used  in this class.)  If used, a zero will be the end result.

 

Communication skills are consistently listed as one of the most important skills for college grads, and it could be argued that the importance of this skill is amplified for those who are interested in pursuing a career where you will prosper or fail based on your ability to communicate.

 

So, in addition to class participation, you will be asked to make formal presentations……along with some possible informal ones.

 

Set your stage (props are great as it shows your innovative and creative mind is at work) the way you want it to be for your best overall success.

 

The 1st Presentation:  August 24:   Who am I?  Why am I taking this course?

 

The “ Sale” and then the 2nd Presentation:  Team up (more fun-make it a game) with  friends (4 total) in class (Aug 26) as you will operate as a team. Each of you will be responsible for selling one Woodstock’s Pizza Peel off card for $25.00, with the proceeds  turned into me by Sep 9 (AMA use).  It’s your time to shine and pick up some 30 points on the sale (no sale-no points-no pass)  plus 15 more points (grand total 45 points) on the presentation (9/14 & 9/16 --- 8 minutes for each team).   The spring 2004 class sold 112 cards (Benchmark). On Sep 21 (after the speaker) a drawing  will take place that will award 1st, 2nd,  3rd & 4th prizes of $40, $30,  $20 & $10 for  sellers in this class (WII-FM).  If you buy these cards yourself, you should drop this class!

 

The 3rd Presentation:  Your team of 4:  Two will be the buyer and two will be the seller. Your team can pick the product/service to sell and the sellers can utilize the total selling process to get their (power of 2) point across, while the buyers (power of 2) are also trying to secure the very best deal from their end.  This will be a live 2 on 2 presentation (cue cards=zero) utilizing your best creativity to obtain your 10 minutes (means 10 minutes) of fame.  This better be good as its potential is worth 30 points to each team member.  However, if I feel someone is not pulling their weight on the team, they will lose points that will accrue to their other team members based on their overall individual contribution to the project.  Don't be left out………….. holding the proverbial bag!!!!!!!!! (October 7 & 12) Tell me what product you’re selling as soon as possible.

 

The 4th Presentation:   Your team of 4 (Nov 2 & Nov 4) will make a 10 minute presentation on either the TEN ADVANCED CLOSES or THE TEN BIGGEST SALES MISTAKES.  It’s worth 30 points.  Use your creativity as you see fit for this one!  Show us why so many fail in this field! Can the class figure it out? I will pull points from those that don’t perform and give them to the performers.

 

5th  Presentation: Your team of four (Dec 2, 7,  & 9) will actually work in unison on this project.  It will entail you picking a film that relates to "selling."  There are plenty, but probably one of the earliest ones was entitled "Death of a Salesman", which is a classic.  Your group will find a film like this one and let the rest of the class know about the following:  What is the message they are trying to convey?  Is all or just part of it still pertinent?  How would you do it?  Is it done totally different now? What can your group enlighten us about this? Did each of your group see this from a different perspective.  How about four different outlooks?  Be creative!! You tell me.  This will also be a live (no cue cards) 15 minute presentation accompanied by a 7-10 PP slides.   A max  of 5 minutes will relate to the actual clips from the “Movie” you chose, while another 5 minutes will relate to your great powerpoint presentation, while the last 5 minutes will relate to a “skit” you do relating to this movie in some way. The presentation must be interactive with your audience in some way and you must also dress the part for this final presentation.  You may use any props you feel are necessary to the success of your group.  SELL IT TO US!!!!!This is another opportunity I'm giving you to provide me with your own creative view/perception in an arena where you don't have to arrive at just one right answer.

 

After all, there are many roads to New York. This will be worth 60 points and peer evals will, if bad, take away from these 60 points.  If you are not truthful re your peer evals, I will pull points from your total.

 

Let's throw the "slackers" & non-performers out of your group and give them a zero!

 

 

 

 

On Teaching:

Boredom and fear are enemies of the classroom.  The more I expect from my students, the more my students give and receive.  An old Irish proverb states, "You can never plow a field by turning it over in your mind."

 

Academic Honesty:

 

Academic honesty is an issue of serious concern here at CSU, Chico.  Faculties expect students to maintain a high standard of academic integrity.  When faculty suspects students of cheating, they may bring formal charges, and a pretty unpleasant process is set in motion.  If charges are proved, the consequences are severe, ranging from failure in an individual course to expulsion from the University and denial of a degree.

 

Cheating is the willful and intentional fraud or deception for the purpose of improving a grade or obtaining course credit and includes all behavior by a student, which is intended to gain unearned academic advantage by fraudulent and/or deceptive means.

 

The following give a good idea of behavior that will result in a failing grade on a paper, an examination, or final grade in a class, or could result in disciplinary probation, suspension, or expulsion from the University:

 

·  Copying graded homework assignments from another student, or giving your work to be copied by another student.

·  Looking at another student’s paper during an examination, or giving answers to another student during an examination.

·  Working together on a take-home exam or homework when not specifically permitted by the instructor.

·  Providing a term paper to another student or writing a paper for another student.

·  Any form of plagiarism.

·  Any other form of academic dishonesty or cheating.

 

NOTE:  For further information on the disciplinary process and sanctions, refer to the Code of Students’ Rights and Responsibilities, which can be reviewed in Kendall Hall, Room 110, phone 898-6897.

 

Dropping Classes:

 

If you want to drop a course, it is your responsibility to initiate and follow through on the action.  Do no assume an instructor will drop you from a course if you quit attending class.  University regulations specify several conditions for dropping a class and the relevant cutoff dates.  These are covered on page 152 of the University Catalog.  If you intend to drop a course, do it right away, or you may miss a critical cutoff date.

 

 

 

 

House Rules:

Follow the Golden Rule.  Always treat others like you would like to be treated!  Specifically, that means:

           

·       No hats worn backwards…this is bad news with me!

·       Please don’t be late to class

·       Just raise your hand to "impart your words of wisdom"

·       Please don’t talk while someone else is “officially” speaking

·       Please leave the classroom as clean (or preferably cleaner) than you found it

·       Thanks for your help

·       Please keep track of your own grades

 

Performance Evaluation:

 

Test (3): 140, 110, 100  (350 total pts)

Presentations on Selling: (1) 10pts (2) 45 pts; (3) 30 pts; (4) 30 pts;  (5) 60 pts (175 total pts)

 

Assignments (4):    One page summary of Ch#1 from “Working with Emotional Intelligence” (1998)  by Daniel Goleman along with a copy of your EI test attached- Due 9/2 worth 10 points;  One page summary on “The Brand Called You” regarding your life-Due 9/7 worth 10 points; One page paper on my Ideal selling job while also looking at my S&W-Due 10/26 worth 10 points;  One page summary on “What did I Learn from Jack” that will help me in life? Due 11/17 worth 10 pts: ( 40 Point Total)

 

Class Participation:  (15 pts)

 

Total Points Available:  580

 

 

ATTENDANCE:  Two excused absences - okay; Third (20 pts); Fourth (40 pts)

Random attendance checks……risk!!!!!

 

 Grades:  100-93  A;  92-90  A-;89-87   B+; 86-83  B;  82-80  B-;  79-77  C+;  76-73  C; 

72-70    C-; 69-67  D+; 66-60 D; 59 & below F.

 

Note:  This syllabus and course schedule is subject to change at any time.

 

 

It is my intent to video some of your presentations to view afterwards for critique purposes… time permitting.

Course Outline

Fall  2004

STRATEGIC PERSONAL SELLING

 

  Week of        Topic                                                               Assignment

 

8/24                 Take Roll                                           

                        Course Overview-Books/Syllabus                 

                        Intro Everybody                                            Who are you?

                        Read: The 7 Habits of HEP                             Overview

                        Selling Triangle

                        Selling Power.com

                        The “5” Paths to Persuasion                            Website

 

 

 

8/26                 The “5” Paths to Persuasion                            Continued

Emotional Intel (Goleman)                           Utne.com (EI) 9/2–sum/attach

Handout                                                          

                                               

Pick Teams (4)                                                Woodstock’s Pizza

                                                                        (Due: Sep 9)

 

8/31                 The “5” Paths to Persuasion                            continued

                        Creating "The Brand Called You"                   FastCompany.com/Tom Peters #1

                        Summarize TBCY re your life                      One page: Due 9/7

Cover:  7 H: O + H                                         Exercise-Who’s right?

                                   

            The Psychology of Selling                              Ch 1:  AS (Tracy)

 

9/2                   7 Habits of HEP                                              Habits 1&2

                        Utne.com EI due

 

9/7                   The Development of Personal Power              Ch 2: AS (Tracy)                                           TCBY paper due                                           

                                                                       

                        7 Habits of HEP                                              Habit 3&4

                        Personal Strategic Planning                             Ch 3: AS (Tracy)

                                                                                                                                   

9/9                   The Heart of the Sale                                   Ch 4: AS (Tracy)

                        Woodstock’s Pizza Due

 

 

9/14                 Pizza Presentations                                       Teams 1-6  @ 8 min.             

9/16                 Pizza Presentations                                       Teams 7-11  @ 8 mins

                       

 

 

STRATEGIC PERSONAL SELLING

                                                                        Mkt 273-01

 

Week of      Topic                                                   Assignment

9/21                 Guest Speaker                                               Ferguson Corp

                                                                                                Ryan Burton Romero

                                                                                                Woodstock’s Drawing 4-1

 

9/23                 FIRST TEST                                                  Habits 1-4; Tracy 1-4

                                                                                                Selling Triangle

                                                                                                The “5” Paths (140 points)

 

9/28                 Who are the Buyers?                                       VALS sric-bi.com/vals/

                        The Profession of Selling                                Ch 5:  AS (Tracy)

                       

9/30                 Non-Verbal Communication                            Videos (2)

                       

10/5                 Motivating People to Buy                                Ch 6:  AS (Tracy)

                        Influencing the Buying Decision                      Ch 7:  AS (Tracy)

                       

10/7                 2-Buyers /2-Sellers Team Pres                     Teams 1-6 @ 10mins

                                               

10/12               2-Buyers /2-Sellers Team Pres                     Teams 7-11 @ 10mins

                        Miscellaneous info – catch up

                        Handshakes

 

10/14               Prospecting-Filling the Sales P/L                    Ch 8:  AS (Tracy)

                        Steven Powers Book                                       A few Questions

 

10/19               How to Make Powerful Presentations             Ch: 9  AS (Tracy)                 

                        What Color are You??                        The Color Exercise & more

                        Colorgenics.com

                        One page paper on Ideal

                        Selling job inc my S&W                                Due:  10/26

                                               

10/21               SECOND TEST                                             Tracy 5-9 (110 pts)

                                                                                                + non-verbal video &

                                                            Handshakes; Power’s Book

                                                                                                3 Q’s

 

10/26               Ten Biggest Sales Mistakes or                        Pick your poison                                             Ten Advanced Closes                                     Props & all 11/2 & 11/4

                        Ideal Selling Paper due                                                                    

STRATEGIC PERSONAL SELLING

                                                Mkt 273-01

 

Week of      Topic                                                   Assignment

                       

10/28               Miscellaneous – catch up on all                      Discuss “5” Paths eval

                        Selling Power Magazine                                 Guest Speaker Possible

                        Student Thoughts on Selling

 

11/2                 Ten Biggest Sales Mistakes    or                    Pres-10 mins (Teams 1-6)

                        Ten Advanced Closes

 

11/4                 Ten Biggest Sales Mistakes    or                    Pres-10 mins (Teams 7-11)

                        Ten Advanced Closes

 

11/9                 Steven Powers Book                                       Thorough coverage

                       

 

11/11               Closing the Sale-The "YES"                         Ch 10: AS (Tracy)

                        Jack’s one page paper 11/18

                         

11/16               Discuss Jack Welch  from A-Z & beyond     

                       

 

11/18               Discuss Jack Welch  from A-Z & beyond     

                        Jack’s one page paper due

 

                                                           

November 22-26   Thanksgiving Break------------------------Have a great time

 

11/30               Habits 5-7                                                                   Discuss

                        Ethical & Legal Considerations(Dub)

                        Final Review

                                                                                   

12/2                 Sell to Audience(movie)                                             Teams 1-4; 15 mins ea

                                                                                                                       

12/7                 Sell  to Audience(movie)                                            Teams 5-8; 15 mins ea

 

12/9                 Sell  to Audience(movie)                                            Teams 9-11; 15 mins ea

                       

                                   

12/13-17         FINAL EXAM WEEK (MC/SA – 100 pts) 

                        Jack Welch Book

                        Power Selling Book

                        Tracy-Ch 10

                        Habits 5-7