The University Of Mississippi
School of Business Administration

MKTG 354
Professional Selling & Relationship Mktg
Fall 2009-10
Dr. Robert M. Cosenza

Phone: (662) 342-4765 E-Mail: rcosenza@olemiss.edu
Office: TBAOffice Hours: See Office Hours Link
Time: T, TH DE Desoto, Tupelo (11:00am - 12:15) Location: TBA: Distance Education

Prerequisites: Mktg 351 or Permission of Instructor

If you are taking the course as an elective, please be sure that it fits somewhere in your program.

School of Business Administration : Statement of Academic Integrity

The School of Business Administration upholds honor and academic integrity in all of its teaching, research, and service activities. All business faculty, staff, and students are charged with the responsibility to behave with personal and professional integrity and to refrain from dishonorable conduct.

Text:
ABCs of Relationship Selling, 9th Edition, McGraw Hill
Charles M. Futrell, Softcover, 560 pages, ©2005, ISBN-13 9780073101323 or
ISBN-13 9780073225739 0r 10th edition, ISBN 978-0-07-338099-5
Book Resources

Course Description: This course will provide a detailed investigation of that portion of the Marketing Mix pertaining to promotion with specific emphasis on Personal Selling.

General Course Objectives: Student will be able to integrate and logically think about the role sales and selling strategy plays in the marketing mix.

Specific Course Objectives: Students majoring in several areas are taking this course. To meet the needs of the different majors, this course will be broad and varied. We will cover many topics relating to the fundamentals of marketing.
After completion of this course you should be able to:

Personal Selling Objectives:

1. Understand the underlying principles of salesmanship, the process of interactive selling, and the role of sales in the firm's marketing mix.
2. Be aware of advances in technology, tools, and methods available to aid today's salesperson.
3. Understand and appreciate ethical standards and legal considerations confronting today's salesperson.
4. Be familiar with the variety and types of sales jobs available as well as relevant factors to consider in approaching a potential sales career.
5. Utilize and apply the concepts presented in class to establish profitable relationships with clients. Actually sell a product/service in role play.

Learning ObjectiveAssessment Strategy

(1,2,3,4 above)

Students demonstrate an understanding of personal selling as a major function within the marketing and promotional mix of a firm.

Evaluated by two exams. Assessed by the professor and classmates during classroom discussions.
(1,2,3 above)

Students demonstrate knowledge of the principles
and methods of selling.		Evaluated by two exams and a large, graded class project. Assessed by classmates during teamwork on the project and by the professor in periodic reviews of individual progress on project preparation and during observation of sales
presentation practice sessions. Also assessed by
classmates during sales presentation practice
sessions.

(5 above)

Students prepare and present an effective, well-planned business-to-business sales presentation, with planned handling of buyers' objections - the most critical single issue of selling.

Evaluated by the professor with regard to visual,
verbal, and nonverbal communication during
students' sales presentations, and by grading all
written/printed materials used in preparation for and during the sales presentation. Assessed by
classmates who formally and informally critique all
sales presentations, including their own.

Teaching Philosophy

Students learn more when their interest level is high, teaching is interactive, and learning is reinforced by doing. Business courses must be designed and conducted so students become comfortable learning and using the skills and tools business and government employers want, in addition to the business knowledge base that students need to succeed in their careers.

Also, students learn more through active learning exercises in class. Therefore, class attendance AND informed, enthusiastic class participation will determine a fifth of your semester grade.

Class attendance is mandatory during ALL sales presentation days, including practice sessions.

Course Requirements:
1. You are expected to behave in a professional manner. Presentations are subject to videotaping and critique by the class and /or experts.

2.There will be 3 IC exams and a comprehensive FE final exam. IC Exams will be the entire class period. All of these exams may consist of a variety of multiple choice, essays, and true/false questions. BRING A #2 PENCIL TO ALL EXAMS and a 50/50 scantron sheet, and a test booklet.

Students can elect to drop the lowest of the three IC exams. Lowest grade will be dropped if and only if all three IC exams are taken. If all three IC exams are taken, student may elect to skip the FE final exam (12/3) and take the average of the two highest grades from the in class and have this grade count for the final exam grade.

MISSED TESTS: No Makeups for any reason.

PARTICIPATION : IMPORTANT NOTE: It will be assumed that you studied all assigned material BEFORE CLASS. You will be randomly asked questions in class based on this assumption, and 10% of your final grade .(i.e., your class participation grade) will come from your in-class answers to these questions along with your other participation as noted in this syllabus.

In other words, each class will consist of interactive participation in the discussion by each of you that will determine most of your class participation grade, which is a significant portion of your final grade for this semester. So, study all assigned material before class because totally uninformed participation will be counted as zero participation.

3. Role Playing (PARTICIPATION) : Role playing will be utilized during the semester to reinforce particular topics. Prior to each class period, students should have prepared by reading the assigned material and developing thought provoking questions. Each student is required to write-up a solution to the questions posed at the end of the role play. Several students will be called upon to participate in each role play activity. All students, regardless of their participation in the role playing activity will be required to discuss alternatives and solutions thoroughly. These are graded as participation. Role Play HELP

4. Sales Presentations are scheduled for the end of the semester. More information will be given during the second week of class.

Some Guidelines

1. Prepare and read all the chapter materials...may require cumulative chapter reading/articles, etc.
2. All assignments must be typed to receive credit.
3. Prepare your presentation so you can involve the class in discussion.
4. If, for some reason, the University is officially closed on a scheduled exam day or a day that an assignment is due, the scheduled item will automatically take place at the next class meeting.

Grading: 
Exams/Cases/Role Playing, Etc.

Three Tests
 100@ points = 300 points
In Class Role Play/Discussion (called PARTICIPATION)
 100 points
Presentation Preparation Paper 200 points
Sales Presentation 300 points
Final Exam 200 points
Total Available Points 1100 points
TOTAL Grade Basis 1000 points
 

Grade----------------# Points Needed

     A                             901 -1000
     B                             801 - 900 
     C                             701 - 800
     D                             600 - 700

Less than 600 points is a failing grade. F

 

Cheating: Please refer to the UM Student Handbook. Students caught cheating (during exams, through plagiarism or any other form) will receive a grade of zero (0) for the exam or assignment. Appropriate college personnel will be notified to determine if student will receive a grade of "F" in the course.
Withdrawals: See UM Catalog
Special Services: Available: See Catalog.
SALES PRESENTATION and SALES PAPER GUIDELINES
1. You have one PRODUCT (a tangible good or an intangible service) to sell to a BUSINESS CUSTOMER (represented by the instructor). Your product must be a "real" product, not a fictitious one. You represent a company selling to another company, not selling to the final consumer. The business you sell to may be the final 'business' consumer using your product to produce another product, or simply for resale to another company or a final consumer). In other words, this is business-to-business (B-2-B)sales, not retail (B-2-C) sales. As a salesperson, it is your responsibility to develop your own presentation - this is not your manager's duty. Thus, I will not be available to comment on what specifically you should do to develop your presentation; it's all in the text and my lectures. You have nothing to guess about. I am, however, always available to explain the project. By listening in class, reading your text, visiting the library, contacting companies, and by your own ability you will research, develop, and deliver a presentation which SELLS.
2. You must sell to a retailer, wholesaler, or manufacturer; not to an individual person for personal or household use.
3. Presentation time limit = 15 to 20 minutes maximum; your buyer is a busy person. You CANNOT USE NOTES OR AN OUTLINE IN YOUR FINAL SALES PRESENTATION; If you do, you will lose at least 30 points on your presentation grade.
4. You will present to me the BUYER. You will use the same product and presentation preparation paper to practice for your final (your presentation). Thus, it is wise for you to help each other to become really good at selling, and you do this by being good, inquisitive buyers in practices in and out of class to raise as many objections to the sale as you can think of throughout your presentations. The definitions of good sellers and buyers will become quite obvious during your study and lectures.

5. As noted above, you must create and turn in for grading an original, typed, double-spaced Sales Presentation Preparation Paper. It will not be returned to you, so please keep a copy for your job-search portfolio. This paper is very important to your grade for this project (20%), plus it is the only way to prepare for your final presentation, which is an additional 20% of your grade in this class. So, a good Sales Presentation Preparation Paper is the key to success as a salesperson. And your good sales paper will come from each sales team practicing selling and adding to your paper over many hours. Remember this - YOUR PAPER IS 'NOT' A SCRIPT! Far from it.

SPP EXAMPLES
One
Two
Three
6. We will cover the details to be included in your Sales Presentation Preparation Paper in a class very early in the semester.
TENTATIVE  SCHEDULE
Date
Agenda
8/25
Introduction, and discuss Chapter 1. (slides) We will be in class the entire period.
8/27
Discuss Ch. 2, (slides) discuss your term project.
9/1

Chapter 3 (slides) (video)
9/3


Role Play Examples and Ethics, Take the Ethics Challenge
Keep the ethics challange results for later classes.
Chapter 4 (slides)
9/8
In class - Sales Video 1, Effective Selling
Chapter 5 (slides) (video1) (video2)
Seller/Buyer profiles due: Hard Copy.
Try to find out as much as you can about the product that you will be selling, the company that markets the product that you would like to sell, and the company that you would like to sell it to.

 ALL, Yes that's ALL assignments are to be turned in on the day required in HARD copy, yes Hard copy ------NO, yes I said NO assignments will be accepted by e-mail, -------for Any, yes I said ANY reason. No hard copy, means no grade for that assignment.
9/10
Test #1, Chapters 1-5

Bring Short Green Scantron, All Multiple Choice
9/15
Chapter 6 (slides)
9/17
Chapter 6 (slides)
Chapter 7, 8 (slides7) (slides8)
Chapter 9 (slides) (video1) (video2)
9/22
Test #2, Chapters 6-9
9/29
Chapter 10 (slides) (video1) (video2)
10/1


10/6
Chapter 11 (video1) (video2) (slides)
10/8
Chapter 12 (video1) (video2) (slides)
Video #2, The Objection/Trial Close Video
10/13

Video #3, The Close


SPP EXAMPLES
One
Two
Three

10/15
Chapter 13 (slides)
10/20
Test #3, Chapters 10-13
STUDY GUIDE
10/22


Video Review, Student Presentations
10/27
Video Review, Student Presentations
10/29
In Class Role Play
Sales Presentation Preparation Paper , due today.
In Class Role Play
GO HERE FOR DOWNLOAD PAGE 1, GO HERE FOR DOWNLOAD PAGE 2
Final Revised SPP due today : hard copy.
11/3
In Class Role Play

GO HERE FOR DOWNLOAD PAGE 1, GO HERE FOR DOWNLOAD PAGE 2

11/5
In Class Role Play
   
11/10, 11/12, 11/7 and 11/19

11/10, 11:00 am, Liberto
11/10, 11:30 am, Taylor
11/12, 11:00 am, Foster
11/12, 11:25 am, Goad
11/12, 11.50 am, McElwain
11/17, 11:00 am, Leppert
11/17, 11:30 am, Denley
11/19.ALL, DEBRIEF

EVERYONE will be here during these three days so MAKE PLANS to be here on or before 11am. You will be docked 50 points from your own presentation if you arrive late to any of the presentations or on the DEBRIEF DAYS.

ROLE PLAY PRESENTATION SCHEDULE
CLICK HERE for Role play presentation requirements.

Proof sheets need to be sent to me and all students in the class, for evaluation ONE day before the presentation by 12 NOON.
12/1

Debriefs, Evals by all due.

PODCAST LINK HERE

This will help us get a better perspective of individual performance in the class and get feebback from your peers.

All evaluations will be due today.

Directions: Follow these directions precisely

  1. Watch all podcasts of individual presentations including your own.
  2. Using the Role Play HELP guide and the important selling processes that you learned from the class AND the chapters in the book, type an evaluation of each individual role play presentation (one page) single spaced, stacked in a word (.doc) -(should be 10 pages for 10 students).
  3. The evaluation should be POSITIVE on improving the presentation and must REFER to the concepts in the book, class, and role play help.
  4. EMAIL this to me labelled ("Your Name"CRITIQUE) in the Subject heading of the email, and the attached document labelled with your name, etc on the typed copy, and the ATTACHED file labelled with ("yourname" mktg 354critique) by midnite 12/4/2009.
  5. I will add my evaluation to this and email you a set of evaluative comments from the class and myself.

 
12/1
Final Exam : Chapters 1-13, IF YOU HAVE CHOSEN THIS OPTION