To COURSE DESCRIPTION page
- UNIVERSITY BULLETIN :
| Abbreviation :
| Number :
| Title :
| Credits :
| Description :
Principles underlying the sales process and practical
application of these principles to seeeling situations.
Studies role of selling in total marketing process.
| Prerequisite :
third semester standing
- FACULTY :
| Instructor :
Robert S. Owen
| Office :
| Telephone :
| Fax :
| Email :
| Web site :
Office Hours :
T 1:30 - 3:00 Berks
W 2:30 - 3:00 Lehigh
R 1:30 - 3:00 Berks
call for other times
- COURSE :
- Meeting Time & Place :
TR 12:15 - 1:30, 109 Franco (BK)
W 3:00 - 6:00, rm. 133 (LV)
- Course Materials :
|Required Textbook :
Quigg, Brooke, & Bern Wisner (1998),
Selling the Right Way!, Prentice Hall.
| Other Materials :
Access to the World Wide Web is required for this course.
- Objectives :
After taking this course, students should be able to find and interview
for jobs in field sales. Emphasis is balanced between theory (e.g.,
motivation), knowing (e.g., the recruiting process), and skills building
(e.g., selling, territory routing, use of technology) to help new graduates
on a first job in field sales.
- Major Topics :
The following schedule is tentative because we expect to be able to
invite a few guest speakers to our class. Every effort will be made,
however, to hold exams on schedule, with exams covering those topics
that we had discussed in class up to that point.
- Attendance :
Students are expected to attend and participate in all class sessions.
University approved excuses for absences must be given to the professor
immediately following an absence.
Make-up exams will be allowed only for serious personal illness, death or
critical illness in the immediate family, or excused university-sponsored
activity. Make-up exams will be given at the convenience of the professor
and generally must be different from that given to the rest of the class.
No make-ups will be accepted for missed homework or quizzes.
Since the Personal Selling Project (Exam II-b) is based substantially on
in-class role play, it is imperative that students be in all
classes to prepare for this individual oral exam. We will so enough role
play in class that students who attend all class sessions should be able
do very well on this exam. Students who do not attend all class sessions
cannot expect to do very well on this skills-based exam.
The Personal Selling Project (Exam II-b) MUST be completed during
the one week window that is assigned in class; note that this one week
window might vary from that listed in the syllabus depending on the
completion of sufficient class role-play. Since part of this project
involves a telephone approach to make an appointment, students cannot
expect to be able to obtain a sales appointment on time if the telephone
call is attempted late in that week: call early to ensure that the
project is completed on time. Since you have an entire week to do
the project, make-ups for missing this exam will not be permitted.
- Evaluation Methods :
Students will be evaluated on the basis of performance on
three in-class exams, an individual oral exam (Personal Selling
Project), and homework & quizzes.
The Personal Selling Project (Exam II-b) is an individual oral exam.
The project score sheet used in scoring this
project is posted on the Web. The sales meeting for this project
must be completed during the one week window that is assigned - do
not wait until the end of that week to try to make an appointment over
the phone. This is a real-world hands-on sort of exam - if you wait
too long and the prospect is too busy to see you before s/he leaves
the area, you do not get a partial sale and you do not get a second
chance: you will lose the entire sale and you might eve lose your
job. Missing that window in this course is the same as missing an
exam. Note that the window might be pushed back if the professor
believes that the class could benefit from additional role play.
The final exam will be comprehensive. Time permitting, we will watch
Several videos and have several real-world guest speakers throughout
the semester; such in-class experiences are "fair game" for
exams. Some of the material covered in the lectures will be different
than the text treatment of the subject, so balance your efforts between
both. Exams may be a combination of multiple choice, short answer, and
problem solving questions. Problem solving questions will typically have
one, and only one, correct and exact answer. In the real world, a wrong
sales forecast or territory design might cost your employer thousands of
dollars - and you your job. Pay attention to details! However, the
interpretation of a solution to these problems generally will not have a
simple "yes" or "no" sort of answer; you will be
required to support responses to short answer questions based on theory
and discussion covered in this course.
Homework and Quizzes
Homework will occasionally be assigned. If you miss a class, do contact
me before the next class meeting to find out if any assignments were
given. Please don't expect a private lecture to cover missed lecture
material, however. Although I might sometimes warn of the probability
of a quiz for some days, quizzes will generally not be announced in advance.
Without a university approved excuse, missed homework and quizzes receive
a score of zero with no opportunity for make up.
The final weighting of each quiz or homework will be determined by the
total number of these at the end of the term. We will probably have some
combination of around ten in total by the end of the semester, so each
missed quiz or homework is worth a substantial amount of your final grade.
If your final course score is somewhere near a grade cutoff and you missed
one of these assignments, don't ask for any leniency. Points lost through
missed assignments are usually within your own control. If you have
avoidable personal reasons for missing a class, weigh the potential for
a loss in points the same as you would weigh the potential for a lost sale
in real life: Is your past performance so good that you can afford to lose
a potential sale?
Personal Selling Project
You will be making an eight minute sales call on your instructor in his
office during the tenth week of the semester. As part of the assignment,
you must make an appointment for the sales call by telephone. Appointments
are scheduled at 15 minute intervals. Your sales call will be stopped at 8
minutes, finished or not, to allow enough time for scoring before the next
Note that your "product" need not be a tangible good. You may, for
instance, attempt to obtain a signature on a petition of a donation to a
worthy cause. Grading will be based on your attempt to properly qualify this
prospect, to obtain an appointment, to uncover a problem, to demonstrate a
solution, to attempt a close if appropriate, and to obtain referrals if
appropriate. You can earn an "A" without making a sale, and your can
do very poorly if you attempt to push a close when it is not appropriate. It
is appropriate to close on, say, a donation to a worthy cause within five
minutes with enough additional time to obtain referrals; you probably should
not attempt to obtain anything other than agreement to a follow-up appointment
and a few referrals if you are promoting a complicated financial service.
(Would agreement to a second, longer appointment be the "sale" in
the latter example?) "Creativity" is not a factor in this assignment.
It is not appropriate to offer product samples and none will be accepted.
We will cover the specifics of the requirements for grading and will do ample
role playing in class for you to get a good feel for how to practice for your
final performance. Remember the advice attributed to Abe Lincoln: if you have
six hours to cut down a tree, spend the first four sharpening your axe.
You should "forget" that this prospect is your instructor, but you
otherwise will not be role playing during this encounter: you must qualify your
instructor as a real-live person and choose a suitable product based on what
you know or can reasonably assume about this prospect. What have you noticed
in looking around his office? What might some other referrals (friends,
relatives, and acquaintances) know about him? Might his employer or professional
organizations have any information about him (e.g., Web postings)?
To help you out, you may assume that you have found the linked
biographical sketch in a trash can. Qualify this prospect
for your product based on this information or any other information that you
believe to be true. You should attempt to "read between the lines"
as best you can, but you may not fabricate information for your own
convenience. The information in this biographical sketch is true, but
note that information gained from such sources is often misleading!
- Grading System :
Final grades will be based on the following totals in points:
150 points = Exam I (background issues)
50 points = Exam II-a (personal selling issues)
100 points = Exam II-b (personal selling project)
200 points = Exam III (quantitative issues + comprehensive)
100 points = Homework & quizzes
600 points = TOTAL
- Relationship of Course to Major :
Personal Selling is a course that will help business students
understand and gain skills in the practice of sales, which includes
the process of finding and interviewing for any type of job.
- Relationship / Linkage of Course to Other Courses :
This is an elective course in the business major.
- Academic Integrity / Dishonesty :
University Policies and Rules 49-20 :
Academic integrity is the pursuit of scholarly activity free from fraud and
deception and is an educational objective of this institution. Academic
dishonesty includes, but is not limited to, cheating, plagiarizing, fabricating of
information or citations, facilitating acts of academic dishonesty by others,
having unauthorized possession of examinations, submitting work of another
person or work previously used without informing the instructor, or tampering
with the academic work of other students. At the beginning of each
course, it is the responsibility of the instructor to provide a statement clarifying
the application of academic integrity criteria to that course. A student
charged with academic dishonesty will be given oral or written notice of the
charge by the instructor. If students believe they have been falsely
accused, they should seek redress through informal discussions with the
instructor, department head, dean, or campus executive officer. If the
instructor believes that the infraction is sufficiently serious to warrant referral of
the case to Judicial Affairs, or if the instructor will award a final grade of F in the
course because of the infraction, the student and instructor will be afforded
formal due process.
24 AUG 99; last update: