| Date | Readings | What's Happening In Class |
| Jan. 12 | -- | Introduction. Who am I? Who are You? |
| Jan. 14 | Ch 1 & 2 | What is sales? What is sales NOT? |
| Jan. 19 | -- | No Class |
| Jan. 21 | Ch 3 | How sales/advertising relates to marketing |
| Jan. 26 | Ch 15 | Sales Ethics |
| Jan. 28 | Ch 4-6 | Knowing Yourself |
| Feb. 2 | Ch 7 | Asking
the right questions Listening to the answers |
| Feb. 4 | Ch 9 | Prospecting and Identifying Problems |
| Feb. 9 | Ch 8 | Influence and Creating Value |
| Feb. 11 | --- | Exam 1--Multiple Choice |
| Feb. 16 | --- | Exam 1--Essay Exam Receive Case Study 1 |
| Feb. 18 | Ch 16 | Discuss Case Study 1 Assignment Media Research |
| Feb. 23 | -- | Media Research cont. |
| Feb. 25 | Ch 20 | Radio as an Ad Outlet |
| Mar. 2 | Ch 19 | Television as an Ad Outlet |
| Mar. 4 | Ch 21 | Cable TV as an Ad Outlet |
| Mar. 9 | Ch 10 | Generating Proposals |
| Mar. 11 | -- | Case Study 1 Due |
| Mar. 16 | -- | Spring Break |
| Mar. 18 | -- | Spring Break |
| Mar. 23 | Ch. 24 | Web and Interactive Advertising |
| Mar. 25 | Ch 11 | Presenting Proposals |
| Mar. 30 | -- | Exam 2--Multiple Choice |
| Apr. 1 | -- | Exam 2--Essay Receive Case Study 2 |
| Apr. 6 | -- | Discuss Case
Study 2 Assignment |
| Apr. 8 | Ch 13 | Servicing the client after the sale |
| Apr. 13 | -- | Case Study II Presentations |
| Apr. 15 | -- | Case Study II Presentations |
| Apr. 20 | Ch 27 | Receive Final Project
Information |
| Apr. 22 | Ch 28 | Time Management |
| Apr. 27 | -- | Work on Final Projects & Presentations |
| Apr. 29 | -- | Work on Final Projects & Presentations |
| Wednesday May 6 | -- | Projects Due--Presentations Given RTV 245, 8-10am |
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