T343 Tentative Schedule, Fall Semester 2011
Date Readings What's Happening In Class
Monday Aug. 29 -- Introduction. Who am I? Who are You?
Wednesday Aug 31 Ch 1 & 2 What is sales?
What is sales NOT?
Monday Sept. 5 -- Labor Day (No Class Meeting)
Wednesday Sept. 7 Ch 15 How sales/advertising relates to marketing
Monday Sept. 12 Ch 3 Sales Ethics
Wednesday Sept. 14 Ch 4

The AESKOPP System--Weird Name, Good Approach
Monday Sept. 19

Ch 5-6

Knowing Yourself
Wednesday Sept. 21 Ch 9 Prospecting
Receive Case Study 1
Monday Sept. 26 -- Investigating Business Sectors & Product Categories
Wednesday Sept. 28 Ch 7

The importance of asking the right questions
AND Listening to the answers

Case Study 1 Due to Oncourse Assignments 2
Monday Oct. 3 Ch 8

Influence and Creating Value
Wednesday Oct. 5 -- Exam 1
Monday Oct. 10 Ch 16

Media Research
Wednesday Oct. 12 Ch 16 Media Research cont.
Monday Oct. 17 -- Trade Organizations as Source of Knowledge
Wednesday Oct. 19 Ch 10 Proposals, Leave Behinds, Sales Collateral
Receive Case Study 2
Monday Oct. 24 Ch 17

Return & Discuss Exams

Advertising Continuity
Sales Promotions
Wednesday Oct. 26

Ch 11

Planning Sales Presentations

Case Study 2 Due to Oncourse Assignments 2

Receive and Discuss Case Study 3
Monday Oct. 31 Ch 11

Presentations cont.
Wednesday Nov. 2 --

Exam 2
Monday Nov. 7 --

Class Meets to Work on Case Study 3
Wednesday Nov. 9 --

Guest Speaker (Don't Miss it!)
Monday Nov. 14 -- Case Study 3 Presentations
Wednesday Nov. 16 --

Case Study 3 Presentations
Monday Nov. 21 Ch 12


No Class Meeting
Online Lecture on Negotiating Strategies (Required Content)

Receive Case Study 4 Details

Wednesday Nov. 23 -- No Class Meeting
Thanksgiving Break
Monday Nov. 28 Ch 12

Return and Discuss Exams

Closing Techniques
Wednesday Nov. 30 Ch 12 Closing cont.
Monday Dec. 5 --

Course Evaluations

Work on Case Study 4
Wednesday Dec. 7 --

Work on Case Study 4
Dec. 14 -- Case Study 4 Discussions 8am-12:15pm
     
 

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