Marketing 3010 – 070 Class Syllabus Page 1 Syllabus: Marketing 3010.070, Professional Selling Gary Orosy Summer 5W1 – June 4 – July 2, 2018 CHEC Room #219 Monday: 6:00 p.m. to 9:50 p.m. Professor: Mr. Gary Orosy, MBA Adjunct Professor, Department of Marketing & Logistics Office: CHEC Office #148, Hours of availability are from 5:00 p.m. – 5:45 p.m. with an appointment in advance, please. E-mail: [email protected]OBJECTIVES The overall goal of this course is to develop an understanding of how selling skills generate revenue for a business, organization or institution. This understanding should serve the student well in their pursuit of career goals and in helping achieve personal interests. The objectives for this course are: 1. To understand how the selling role is deployed to generate business, serve customers and grow/manage revenue over the long run 2. To help you build your skills in the areas of selling-related interrogation and persuasion. 3. To help you enhance your skills of self-presentation and impression management, more specifically including: researching, writing, observing, listening, questioning, presenting, feeding back, closing, and following up. 4. To have you prepare and execute a sales solution by visually, verbally, and nonverbally communicating your information using the selling skills discussed in class, demonstrated by guest salespeople, and by preparing a sales role play. 5. To help prepare you for your professional career by developing a best practices LinkedIn profile and a professional resume.
Transcript
Marketing 3010 – 070 Class Syllabus
Page 1
Syllabus: Marketing 3010.070, Professional Selling
Gary Orosy
Summer 5W1 – June 4 – July 2, 2018
CHEC Room #219
Monday: 6:00 p.m. to 9:50 p.m.
Professor: Mr. Gary Orosy, MBA Adjunct Professor, Department of Marketing & Logistics Office: CHEC Office #148, Hours of availability are from 5:00 p.m. – 5:45 p.m. with an
4. To have you prepare and execute a sales solution by visually, verbally, and nonverbally
communicating your information using the selling skills discussed in class, demonstrated
by guest salespeople, and by preparing a sales role play.
5. To help prepare you for your professional career by developing a best practices LinkedIn
profile and a professional resume.
POLICES
Course Information: You can find everything you need to work this course on the Blackboard
course site. It’s a good idea to look over everything you can during the first week of the course
since this Summer session is only five weeks in duration and there is a lot of material to cover.
That way, you can plan your time to take comprehension exams and prepare for the Personal
Role Play Sales Presentation exercise early in the course.
Textbooks:
Sager, Jeffrey, Bob Fabrize, Rick Morris (2015) Principles of Persuasion, 5th ed. Fort Worth,
Fountainhead Press.
Rackham, Neil (1988) SPIN Selling: Situation, Problem, Implication, Need-payoff, (hardback),
New York, McGraw-Hill. The book is a hardback. It should have a white paper cover. It is
available through Amazon.com or other retail book sources. ISBN: 0-07-051113-6. The SPIN
Selling Book is mandatory. Do not purchase the SPIN Field Book (paperback, red cover)
Exams.....will be given on dates shown on this syllabus. Inability to take an exam by the date of
a test closing must be justified via a University approved excuse.
Sales Call Role Plays… Your role play is during the final class meeting as indicated later in this
syllabus.
Grades...will be assigned per the syllabus.
Description: Classes involve a combination of lecture, discussion and in-class activities. You are expected to take an active role in class discussion by being ready and able to discuss current examples based on class assignments. Much of the material that you will be tested on will emanate from activities that occur in class. It follows that students should make every effort to attend if they intend to earn a superior grade. Exam questions will not all come directly from the text, but will include lecture material (designed to facilitate your understanding of basic marketing concepts not included in the text), class exercises, guest speakers, on-line videos, etc.
Exams All exams are online and are posted based upon the schedule shown later in this syllabus. All online exams are timed and will auto-submit at the end of the allowed time period. Students who keep up with the class readings, attend classes and put in a reasonable amount of time studying for each exam can expect to do well. During the exam it is permitted to go back and forth among the questions. If you encounter a question you do not know the answer for, move
Marketing 3010 – 070 Class Syllabus
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on through the exam and come back to it later. Students should expect a number of multiple choice questions that test for comprehension and a few short answer and essay questions that test for understanding. Any textbook, lecture notes, handout, assigned supplementary readings, issues raised during student- or professor- facilitated discussions, and video or guest speaker materials that are discussed or shown in class will be subject to testing. So, students should prepare accordingly. After graded, students have four calendar days (4) to request a review of test answers. After individual students have conducted their review, I will gladly sit down with them and entertain questions or arguments they may have about how they answered individual questions and why they think their answers might be correct.
The book will be used as an outline for class discussion. But little time will be spent repeating what you can and should read for yourselves in the text. Instead, in-class time will be spent reviewing general concepts, expanding on issues introduced in the assigned chapters, engaging in class discussions, watching the occasional video, or working on exercises that relate to key chapter issues. On exams, you will still be responsible for the chapter material even if we do not explicitly cover it in class. You should read assigned chapters before classes meet so that you will be prepared to participate in class discussion and ask useful questions. Make-up Exams and Exam Extensions: Exams must be taken during the scheduled available time. No make-ups will be given except in the case of extreme extenuating circumstances, which are accompanied by a University approved excuse. Similarly, extension to exam availability will only be made with an approved University excuse. It is your responsibility to keep track of exam and quiz closing dates. Since exams and quizzes are open for an adequate period of time, plan to take them early in the availability period. Leaving the exam until the last minute risks having life interfere (internet outages, computer problems, work or family demands, etc.) Three Commitments from your Professor -
o To make each session an interesting learning opportunity as well as a valuable learning experience. o To emphasize learning material that is on tests and that will contribute meaningfully to your future
professional and academic success. o To make this class as engaging and practically useful as possible while making the content delivered as
personal, relevant and current as possible.
COURSE SYLLABUS
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GRADING PLAN
A. Basis for earned grade:
Resume Creation 100 points
Sales Call Role Play 200 points
Exam 1 – Midterm 200 points
Exam 2 – Final 200 points
Five SPIN book Quizzes (20 each/on-line) 100 points
Participation Score 100 points
LinkedIn Project 100 Points
Total Points Available 1000 points
A = 90%+ 900 - 1000 points B = 80% - 89% 800 - 899 points
C = 70% - 79% 700 - 799 points D = 65% - 69% 600 - 699 points
You will be building skills in two areas in the selling course: writing and personal (face-to-face)
presentation. Your Sales Call Role Play, resume and LinkedIn profile support this goal. A portion of your
grade relates to communications skills the class addresses. The five SPIN quizzes support the goal of
learning sales fundamentals. Your final exam taps knowledge building in the areas of information
gathering, diagnosing situations, and providing solutions.
B. Methods of Assessing Your Performance:
1. Mid-Term and Final Exams (200 points each)
The exams are set in a multiple-choice format plus some essay questions. Material for the exam is
drawn from lecture and in class discussion material (a good amount of which you will generate
through your thoughts and topics), and from the text. The exams are intended to sample your retention
of the course material. Each of the two course exams are given online and details can be found later in
this syllabus. The mid-term exam is available for a period of eight days, spanning early morning on a
Sunday (9 a.m.) until 11:59 p.m. on the following Sunday. This allows students who work or have
otherwise busy schedules one full Sunday, the following week and an entire weekend to complete the
exam. The final must be taken during the last week of the course. No exams may be rescheduled
without a valid University excuse, issued by the Dean of Students office at UNT, Denton.
2. Resume Creation (100 points) Due no later than June 17, 2017 at 11:59 p.m.:
You will develop a resume. Your resume will help you present yourself as a professional that
company recruiters would want to hire. Resumes should be developed based upon 1) the
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discussion topics presented during the appropriate class meeting, 2) a review of the Instructor’s
“best practices” resume and 3) guidelines that follow later in this syllabus.
Resumes are turned in via Blackboard into the “Resume Project Turn In” point. They must be in
.doc or .docx format. The system will not allow me to read and grade submissions that are not in
one of these two formats. If you are using a Apple Mac or other product be sure to save the resume
in the proper format before submitting. If your resume is not uploaded properly and you need it
deleted, you will lose 10 points. (Do not turn your resume into the Career Services portal, this
portal is only used by students who take this course on Campus.)
3. Sales Call (200 Points):
You have two options for the Sales Call project. You can choose to role play either of the two
cases contained within the Sales Role Play Cases folder found in the course section within
Blackboard. One is the Konica-Minolta case and the other is the Fedex Office case.
Sales calls will measure each of the elements of making a professional selling call on a prospective
customer. The customers will be played by fellow students in the class, preferably those who are
not playing a selling role in the same case. This means that students are expected to read and know
each of the two cases very well. Students who are not prepared to act as “prospective customers”
are not supporting their fellow students who are endeavoring to do their best in the selling role.
Students who cannot carry their end of the customer role can be deducted up to 50 points on their
own sales call grade.
Each student will have eight (8) minutes to “sell” the customer team based upon information
provided in the case. Student sales people may also use information about the products and
services they are attempting to sell from outside resources such as by web search, calls to the
company customer service department, etc.
Students can earn up to 200 points toward their final grade based upon the following criteria:
Professional Attire and Demeanor: 25 points
Introduction: 25 points
Demonstrated use of each of the four
Spin Steps with each earning 25 points: 100 points
Close 25 points
Handling objections/questions 25 points
Total 200 points
Your instructor will be observing the sales role play and grading according to the criteria above.
At the end of the role play, he will provide immediate feedback along with the total number of
points earned and the number of points for each element noted above. These points will be entered
into Blackboard and will count toward your final points total for a course grade.
4. SPIN Quizzes (20 points each for a total of 100 points) Available from Monday, June 4 until Sunday
June 24th at 11:59 p.m.
COURSE SYLLABUS
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It’s a good idea to read the text chapters before you take the quizzes. The book is written for
professionals. Therefore, there is actual text and no definitions and highlighted concepts. You will want
to read each chapter very carefully, thinking as you read.
You will find five SPIN Selling quizzes in Blackboard. You can access the quizzes from the first day of
the course, June 4 until Sunday, June 24th at 11:59 p.m. No extensions are given for missed SPIN quizzes.
The quizzes build on each other. You take quiz two after you’ve taken quiz one. You take quiz three after
you have taken quiz two. You have one opportunity to take each quiz. Please be careful as you quiz.
Quizzes are timed to no more than 30 minutes, you may go back and forth but once time ends or you
submit, the quiz is placed into the system for grading.
5. Class Participation and Attendance (0 to 100 points, not guaranteed with class attendance alone)
Attendance is taken at the beginning of each class within the first ten minutes in which the class meets.
The learning experience is heavily dependent on class-based learning, particularly in this course which
uses class time to introduce the sales process and role-play each phase of it, beginning in the first class
meeting. Students who cannot attend the full extent of class time will be limited in their ability to perform
well in this course.
Class participation can earn a student 100 points toward their final term grade. Class attendance is only
one aspect of participation. Adding to the richness of the discussion will earn students participation points,
which means the more one participates, the more points will be earned. Participation consists of insights,
questions, participation in class role-play exercises and team work. Clearly a student must be recognizable
to earn participation points thus requiring each student to prominently and consistently display their name
card during each class.
6. LinkedIn Project (100 points) – Due June 17th.
Students will each create/update/build a current or new LinkedIn profile. LinkedIn profiles are the “go to”
background check that most if not all potential employers will check in the consideration process for an
open position within their company. In building your LinkedIn profile you should use: 1) the approach
discussed during the class session on this topic, 2) the LinkedIn Checklist and LinkedIn Training
presentation provided in the LinkedIn Materials folder within Blackboard and 3) the instructor’s “best
practices” profile that is covered in class for guidance on what to include and how to create content for
each profile section.
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7. Course Meeting Dates and Content Schedule
Day Lecture Topics Source Readings Quizzes/Assignments Quiz/Assign
Dates
June 4 The role of selling in B2B, B2C and using
Social Media
How to sell yourself, Begin building Resumes
Needs, interrogating, selling and you.
Basics of Selling and Marketing; How Buyers
Make Decisions
Principles of
Persuasion –
Chapter 1
Principles of
Persuasion –
Chapters 2/3
*Spin Quizzes 1 to 5
open, each quiz
corresponds to the
same chapter in the
book, so Quiz 1 is
about Chapter 1, etc.
June 4 at 12
p.m. until
June 25 at
11:59 p.m.
June 11 LinkedIn Profile Creation Training
Resume Builds/LinkedIn Profile Build
SPIN: Concepts and in-class exercises
Select Sales Call and Schedule Date for Role
Play Presentation
Principles of
Persuasion–
Chapter 4, 5
Chapters 1, 2;
SPIN questions
and prepare for
exercise
Resume Submission Resume and
LinkedIn
assignments
Due –
Submit into
Blackboard
by June 17
June 18 Communication systems in the interview; body
language; other details.
Spin Concepts and in-class exercises
Interviewing skills, socialization to the company.
Review examples of Sales Call Project
Principles of
Persuasion –
Chapter 8
SPIN: Concept –
Chapters 3 – 5
Mid-Term Exam Midterm
(online ninety
minutes,
taken outside
of class) June
17 at 9 a.m.
until Sunday
June 24 at
11:59 p.m.
June 25 B2B Selling methods – Advanced
Prospecting New Territories
Sales Role Play Exercises
Principles of
Persuasion –
Chapter 10/11
Sales Call Role Play
Exercises
July 2 Course Review
Sales Role Play Exercises
Sales Call Exercises
(Remaining portion
of Class)
Final Exam
(two hours
online)
Final exam
begins at
July 1 at 10
p.m. until
July 6 at
11:59 p.m.
Name Cards Name cards are provided at the beginning of the course. Please mark you name tag with your first name in large letters and beneath it print your last name clearly. You are expected to have your name card in place in front of you at the outset of each class. This allows your instructor to regard you by your first name when asking questions or calling upon your for class participation. Students who regularly display their name tag will be called upon by name and can expect to earn the full amount of class participation points.
COURSE SYLLABUS
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Use of Laptops and Tablets for Course Note Taking Laptops and tablets are allowed and even encouraged for course note taking. Use of these electronic support devices will be the responsibility of each student. As students will be treated as if they are in a business environment, the Professor will not be auditing use of these devices during class. Let it be said that if students are accessing content that is distractive to those around them, students will be asked ONCE to focus device content appropriately. Use of Cell Phones Use of cell phones in class is allowed on the basis that they are on mute or “airplane” mode. Students observed texting while class is in session will be asked to leave the classroom and their name will be removed from the class attendance record for that class. In our modern world, the use of cell phones is a matter of necessity for family emergencies, work urgencies, etc. When a student sees the need to attend to a text or message on their phone, they are asked to quietly leave the classroom to attend to it, just as if they were in a work environment. Communication with The Instructor You are invited to connect with me only via UNT email or during office hours at the CHEC, as provided on the first page of this syllabus. In doing so it is expected you will be inquiring about a point of clarification, a question about a test answer or specifics about an assignment (that is not already defined). It is not expected that you would be connecting to confirm that class meets on a certain day or time, to explain why you cannot attend class (only University Excuses are accepted for absences) or to have an explanation provided to you for anything that is in this syllabus. Students are expected to take notes about assignments as they are discussed in class and to familiarize themselves with the course content on Blackboard before contacting the instructor. When doing so, please put the course number and your name in the email subject line. An example would be, “Question about Exam, MKTG 3010-070, John Smith.” Please allow between 24 and 48 hours for a reply. I am also available before class in my CHEC office number 148, located in the Study Area on the first floor, please make an appointment to ensure we can meet on a particular day and time via email. Welcome, THANK YOU for taking this class. My hope is that you benefit long-term in terms of your professional success from this learning experience and enjoy yourself while doing it.
MKTG 3010 RESUME PROJECT
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Overview: This project is designed to assist you in creating a professional resume. You will use the functional
resume template format to create a new resume. An example of a functional resume can be found in the
resource library on Eagle Network.
Points you have one opportunity to submit your best effort resume:
*20 points will be deducted from your final grade for late submissions*
Important Notes:
1. You MUST use the resume template provided for this project (in the “Resource Library” on
EN)
2. You MUST submit a WORD document file via the Blackboard submission point
Access the Resource Library on Eagle Network: On the left side toolbar of your Eagle Network home page will be a link to “Resource Library”, click that
link and look for the folder labeled “MKTG 3010 Resume Project” to find helpful resources and the
functional resume template required for this project.
Follow these Guidelines for a Great Resume: 1. Do not put periods at the end of your bullet points
2. Your degree is a Bachelor of_________ , not a Bachelors of (No “s”, it’s not plural)
Spell out your degree, don’t simply say BBA
3. Microsoft Word, PowerPoint, and Excel are not impressive enough to list on your resume, employers will expect every applicant to know these, your goal is to stand out!
4. Keep your resume to one page in length
5. Use the soar method for your bullet points!
Statement of action: What did you do? (Action verb)
Occurrence of Action: How often? Daily? Weekly? Monthly? Yearly?
Amount of action: How much? 20? 50? Over 100?
Results of action: What happened because of it? Increased? Decreased? Saved? Taught? Ex: Managed a production crew vs Managed a production crew of over 20 people that increased
production 3 quarters in a row
6. Use the Month and Year when providing dates (and spell it out) (Don’t use seasons!)
6/13 – 12/14 (incorrect)
2013 – 2014 (incorrect)
June – December (incorrect)
June 2013 – December 2014 (CORRECT!)
7. Do NOT use personal pronouns such as “I” and “My” anywhere on your resume
8. Do not put a photo of yourself on your resume
9. Use fonts size 11-14, and use a professional style of font such as Times New Roman or Arial (Black font)
10. Do not say “references available upon request” or list references on the resume
11. Make sure your resume is visually appealing and well organized
Utilize Bold, Underline, Italics, ALL CAPS, etc. to structure and organize the resume
12. Use the correct tense (past tense for experiences in the past, present tense for those still in progress)
13. BE CONSISTENT! If you bold one heading you have to bold them all. Same with spacing
14. No objective statement, use a personal brand statement instead!
15. List items in reverse chronological order (most recent listed first)
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Requests for an Incomplete: Students may request a grade of incomplete ("I") only if he/she meets all of the following
conditions:
The request occurs within the available time period as set by the University
The student is passing the course;
There is a justifiable and documented reason beyond the control of the student (e.g., serious illness or military service) for not completing the course on schedule; and,
The student has the approval of the instructor and the department chair.
Students meeting these criteria must arrange with the instructor to finish the course at a later date by completing specific requirements outlined by the instructor. These requirements must be listed on a “Request for Grade of Incomplete” form signed by the instructor, student, and department chair. More information on UNT’s Incomplete Grade policy is available at http://registrar.unt.edu/grades/incompletes. Requests to drop the class: We want you to succeed in this class and at UNT. If you are concerned about your progress in the course, or believe you need to drop for other reasons, it is important that you contact the instructor as soon as possible. We want to make sure that dropping the course is your best or only option. There are consequences to dropping classes that extend beyond losing your invested time, money, and effort. Dropping one or more classes may make you ineligible for financial aid. There are also limits on the number of courses you can drop. You can learn more about this at http://registrar.unt.edu/registration/dropping-class. If you absolutely have to drop the course, you must pick up a drop form from the Eagle Student Services Center and take it to the instructor for her/his signature. Once the instructor signs the form, you are responsible for taking it to the Registrar’s Office in the Eagle Student Services Center to have it processed. Please be aware that when you choose to drop can affect your grade, so be aware of key drop dates.
