Introduction to Class What will this class be like? Practical to life- application to personal life/...
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![Page 1: Introduction to Class What will this class be like? Practical to life- application to personal life/ professional life Fun- role playing/corporate sales.](https://reader036.fdocuments.us/reader036/viewer/2022083009/5697c00a1a28abf838cc7bd8/html5/thumbnails/1.jpg)
Introduction to ClassIntroduction to Class
What will this class be like?What will this class be like?
Practical to life- application to personal life/ professional life
Fun- role playing/corporate sales presentations
Interactive- groups that discuss current topics
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GradingGrading
7 different ways to get a grade?Why? Two benefitsAll of your eggs are not in one basket.Mimics the real world. In the real world, it is not usually one thing you do that
makes you a good employee, but many things. Get used to this self-discipline in many different areas.
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SyllabusSyllabus
Go through completelyNote: Library readings
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BookBook
Selling: Building Partnerships
Weitz, Castleberry & Tanner – 9th edition – NEW – spring, 2014
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TestsTests
Multiple choice – 50 questions
½ Book½ Lecture & Examples
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Sales Presentations Sales Presentations Two TypesTwo Types
Role play – 20 minutes When? – right after before mid-term exam What? - 20 minute interaction – 3 partners Winners chosen by class & advance to National
Collegiate Sales Competition – each spring Chose own partners - same whole semester Why? Mimics corporate reality Preparation? – watch past winners/see syllabus
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Sales Presentations Sales Presentations Two TypesTwo Types
Corporate Formal- 20 minutes When?- toward the end of the semester, so you
will have learned how to do it What? written & oral corporate presentation Why? so much time out of the semester - because
you learn by doing, watching, and grading Preparation? One written & oral presentation
will be shown in class for demonstration purposes.Examples also available on-line & webpage
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Special ConsiderationsSpecial ConsiderationsDyslexiaDyslexia
Texas Rehabilitation Center is a resourceTuition, tapes, tests
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Relevant ExperienceRelevant Experience
Health care administrator – Hospital Corporation of America
Seminars – own company – West Training & Seminars
President of museum – Museum of Arts & Sciences, Macon, Ga.
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Professor BackgroundProfessor Background Awards/Honors – Partial List
SIFE (International Champion – 2000 and 2011)
1st in nation – Sales – 2004, 2008, 2009, 2010, 2011
“Best Professor” (1994) McCoyCollege of Business National Freedom Foundation
Award for Excellence in Free Enterprise Education (1999)
“Presidential Award for Excellence in Teaching” (1999)
Alumni Teaching Award (2005)
Articles – Partial list
Product cross-selling and health care marketing
Fortune 500 cover story
Past/Current Experience Administrator of Coliseum
Associates – H.C.A. Speaker/consultant to UT, IBM,
TWACCC, EWTG
Volunteer Experience President of the Board of Directors
(Regional museum in Georgia) “Women in Business Advocate of
the Year” (1992)
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Four major parts of TextFour major parts of Text
Part 1 – Knowledge & Skills Requirements
Chapters 1-5
Part 2 – The partnership process Chapters 6-14
Part 3 – The Salesperson as Manager Chapters 15-17