VINCENNES UNIVERSITY JASPER

SPRING SEMESTER, 2016

COURSE OUTLINE AND SYLLABUS

PRINCIPLES OF SALESMANSHIP

MGMT 255

3 credit hours

Wednesday

6:30 P.M. – 9:15 P.M.

Instructor: Christopher Neu

Phone: (812) 482-8575

Email:

Principles of Salesmanship

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COURSE TEXT AND MATERIALS

Selling Today, Creating Customer Value , Manning and Reece, Pearson/Prentice Hall, 13th edition

Business publications as necessary

OVERVIEW OF THE COURSE

This course is a study of the basic principles of selling and will provide the student with practice in the art of selling. Emphasis is placed on the techniques of approach, greeting, presentation, overcoming objections, closing the sale, following up after the sale, and developing and maintaining sources of prospects.

COURSE OBJECTIVES

After you have completed this course:

1.You should understand the career opportunities available in selling and related fields.

2.You should understand and appreciate the importance of developing a relationship strategy.

3.You should appreciate the need to develop a product strategy.

4.You should know the basic theories that relate to human motivation, and how they relate to the development of a customer strategy.

5.You should understand and be able to apply presentation strategies.

6.You should understand the major customer service strategies.

7.You should understand the basic strategies that relate to management of self and others.

Part I – Personal Selling Philosophy

  1. Personal Selling
  2. Career Opportunities

Part II – Relationship Strategy

  1. Relationship Building
  2. Ethics

Part III – Product Strategy

  1. Product Information
  2. Selling Strategies

Part IV – Customer Strategies

  1. Buyer Behavior
  2. Prospect Base

Part V – Presentation Strategy

  1. Approaching the Customer
  2. Sales Presentation
  3. Sales Demonstration
  4. Buyer Resistance
  5. Closing the Sale
  6. Servicing the Sale

Part VI- Management

  1. Self Management, Productivity
  2. Communications

C.Sales Force

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METHODOLOGIES

1.Attendance is expected and required for all sessions as outlined in the University catalog.

  1. Assigned readings are to be completed prior to class to aid in student participation in class.
  1. Oral presentations on case studies and applications.
  1. Written report analyzing a sales observation – revisions are likely until an acceptable college level analysis is completed properly. Failure to do so will result in an Incomplete grade for this class.
  1. Courtesy toward other students in the classroom is expected and required. Disruptions and disrespect in the classroom will be reflected in the offending student’s course grade.
  1. Each student will complete two simulated sales presentations before the instructor and the class as the mock customers.
  1. Sales professionals, guest speakers.

ASSESSMENTS/EVALUATIONS

Grading scale is in accordance with the University Catalog as follows:

92+=A

90-91=A-

88-89=B+

82-87=B

80-81=B-

78-79=C+

70-77=C

60-69=D

59 =F

or less

Exams can be made up only with prior approval of the instructor.

COURSE PROCEDURES:

Lectures will be delivered concerning the assigned chapters. The student is expected to devote every effort to completing the assigned readings, exercises, and problems PRIOR to the class meetings. Class discussion and exchange of ideas is greatly encouraged in this course.

SCHEDULE/OUTLINE OF MATERIAL TO BE COVERED

  1. Test 1 Chapters 1 – 6
  2. Test 2 Chapters 7 – 11
  3. Test 3 Chapters 8 – 17
  4. Sales Presentation I, Sales Observation Paper – both completed within first 10 weeks of class.
  5. Sales Presentation II –sometime after the mid-term break.

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ATTENDANCE POLICY:

1. Attendance is expected at all class meetings.

2. Missing class for any reason is an absence.

3. The University Attendance Policy will be enforced.

4. A student who misses more thanone class will be dropped from class, as per the University’s attendance policy.

5. Credit for class participation cannot be earned if the student is absent.

6. When absence occurs, the student is expected to get assignments to the instructor before the next class.

(SEE COURSE REQUIREMENTS)

7. When absences result from an approved and required University activity, they will not be counted against a student, and the work missed may be made up.

Philosophy of Attendance. The VincennesUniversity policy is premised upon the notion that students will attend all sessions of the classes in which they are enrolled. This policy supports VincennesUniversity's philosophy that students benefit most from the people and facilities provided by the citizens of Indiana through proper and adequate class attendance. Consequently, missing class for any reason will be regarded as an absence. When absences result from an approved and required University activity, they will not be counted against a student, and the work missed may be made up.

VincennesUniversity believes that students who participate in University-sponsored activities and faculty developed field trips must develop habits of attendance consistent with such participation, or voluntarily refrain from such participation. For whatever reason an absence occurs, the student is responsible for the work missed.

Make up Work and late work

With good cause and adequate notice, an early exam maybe given. Only official excuses will be accepted for a make up exam which will be completed at the convenience of the instructor within one week of absence. An unexcused absence on the day of an exam will result in a 20% penalty on the test score. Any uncoordinated, unexcused missed exam will result in a score of 0 for that exam.

Electronic Devices

Computing resources may not be used for illegal or disruptive purposes. Examples include:

a. Unauthorized copying or use of copyrighted material.

b. Destruction of or damage to hardware, software or data belonging to VincennesUniversity

or other users.

c. Disruption or unauthorized monitoring of electronic communications.

d. Harassment of other users.

e. The accidental or intentional introduction of a destructive program, such as a "virus," can

have serious consequences. Users should be aware of the threat of viruses on networks

and in public labs and use adequate protection against spreading them to their own machines.

Both freeware and commercial anti-viral programs are available from various

sources. Any attempt to compromise the university computer security systems will not

be tolerated.

Computing resources shall be used in accordance with the high ethical standards of the university

community. Examples of unethical use which also may involve illegality include:

a. Violations of computer system security.

b. Unauthorized use of computer accounts, files, and data which do not belong to the user.

c. Unauthorized use of access codes assigned to others.

d. Intentional use of computer telecommunication facilities in ways that impede the computing

activities of others.

e. Academic dishonesty (plagiarism, cheating). In cases of cheating and plagiarism, the result will be the grade of an “F” for the portion of assignment or test where the incident occurred. All episodes of plagiarism or cheating will be reported to the Director of Student Services, which could lead to further disciplinary action against the student.

f. Violation of software license agreements.

g. Violation of network usage.

h. Violation of another user's privacy.

Academic Dishonesty

Academic dishonesty includes plagiarism, cheating, submitting another person's material as one's own, or doing work for which another person will receive academic credit. The benchmarks of any great college are directly related to standards of academic endeavor on the part of both teacher and student. It is in this relationship that truth and honesty are recognized as fundamental to a university community. The University expects students to adhere to these principles and in so doing to foster the ideals for which the University was founded. Put simply, this means that the student will do his/her own academic work.

For violations under this section, the professor will notify the department chairperson and the division dean in writing of the circumstances if any punitive action is taken. The student shall have the right of appeal of the professor's decision per the Student Grievance Policy. The alternatives for action by the professor may include, but not be limited to, failing grade of the assignment, or the course, or the withdrawal from the course. The student will also be referred to the Dean of Students, who will determine appropriate disciplinary action in keeping with procedures used in the handling of other types of student conduct situations.

Disabilities Statement:

“VincennesUniversity complies with the requirements set forth by the Americans with Disabilities Act (ADA) and Section 504 of the Rehabilitation Act to assure the rights of individuals with disabilities to fair non-discriminatory treatment. Students with psychological, physical, sensory, communicative and/or learning disabilities should contact the Office of Disability Services as soon as possible after admission to VU. The student will be required to provide copies of medical or psychometric evaluations that document the presence of a disability on the student’s level of functioning in order to determine the type of accommodations which will be needed. It is the student’s responsibility to notify the instructor immediately once (s)he has been approved for academic accommodations because of a disability, have emergency medical information, or if (s)he needs special arrangements in case the building must be evacuated.” (This statement was developed and approved by the University Office of Disability Services. The office is located at the south entrance to Vigo Hall. The phone number is 812-888-4501.)Jasper Campus students may contact the director of students services at 812-481-5905.

Standard of student behavior

The University Standard of Student Behavior can be found in the current University Catalog and applies to all students enrolled in this course. Students need to be aware that violations of the University Standard of Student Behavior may result in some form of disciplinary action.

This schedule may be revised if necessary.

Assignments/Problems to be announced at the end of each class.

NOTE: THIS SYLLABUS AND THE COURSE OUTLINE ARE SUBJECT TO CHANGE. THE STUDENT IS RESPONSIBLE FOR ALL CHANGES ANNOUNCED IN CLASS.

If you need course adaptations or accommodations because of a disability or if you have emergency medical information to share with me, please see me as soon as possible.

MGMT 255
Principles of Salesmanship / Wednesdays, 6:30 p.m. – 9:15 p.m.

Schedule

Schedule. The schedule that follows is tentative in every way. We will adhere as closely as possible to this timeline.

Week / 1 / Class Introductions
Chapter 1
2 / Chapter 2
Chapter 3
3 / Chapter 3
Chapter 4
4 / Chapter 4
Chapter 5
5 / Chapter 5
Chapter 6
6 / Mid-Term Exam I
7 / Chapter 7
Chapter 8
8 / Chapter 8
Chapter 9
9 / Spring Break – No Classes
10 / Chapter 10
Chapter 11
11 / Chapter 11
Chapter 12
12 / Mid-Term Exam II
13 / Chapter 13
Chapter 14
14 / Chapter 14
Chapter 15
15 / Chapter 15
Chapter 16
16 / Chapter 17
17 / Final Exam