Syllabus Template

---------------------------------------------------------------最新资料推荐------------------------------------------------------Syllabus TemplateSyllabus for Personal Selling MAR 3322-003 Fall, 2006 Instructor: Michael Richarme, Ph.D. Email Address (preferred contact method): Richarme@ Class Web-Site URL: es: The student will be able to: - improve the understanding of personal selling as a major function within the marketing and promotional mix of an organization - through class exercises, develop a reinforced understanding of buyer behaviors - strengthen the knowledge of the principles of selling - through class exercises, enhance skills to manage the buyer-seller relationship process - strengthen the knowledge of sales force management concepts Requirements: Prerequisite MARK 3321 or consent of undergraduate marketing advisor. Simultaneous enrollment in MARK 3321 is not recommended. Required Textbook: Johnston, Mark W. and Greg W. Marshall (2005), Relationship Selling and Sales Management, New York, NY: McGraw-Hill Irwin. Required Readings (available electronically at the UTA Library): 1. Marshall, Greg W., Daniel J. Goebel, and William C. Moncrief (2003), Hiring for Success at the Buyer-Seller Interface, Journal of Business Research, 56 (4), 247-255. 2. Weeks, William A., Terry W. Loe,1 / 15Lawrence B. Chonko, and Kirk Wakerfield (2004), The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence, Journal of Personal Selling Sales Management, 24 (3), 199-214. 3. Nunes, Paul F., Brian A. Johnson, and Timothy S. Breene (2004), Selling to the Moneyed Masses, Harvard Business Review, 82 (7/8), 94-104. 4. Waaser, Ernest, Marshall Dahneke, Michael Pekkarinen, and Michael Weissel (2004), How You Slice It: Smarter Segmentation for Your Sales Force, Harvard Business Review, 82 (3), 105-111. Course format: The class will utilize a variety of pedagogical techniques to foster a positive learning environment. To maximize learning, students MUST read the assigned material prior to class discussions. The ability to learn the class material and grades will significantly depend on your understanding of the assigned readings. Class lectures will utilize a combination of lecture method and Socratic method of questioning to foster discussions. Reviewing the questions at the end of each chapter will be good preparation. You will also be asked to present information from the chapters to the class in order to give you experience in talking in front of large groups. You will be participating in role playing exercises, sales presentations, and team exercises. Professionalism and---------------------------------------------------------------最新资料推荐------------------------------------------------------ active class participation is expected and rewarded. To earn class participation points, you are expected to be in class during the entire class period. Course Components Exams (Mid-term and Final): There will be two exams during the semester (mid-term and final). The format will be multiple choice and short answers. They will cover text material, assigned readings, student presentations, and class discussions. If you have any questions on your reading, it is your responsibility to ask about them in class. At least 2 weeks advance notice is required to make other arrangements in case of dire circumstances. Upon instructor prior approval, students may take the mid-term make-up exam at the end of the semester, per the syllabus schedule below. Failure to take the mid-term exam at the scheduled time or make-up time, or failure to take the final exam at the University- designated time and location will result in no points for the respective course components. Topic Updates: It is very important to be aware of the state of the market in professional selling. You are required to read and prepare brief topic updates from the popular press (American Salesman, Sales and Marketing Management, Selling Power, BusinessWeek, etc.). To3 / 15accomplish this task, you need to prepare three topic updates during the semester. You will be rewarded based on your ability to be thorough and succinct. Topic updates must be typed. Email copies are not accepted. No late assignments are accepted. There is a one-page, double space limitation for each topic update. Topic updates are due at the beginning of the class. Also, be prepared to share your findings with the class (1 minute presentation from your seat). Topic update presentations will contribute to your class participation grade. Your topic update must contain the following elements: - A one paragraph summary of the article (1/2 point) - A description of why the article is relevant to sales people (1/2 point) - An explanation of how the article ties to ideas learned from your textbook and/or required readings (1/2 point) - A full citation of the article (1/2 point) Term Paper: You must select one article from the required reading list. From that article, select a concept of your interest. This concept will be the subject of your term paper. There is a six page, double spaced limitation for the written portion of this assignment. For this paper, you need to do the following: - Find a minimum of four additional articles that discuss the concept you selected. Prepare an introduction that summarizes, compares,---------------------------------------------------------------最新资料推荐------------------------------------------------------ and contrasts the articles you found. At least two of the four articles need to be from academic publications such as the Journal of Personal Selling Sales Management and the Journal of Business Research. - Write a discussion section that explains how the concepts you learned may apply to selling situations and settings. - Discuss your findings with a salesperson with no less than five years of selling experience and prepare a summary of this conversation. Report the findings of this interview. The salesperson cannot be a member of your family or another student in this class. You need to provide contact information of the interviewee. - You may complete the term paper in groups of 3 to 5 members if you so desire. Each student must indicate which sections of the project he/she completed. Peer-ratings and individual-evaluations will be considered for assigning student grades on the term paper. Class Assignments: There are five worksheets, which are attached to this syllabus. You will complete the assignment and submit it at the beginning of the class on the day they are due. All assignments should be typed and should have a professional appearance. Each assignment is worth 1 point. Email copies are not accepted. No late5 / 15assignments are accepted. These are individual assignments. Pop-Quizzes: During the course of the semester you will be given 5 quizzes covering the chapter material. Generally, the quizzes will cover the material for that class day. The quizzes will be given at the beginning of the class, during the class, or at the end of the class. Each quiz will have 1 or 2 questions and each quiz is worth 5 points. Your grade will be based on the four highest quiz scores out of five quizzes. There will be no make-up quizzes. Sales Presentation: This is a PowerPoint presentation to the class. You may present an existing or a made-up product or service of your choice. Groups should have 3 to 5 members. Please rely upon elements you learned in Chapters 5, 6, 7, and 8 when preparing your presentation. As a salesperson, you must be able to develop your own presentation style, but certain elements are necessary (e.g., FAB, SPIN, trial close). Only you know what will work for you when under pressure. Canned or read packages are usually ineffective. Time limit is no less than 8, but no more than 10 minutes in front of the class. Your buyer is very busy. In addition to the presentation in front of the class, you will submit a bound copy of the sales presentation slides. Scores will be based on effectiveness of your sales presentation and---------------------------------------------------------------最新资料推荐------------------------------------------------------ your submittal. Also, sales presentation grades will be based on self-assessment and peer-assessment contributions to the project. Class Participation: Meaningful and salient contributions to the discussion at hand. These points are awarded at the discretion of the instructor. Role Play: EXTRA CREDIT ASSIGNMENT: Students may sign up for one 10-minute role play assignment. This is worth an additional 3 points. There are seven opportunities shown on the class schedule. Role plays are designed to reinforce ideas from chapters 7, 8, 10, 11, 12, 13, and 14. Grading Policy: Your course grade is determined objectively from a combination of written assignments, pop-quizzes, exams, and class participation. Class participation and overall respect for the course are the best options for enhancing your grade. Each grade element is as follows: Mid-term exam 15Topic Updates, 3@2 points each 6Term Paper 15Class Assignments, 5@1 point each 5Pop Quizzes, best 4@5 points each 20Final Exam 15Sales Presentation 15Class Participation 9 Role play (extra credit 3 points) TOTAL 100 Each of these elements is described in detail in this syllabus. If the requirements for this class are unclear, it is your responsibility to remedy the situation through an appointment7 / 15with the instructor. Class time will be devoted to discussions of the critical topics. You are strongly encouraged to monitor your grades regularly to make sure that the scores for your assignments are posted correctly. DO NOT WAIT UNTIL THE END OF THE SEMESTER TO MAKE CORRECTIONS. Tracking your scores should also help you to adjust your effort, if you are expecting a particular grade from this course. Grades will not be curved. Percent of Points Grade 90-100 A 80-89 B 70-79 C 60-69 D Below 60 F Professionalism and Attendance: A climate of cooperation should permeate this course. However, for cooperation to be effective there has to be an atmosphere of mutual respect. Professionalism is reflected in appropriate class behaviors, work ethics, and adequate completion of the course assignments. Professionalism will go a long way in establishing respect, from fellow students and the instructor. Due to the interactive nature of this class, attendance for the entire class period is crucial to success. Material missed due to class absence is your responsibility. Due dates on assignments are printed in the syllabus. There will be no make-ups on missed class work. If you are not in class, you cannot earn points. Letting me know that you will not be able to attend class does not exempt you from exams, quizzes, or---------------------------------------------------------------最新资料推荐------------------------------------------------------ turning in written assignments. You are expected to offer salient comments during class and be prepared to answer questions. If you are absent due to illness or documented extenuating circumstances, you are required to submit a summary (2 pages double spaced) covering the main points in the chapter missed or provide answers to the questions from the chapter (check with the instructor). You need to make such arrangements prior to the next class period. Class Schedule Date Topic Chapters Activity Due 8-29 Syllabus discussion Course introduction Chapter 1 Carefully read syllabus 8-31 Definition of Marketing and Relationship Selling Introduction to Relationship Selling Chapter 1 Sellers Profile WS dueRead Case #1 9-05 The selling career Chapter 2 Topic Update #1 due 9-07 The selling career Chapter 2 Required reading #1 Read ethical dilemma, p. 67 9-12 Value creation (Sept. 13 is Census date)Chapter 3 9-14 Customer lifetime value GUEST SPEAKER Dr. Scott Hanson Chapter 3 Read Case #3 9-19 Ethical dilemmas Chapter 4 Read Case #4 9-21 Ethical dilemmas Chapter 4 Required reading #2 Topic Update #2 due 9-26 Prospecting and pre-approach Chapter 5 Buyer Information WSdue Required reading #3 9-28 Prospecting and pre-approach Chapter 5 Required9 / 15reading #4 Read Case #5 Submit Sales Presentation topic and Group members Sign up for Presentation date 10-03 Verbal and non-verbal communications Sales presentations (1+) Chapter 6 Read Case #6 FAB WS due 10-05 Wrap up before Midterm Chapters 1-6 10-10 MIDTERM EXAM 10-12 Sales presentations (4) Provide feedback to fellow students 10-17 Sales presentations (4) Provide feedback to fellow students 10-19 Sales presentations (4) Provide feedback to fellow students SPIN WS due Sign up for Role Play extra credit 10-24 Negotiating win-win solutions GUEST SPEAKER Dr. Tim Gohmann Chapter 7 Read Case #7 10-26 NO CLASS PROJECT WORK 10-31 Closing and follow-up Chapter 8 Objections WS due 11-02 Closing and follow-up Role play p. 210 (Nov. 3 LAST DAY TO DROP WITH AUTOMATIC W) Chapter 8 11-07 Time and Territory Management Role play p. 223 Chapter 9 Read Ethical dilemma, p. 235 11-09 Time and Territory Management Chapter 9 Read ethical dilemma, p. 266 11-14 Stress Chapter 10 Topic update #3 due 11-16 Motivation Job performance Role play p. 290 Chapter 10 Read mini-case p. 293 11-21 Recruiting Selection Training Role play p. 317 Role play p. 347 Chapter 11 Chapter 12 11-23 THANKSGIVING BREAK 11-28 Compensation and incentives Role play p. 380 Chapter 13 Term Paper due 11-30 Sales performance---------------------------------------------------------------最新资料推荐------------------------------------------------------ evaluation Role play p. 409 Chapter 14 Read ethical dilemma p. 411 12-05 Optional class for final exam reviewDead week for final exam review MID TERM MAKE-UP Chapters 7-14 12-07 No Class Dead week for final exam review 12-12 FINAL EXAM TIME AND PLACE TBD University of Texas at Arlington General Policies Drop Policy: Effective Fall 2006, adds and drops may be made through late registration either on the Web at MyMav or in person in the academic department offering the course. Drops may continue in person until a point in time two-thirds of the way through the semester, session, or term. Students are responsible for adhering to the following regulations concerning adds and drops. a. A student may not add a course after the end of the late registration period. b. No grade is posted if a student drops a course before 5:00 p.m. CST on the Census Date of that semester/term. c. A student entering the University for the first time in Fall 2006, or thereafter, may accrue no more than a total of 15 semester credit-hours of coursework with a grade of W during his or her enrollment at the University. d. A student may drop a course with a grade of W until the two-thirds point of the semester, session, or course offering period. A student may drop a course after that11 / 15point only upon approval of the appropriate official. e. Exceptions to this policy may be entertained because of extraordinary non-academic circumstances. Under such circumstances, approval must be received from the instructor, department chair, dean, and the Office of the Provost. Americans With Disabilities Act: The University of Texas at Arlington is on record as being committed to both the spiritand letter of federal equal opportunity legislation; reference Public Law 92-112 - The Rehabilitation Act of 1973 as amended. With the passage of federal legislation entitled Americans with Disabilities Act (ADA), pursuant to section 504 of the Rehabilitation Act, there is renewed focus on providing this population with the same opportunities enjoyed by all citizens.As a faculty member, I am required by law to provide reasonable accommodations to students with disabilities, so as not to discriminate on the basis of that disability. Student responsibility primarily rests with informing faculty of their need for accommodation and in providing authorized documentation through designated administrative channels. Information regarding specific diagnostic criteria and policies for obtaining academic accommodations can be found at pletely unacceptable mode of conduct and will not be tolerated---------------------------------------------------------------最新资料推荐------------------------------------------------------in any form. All persons involved in academic dishonesty will be disciplined in accordance with University regulations and procedures. Discipline may include suspension or expulsion from the University. Scholastic dishonesty includes but is not limited to cheating, plagiarism, collusion, the submission for credit of any work or materials that are attributable in whole or in part to another person, taking an examination for another person, any act designed to give unfair advantage to a student or the attempt to commit such acts. (Regents Rules and Regulations, Series 50101, Section 2.2) Student Support Services Available: The University of Texas at Arlington supports a variety of student success programs to help you connect with the University and achieve academic success. These programs include learning assistance, developmental education, advising and mentoring, admission and transition, and federally funded programs. Students requiring assistance academically, personally, or socially should contact the Office of Student Success Programs at 817-272-6107 for more information and appropriate referrals. Final Review Week: A period of five class days prior to the first day of final examinations in the long sessions shall be designated as Final13 / 15Review Week. The purpose of this week is to allow students sufficient time to prepare for final examinations. During this week, there shall be no scheduled activities such as required field trips or performances; and no instructor shall assign any themes, research problems or exercises of similar scope that have a completion date during or following this week unless specified in the class syllabi. During Final Review Week, an instructor shall not give any examinations constituting 10% or more of the final grade, except makeup tests and laboratory examinations. In addition, no instructor shall give any portion of the final examination during Final Review Week. Classes are held as scheduled during this week and lectures and presentations may be given. E-Culture Policy: The University of Texas at Arlington has adopted the University email address as an official means of communication with students. Through the use of email, UT-Arlington is able to provide students with relevant and timely information, designed to facilitate student success. In particular, important information concerning registration, financial aid, payment of bills, and graduation may be sent to students through email. All students are assigned an email account and information about activating and using it is available at---------------------------------------------------------------最新资料推荐------------------------------------------------------ /email. New students (first semester at UTA) are able to activate their email account 24 hours after registering for courses. There is no additional charge to students for using this account, and it remains active as long as a student is enrolled at UT-Arlington. Students are responsible for checking their email regularly. Grade Grievance Policy: Refer to the University of Texas at Arlington Undergraduate Catalog.15 / 15。