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Date: June 20, 2012Course Design TemplateMKT131: Personal SellingStudent Learning Outcomes, Enabling Objectives, Big Ideas, and Essential Questions: Create and deliver an effective sales presentation. Demonstrate the steps of the selling process. Distinguish a competitive advantage using market information. Critique a sales presentation. Select appropriate technology to function as selling tools. Review the evolution of sales and the development of the current selling process. Explain the features, advantages, and benefits of a product or service as part of a sales presentation. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships. Distinguish between internal and external stakeholders. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Explain the sales model as it relates to stakeholders on a global scale. Model professional and ethical behaviors in business situations. Investigate sales careers and working environments. Examine the legal and administrative aspects of sales. Prepare sales agreements and purchase orders.Explore the value of networking and customer relationship management.Construct an ongoing reference bank of business professionals.Interact with a business professional in sales marketing. Big IdeasUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?The Learning PlanAssignment Link: Students will be required to use the assignment link in Blackboard for submitting all major assignments. Instructions for using the Assignment Link for students are located in the Blackboard course. Instructors will find links to tutorials on Blackboard features they will use in the class in their Instructor Resources folder in Blackboard.Instructional Strategies: The following strategies may be used each week during the course.Lecture/Discussion: Direct instructional strategy, lecture. Learning cycle: Introduction and motivation. Lecture should focus on the big ideas, essential questions, SLOs and EOs for the week. This should grab the students' attention and get them interested and motivated to learn.Big Ideas & Essential Questions of the Week Discussion: Required activity. Learning cycle: Introduction. Indirect and direct instructional strategies, discussion. Use pair and share, small group or whole class discussion. Ask students to not look up the answers, this is about what they currently know. This is an activity to introduce them to the Big Ideas and Essential Questions for the course. Let students know that these are the essence of this course and they will be investigating them throughout the course. At the end of the course, they should be asked these same questions again and allowed to compare their answers. Weekly Reflective Learning Discussion: Direct and indirect instructional strategy, reflection and discussion. Learning cycle: reflection. After each week is complete, have students discuss what they learned. Use pair and share or whole class discussion. The purpose is for students to re-visit the learning that took place over the week. This helps students to understand their own learning, reinforces the big ideas and essential questions, SLOs and EOs for the week. The discussion should focus on the following statements and questions: As a result of this week I... Know more about... Understand better about... Am more skilled at... Have questions about... Need to know more about... Will apply…... What understandings have you gained? What did you learn about the big ideas and essential questions for this week? Can also use this as a one minute reflection that is written.WEEK ONESLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Distinguish a competitive advantage using market information. Critique a sales presentation. Select appropriate technology to function as selling tools. Review the evolution of sales and the development of the current selling process. Explain the features, advantages, and benefits of a product or service as part of a sales presentation. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships. Distinguish between internal and external stakeholders. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Explain the sales model as it relates to stakeholders on a global scale. Model professional and ethical behaviors in business situations. Investigate sales careers and working environments. Examine the legal and administrative aspects of sales. Prepare sales agreements and purchase orders.Explore the value of networking and customer relationship management.Construct an ongoing reference bank of business professionals.Interact with a business professional in sales marketing. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPersonal Selling ProjectDue: Throughout course, Final Presentation: Week NineTotal Project Points: 500Students will be working on their Personal Selling Project throughout the course. Students will complete Presentation One this week in class, and should introduce themselves to fellow students. (SLOs 1, 2, 3, EOs 1a, 1b, 1c, 1d, 1e, 1f, 2a, 2b, 2d, 2e, 3c)Sales Careers InterviewDue: Week Eight (Progress report due Week Five)Points: 100Contact at least two local business professionals to interview. These business professionals should work for different businesses or in different areas of sales/marketing. Take down their name and contact information for an ongoing reference bank, and set up a date and time to interview them about their work in sales, and submit this information to your instructor by Week Five. Ask the following questions, and any others you can think of that relates to their careers:How did you get into sales? What do you do in your position as ___________?Tell me about your working environment.What role do networking and communication have in your work?What do you find most helpful in managing your relationships with customers? What does it mean to you to be a sales professional?Approach these business professionals with the same professional attitude that you would maintain with customers, and make sure to send a thank-you note after the interview. Compile the responses and write a brief follow-up reflection piece on what you learned from these two business professionals. Submit your interview responses and reflection to your instructor in Week Eight, and use the Sales Careers Interview Rubric as a guide for your assignment.(SLO 4, EOs 2e, 3a, 4a, 4b)Learning ExperiencesReading AssignmentPersonal Selling ProjectThe original version of this project requires you to divide the class into three groups, one for each of the provided business profiles in Instructor Resources (Maxicard, Zip Pop, or Ergo Natura Furniture). The groups should have equal numbers, and students will work together in class to discuss and complete the supporting documents in their groups. When students conduct their presentations, it should be one-on-one with the instructor during class while the remaining students work in their groups to complete the daily assignments. Instructors should grade students’ individual presentations using the provided rubrics. For the final presentation, students should present in front of the instructor in pairs; Student A will act as the seller, and Student B will act as the buyer. Student B should assume one of the provided personality types and follow the script to respond to Student A’s selling presentation. Student A should attempt to sell the product to Student B, and respond accordingly to Student B’s assumed personality type. The instructor should grade both students on their work in this final presentation.Business OptionsAn alternative option to this Personal Selling Project is to provide options to the students in place of the provided business profiles. It is your prerogative: (1) to use the provided business profiles, (2) to require that students select and research a business (either in a group or independently), or (3) to allow students to choose between the provided profiles or research a business.Group Presentation OptionsIdeally, students should present to the instructor for each presentation in order to be graded rigorously and to experience presenting in a more high-stakes and formal environment. However, if there are too many students to do this weekly, then students can partner up within their groups to present. Provide the grading rubrics to students and have them take turns acting as the buyer and grader for each other. In the buyer role, students should try to challenge the presenter and provide constructive criticism at the end. Float amongst the groups as they present to each other and review the partner-presentations. It might be useful to have students write a short reflection piece on their experience as a seller and discuss what they learned, what they should improve upon, etc. Consider the student-graded rubric and the reflection piece in the final grade for each student. ?For the Final Presentation, which incorporates all steps of the selling process, follow the same format of the original version (students present as pairs in front of the instructor) in order to ensure that students are graded very rigorously in a high-stakes format at least once.Instructors can alter the Personal Selling Project as needed to fit their classroom, but be conscious of making sure the altered assessments still align to the same SLOs and EOs and use the rubrics to assess students. The rubrics help to maintain a level of consistency between all of the courses on all campuses across the system. Personal Selling Project: Presentation OneThis week, students should participate in Presentation One to introduce themselves to the class. Students should break into pairs or small groups, and introduce themselves to the others, including sharing their name, program, year in school, and prior education/experience. WEEK TWOSLOs & EOs Create and deliver an effective sales presentation. Demonstrate the steps of the selling process. Select appropriate technology to function as selling tools. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Distinguish between internal and external stakeholders. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Explain the sales model as it relates to stakeholders on a global scale. Model professional and ethical behaviors in business situations. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPersonal Selling Project: Presentation TwoDue: Week ThreePoints: 60Approach to the prospectStudents will present on rapport building and approaches Week Three in class. Fill out the Presentation Two Outline, and be prepared to present in class. Your presentation should begin with your introduction, then move into the rapport development or “small talk,” and conclude with the successful execution of one type of approach. Use the Presentation Two Rubric for further presentation grading details. (SLO 1, 2, 3, EOs 1a, 2a, 2d)CRM Technology Research and PresentationDue: Week SevenPoints: 50With your group, research CRM technology as it relates to the 21st Century sales force, and develop a selection criteria for choosing a CRM software package. You will present your research and selection criteria to the class in Week Seven. Your research and presentation should include the following:Research and provide data on at least three different CRM software packages. Provide a comparison of the features and benefits of these three CRM software packages.Present the selection criteria you have developed (Selection criteria can be formatted as a checklist or rubric/grading sheet for CRM software technologies)Explain which of the three different CRM software packages is the best choice according to your selection criteria, and provide a demo of how it works.Distinguish between internal and external stakeholders for your company, and explain how the technology helps you to communicate with them. How does this technology support sales force on a global scale?Each group member should have a speaking role in the presentation.Use technology and visual aids in a creative and efficient way to conduct your presentation.All groups will conduct their presentations in Week Seven. Along with your presentation, submit a brief report on your research and your selection criteria to your instructor. Use the CRM Technology Research and Presentation Rubric for further grading details.(1d, 2c, 2f)Learning ExperiencesReading AssignmentInstructor Note: If students are not already working in groups for the Personal Selling Presentations, then make sure to break them into groups for the CRM Technology project.Lecture/In-Class Discussion:IntroductionRapport BuildingApproachesWEEK THREESLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsWhat does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPresentation Two due.Personal Selling Project: Presentation ThreeDue: Week FourPoints: 60Transition from rapport building to obtaining information and determining needsStudents will present on transitioning from rapport building to obtaining information and determining needs Week Four in class. Fill out the Presentation Three Outline, and be prepared to present in class. Your presentation should begin with Presentation Two and then flow into purpose, permissive questions, closed questions, open questions, and then the summary. Use the Presentation Three Rubric for further presentation grading details. (SLO 1, 2, 3, EOs 1a, 2a, 2d)Learning ExperiencesReading AssignmentLecture/In-Class Discussion:Transition from rapport building to obtaining information and determining needsBegin the flow of informationPermissive, closed, open questionsStudents should work with their groups on CRM Technology research in class if there is time.WEEK FOURSLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Distinguish a competitive advantage using market information. Explain the features, advantages, and benefits of a product or service as part of a sales presentation. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Model professional and ethical behaviors in business situations. Prepare sales agreements and purchase orders.BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsWhat does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPresentation Three due.Personal Selling Project: Presentation FourDue: Week FivePoints: 60Presentation of the product, price plan, marketing plan, and business propositionStudents will present on FABs, the marketing plan, the business proposition, and price plan Week Five in class. Fill out the Presentation Four outline, and be prepared to present in class. Your presentation should begin with Presentation Three, and then flow into a presentation of the FABs, marketing plan, business proposition, and price. Use the Presentation Four Rubric for further presentation grading details. (SLO 1, 2, 3, EOs 1a, 1b, 1f, 2a, 2d, 3c)Learning ExperiencesReading AssignmentLecture/In-Class Discussion:FABsMarketing PlanBusiness PropositionPresentation of PriceStudents should work with their groups on CRM Technology research in class if there is time.WEEK FIVESLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Model professional and ethical behaviors in business situations. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsWhat does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPresentation Four due.Interview Progress Report due.Personal Selling Project: Presentation FiveDue: Week SixPoints: 60Objections and Sales AidsStudents will present on objections and sales aids Week Six in class. Fill out the Presentation Five outline, and be prepared to present in class. Your presentation should begin with the objection raised, and then move into handling objection with visuals and explanation. Use the Presentation Five Rubric for further presentation grading details. (SLO 1, 2, 3, EOs 1a, 2a, 2d, 2e)Learning ExperiencesReading AssignmentLecture/In-Class Discussion:ObjectionsSales AidsStudents should work with their groups on CRM Technology research in class if there is time.WEEK SIXSLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Model professional and ethical behaviors in business situations. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsWhat does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPresentation Five due.Personal Selling Project: Presentation SixDue: Week SevenPoints: 60Closing and Sales AidsStudents will present on closing and sales aids Week Seven in class. Fill out the Presentation Six outline, and be prepared to present in class. Your presentation should begin with the Presentation Five, and then move into closing the sale. Use the Presentation Six Rubric for further presentation grading details. (SLO 1, 2, 3, EOs 1a, 2a, 2d, 2e)Learning ExperiencesReading AssignmentLecture/In-Class Discussion:ClosingSales AidsStudents should work with their groups on CRM Technology research in class if there is time. This assignment is due next week, so it might be beneficial to give students practice time.WEEK SEVENSLOs & EOsModel professional and ethical behaviors in business situations.b. Examine the legal and administrative aspects of sales. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsPresentation Six due.CRM Technology Research and Presentation due.Ethical ScenariosDue:?Group Presentations: Week EightIndividual Reports: Week NinePoints: 50 (Group Presentations = 25, Individual Report = 25)Work with your group to create an ethical scenario that would occur in personal selling for your product. ?Reflect on your in-class ethical discussion, and all the different aspects of personal selling for your product. ?In Week Eight you will act out your group’s ethical scenario in front of the class. ?All group members should have a role in the ethical scenario; some group members should act out the selling process and demonstrate the unethical behavior, and the other group members should follow the first group to act out the selling process and demonstrate the ethical behavior. ?This ethical scenario should also incorporate legal and administrative aspects in personal selling. ? Use the?Ethical Scenario Presentation Rubric?for further grading details.Individually, write out a report that includes a description of your group's ?ethical scenario including the different legal/ethical action options and explain which action you personally think is the most ethical (may or may not be different from the action the group demonstrated in class) and the ramifications of that action. ?Also in the written report, reflect on the demonstrations from the other groups and state whether you agree/disagree with the ethical action that they demonstrated and explain why. ?Submit this written report in Week Nine after all groups have presented their Ethical Scenarios. ?Use the?Ethical Scenarios Report Rubric?for further grading details.(SLO 3, EO 3b)?Learning ExperiencesReading AssignmentLecture/In-Class Discussion:Ethical Scenarios—Discuss ethical issues and cases. Include a discussion of legal and administrative aspects in sales, reflecting on the ethical, legal, and administrative aspects they have already covered in their personal selling presentations.WEEK EIGHTSLOs & EOsEvaluate how to address the target market’s needs and objections. b. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsWhat does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsEthical Scenarios due.Sales Career Interviews due.Personal Selling Project: Business to Consumer PresentationsDue: Week NinePoints: 60Business to Consumer The personal selling process we have covered relates to Business to Business (B2B) selling relationships, but there are also Business to Consumer (B2C) selling relationships. Select a partner and in Week Nine deliver a B2C presentation in which you each take turns acting as the buyer and the seller. Consider the following questions when composing your B2C presentation:How would a consumer's needs/wants be different from a business?What would a consumer FAB Chart look like?What demonstrations would be appropriate for a consumer presentation?What are the most likely objections a consumer would have?? How would you address them?Write out a written response to the above questions, and submit it with your presentation in Week Nine. Use the Business to Consumer Written Response Rubric for further grading details. Your presentation does not need to be a full presentation, just focus on the parts that would be different when presenting to a customer. Use the Business to Consumer Presentations Rubric for further grading details.(SLO 2, EOs 2b)Personal Selling Project: Final PresentationDue: Week TenPoints: 140Final Presentation Select a partner and in Week Ten deliver a complete personal selling presentation in which you each take turns acting as the buyer and the seller. When acting as the buyer, complete a grading critique of your partner acting as the seller. When acting as the seller, respond to the buyer role your partner demonstrates. Your selling presentation should consist ofIntroductionRapport buildingApproachPermissive questions, closed questions, open questions, and summary questionsFABs, marketing plan, price plan, and business propositionMethods for handling objectivesCloseUse the Buyer Final Presentation Rubric for further buyer role grading details, and use the Salesperson Final Presentation Rubric for further seller grading details.(SLOs 1, 2, 3, EOs 1a, 1b, 1c, 1d, 1e, 1f, 2a, 2b, 2d, 2e, 3c)Learning ExperiencesReading AssignmentLecture/In-Class Discussion:Business to consumer selling relationshipsInternal/External/Global StakeholdersGo over the Final Presentation breakdown and expectations.B2C PresentationIf you have been following the original presentation format, then the only major piece that students should be presenting on in their B2C presentation are the Benefits, and how those cater to the customer. Discuss this in class with students before their presentations.If students have selected their own businesses to present on and have already been conducting a B2C focused presentation, then this week they should focus on a B2B presentation. WEEK NINESLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Distinguish a competitive advantage using market information. Critique a sales presentation. Select appropriate technology to function as selling tools. Review the evolution of sales and the development of the current selling process. Explain the features, advantages, and benefits of a product or service as part of a sales presentation. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships. Distinguish between internal and external stakeholders. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Explain the sales model as it relates to stakeholders on a global scale. Model professional and ethical behaviors in business situations. Investigate sales careers and working environments. Examine the legal and administrative aspects of sales. Prepare sales agreements and purchase orders.Explore the value of networking and customer relationship management.Construct an ongoing reference bank of business professionals.Interact with a business professional in sales marketing. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsEthical Scenarios Report due.Business to Consumer Presentations due.Learning ExperiencesReading AssignmentLecture/In-Class Discussion:Prep for Final PresentationsWEEK TENSLOs & EOsCreate and deliver an effective sales presentation. Demonstrate the steps of the selling process. Distinguish a competitive advantage using market information. Critique a sales presentation. Select appropriate technology to function as selling tools. Review the evolution of sales and the development of the current selling process. Explain the features, advantages, and benefits of a product or service as part of a sales presentation. Evaluate how to address the target market’s needs and objections. Analyze different customer types. Differentiate business to business (B2B) and business to consumer (B2C) selling and relationships. Distinguish between internal and external stakeholders. Practice one on one conversation, questioning, follow-up, and presentation skills in different selling environments. Utilize sales aids in corresponding with customers, such as proposals, follow-up letters, thank you notes, etc. Explain the sales model as it relates to stakeholders on a global scale. Model professional and ethical behaviors in business situations. Investigate sales careers and working environments. Examine the legal and administrative aspects of sales. Prepare sales agreements and purchase orders.Explore the value of networking and customer relationship management.Construct an ongoing reference bank of business professionals.Interact with a business professional in sales marketing. BIG IDEASUnderstanding your CustomerProfessionalismStrategic Selling ProcessCommunicationEssential QuestionsHow does sales impact internal and external stakeholders? What does it mean to be a sales professional? How does technology impact sales? Why is effective communication a critical sales skill?Who is a customer and what are their motivations? What is the role of sales in the strategic marketing process? How does the selling process work?AssessmentsFinal Presentations due.Learning ExperiencesStudents should conduct presentations directly in front of the instructor, not in groups. ................
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