BADM 240Z (nline) Persnal Selling Fall 2014 INSTRUCTOR Office Phne E-mail Bev McCrstie DSB 417 403-342-3357 bev.mccrstie@rdc.ab.ca CLASS TIMES Sectin Z Tuesday 6:00 8:50 PM nline OFFICE HOURS Mndays, Tuesdays, Wednesdays 11 a.m. t 12 p.m. r by appintment Credit Hurs: 3 Academic Calendar Entry: This curse lks at the rle f selling in the business wrld in additin t the nature and rewards f selling. Further, the curse lks at the details f the salespersn's jb and qualificatins as well as knwledge and skills needed fr successful selling. Other tpics discussed are the sales prcess and the salespersn's persnal, custmer, and scial respnsibilities. Prerequisites: BADM 132 Intrductin t Marketing Transfer Agreements: Frmal transfer agreements between Red Deer Cllege and ther Alberta universities and clleges are fund at www.acat.gv.ab.ca. If yu want t transfer this curse t an institutin please cntact that institutin fr crrect prcedures. Learning Outcmes: Upn successfully cmpleting this curse, yu shuld be able t Cmmunicate infrmatin persuasively and accurately in verbal and written frmats. Emply custmer service strategies that meet ptential and current custmer needs and demands while adhering t ethical, respnsible and legal standards. Plan, deliver, and assess business-t-business sales presentatins. Use cnstructive feedback in the evaluatin f selling skills. Select and effectively deliver cntent using the latest technlgy. Apply the salespersn skill set in any situatin where yu need t sell yurself, an idea, a prduct, r a service. Curse Tpics: Career f the Prfessinal Salespersn Elements f Effective Presentatins BADM 240 Curse Outline Red Deer Cllege Page 1 f 5
Cmmunicatin fr Successful Selling Sales Knwledge: Custmers & Prducts Planning Yur Sales Call & Presentatin Prspecting fr New Clients Psychlgy f Selling Overcming Objectins Clsing a Sale Fllw-up: Maintain Relatinship Learning Activities: Variety f grup and individual learning activities, including: nline pen-bk quizzes and clsed-bk tests, sales labs and assess ther classmates' sales labs, teams prepare a written sales reprt and give a sales presentatin t industry cntacts, guest speakers frm industry, instructr lectures, small grup discussin, and teams cmplete textbk assignments. Required Textbks and Equipment: ABC s f Relatinship Selling thrugh Service (5 th Canadian Editin) by Charles M. Futrell and Mark Valvasri, McGraw-Hill Ryersn, 2012 Blackbard: Curse materials are available n the Blackbard site. Please check the website daily t be sure yu are up-t-date. Methds f Evaluatin: Textbk Tests (3) 30% Quizzes 5% Discussin Pstings 10% Class Assignments 15% Class Prfessinalism 5% Business Presentatin Prject 35% Ttal 100% Assessment f Student Perfrmance: Brief assignment descriptins are prvided belw. Additinal details abut each assignment will be prvided in class. 1) Textbk Tests Three tests cnsisting f multiple chice and true/false questins, cvering material in the textbk and class discussins. 2) Quizzes Eleven quizzes cnsisting f multiple chice questins. 3) Discussin Pstings Read and respnd t a variety f pstings, including recrding sales labs. 4) Class Assignments A variety f instructr and textbk assignments (lcated at the end f each chapter). 5) Class Prfessinalism Includes yur attendance and active engagement in class discussins, sales labs and exercises. Refer t the Class Prfessinalism dcument prvided by yur instructr. 6) Business Presentatin Prject Fllwing thrugh the steps utlined in the textbk, yu are t prepare and make an in-class sales presentatin fr a mck (althugh plausible) prduct r service. Yu can wrk alne r in grups f up t 4 students. Grading System: Final grades in the curse will be assigned based n the Alberta Educatin Grade Cmparisn letter grading system as described in the Red Deer Cllege Calendar. Curse Requirements: 1) Students are expected t have read in advance the material t be taken up in class, and t have cmpleted all assigned hmewrk. An unexcused failure t submit an assignment n the due date will result in a mark f zer. 2) Term tests must be supervised by an apprved prctr. Fr students in Red Deer and area, it is recmmended that the tests be written n-site at the DSB Dwntwn Campus n the dates utlined in BADM 240 Curse Outline Red Deer Cllege Page 2 f 5
the tentative schedule. Otherwise, please cntact the Distance Learning ffice at distance.learning@rdc.ab.ca r the fllwing link http://www.rdc.libguides.cm/ffcampustesting fr mre infrmatin n setting up a prctr. 3) Any student missing a test withut having made prir arrangements with the instructr will receive a grade f zer fr that test. 4) Students are expected t participate in class discussins and sales labs thrughut the curse. 5) Students shuld ensure that they are familiar with Red Deer Cllege s Student and Academic Standard Practices and Plicies as well as the key dates in the Academic Schedule. Midterm Feedback: Midterm feedback fr this curse will be available frm the instructr and will be available in Blackbard. After reviewing their marks t this pint, students shuld make an appintment with the instructr t discuss their prgress and cncerns. The instructr is als available prir t this in designated ffice hurs if students have any cncerns. Please see Imprtant Dates belw. Student Rights and Respnsibilities: Students are encuraged t read the RDC Student Rights and Respnsibilities Plicy as these rights and respnsibilities are the fundatin f and are reflected in Red Deer Cllege plicies. T see Academic Plicies: g t the rdc.ab.ca website, Academic Calendar, Academic Plicies, RDC Academic Plicies, then chse the apprpriate plicy. As per the RDC Student Rights and Respnsibilities Plicy which states students have a respnsibility t cnduct themselves in a manner which des nt disrupt r inhibit the learning prcess ; and with respect fr yur fellw students, it is expected that cell phnes and ther cmmunicatin devices be turned ff during class, lab, and examinatin times. During these times, laptp cmputers are t be utilized fr apprved classrm activities nly. Shuld yur phne/cmputer/cmmunicatin device cause an interruptin during these times, yu will be asked t leave the rm fr the remainder f the scheduled perid; including examinatins. Students are expected t: arrive at class n time; infrm instructrs at the beginning f class if there is a need t leave early; nt t disrupt r talk during class except fr class discussins; t respnd t the instructr's in-class questins whenever pssible; and t demnstrate respect fr everyne in the class. Attendance may take many frms including traditinal classrms, web enhanced learning, blended learning, nline synchrnus, nline asynchrnus, labs, field trips, and guest speakers. Lack f attendance may impact the students ability t successfully cmplete the curse. Yu are expected t maintain the high ethical standards that are representative f the best f the business prfessin. Assignments shuld be handed in n their due dates and examinatins taken n the dates scheduled. Requirements and penalties as set frth in the RDC Academic Calendar and RDC Student Miscnduct: Academic and Nn-Academic Plicy will be fllwed. Please review these dcuments t ensure yu understand the cntents and implicatins f each. The RDC Student Miscnduct: Academic and Nn-Academic Plicy is in effect in this class. Plagiarism will be dealt with accrding t the RDC Student Miscnduct: Academic and Nn-Academic Plicy It defines Plagiarism as: The use r clse imitatin f language, paintings, films, prttypes and ideas f anther authr and representatin f them as ne's wn riginal wrk. The mst cmmn frms f plagiarism are: cpying r paraphrasing anther authr s wrk withut prper acknwledgement, using the ideas r lines f reasning f anther authr s wrk withut prper acknwledgement, submitting wrk t which smene else has made substantial imprvements t the cntent, and submitting the same wrk fr multiple curses withut apprval. Print and electrnic materials are prtected by cpyright legislatin. It is yur respnsibility t becme aware f the legal uses f cpyright-prtected materials and t ensure that yur use f these materials cmplies with cpyright bligatins. Infrmatin can be fund n the Library website. Alternatives t cpyright-prtected multimedia: use sftware t create riginal images/sunds BADM 240 Curse Outline Red Deer Cllege Page 3 f 5
take riginal phts instead f brrwing infrmatin frm a website, prvide a link use cpyright-friendly multimedia frm the Cpyright Tlkit remember t read the fine print befre using any material Imprtant Dates September 10 September 10 Octber 7 Octber 13 Octber 24 Nvember 10 Nvember 10 Nvember 11 December 3 December 3 December 8 t 13 December 22 Last day t register r add/drp Fall r Full year curses Last day t have tuitin refunded fr Fall r Full year curses Emergency Respnse Day Thanksgiving Day Cllege clsed Midterm feedback date. Instructrs give students frmal feedback n their academic standing in Fall Term curses. Final examinatin schedule psted Cllege pen. N classes. Cllege clsed in recgnitin f Remembrance Day Last day t withdraw frm Fall Term curses and receive a WD Last day f classes fr Fall Term curses Students are expected t be available during this time perid fr the writing f finals exams Final grades available Amendments t the Curse Outline: Changes in the curse utline may be made after the first class prviding this is dne in cnsultatin with the students and reviewed by the Prgram Chairpersn fr cmpleteness and cnsistency with all cllege plicies. This curse may be eligible fr Prir Learning Assessment. Students shuld refer t the RDC Curse Calendar fr a list f excluded curses. Classrm Learning Resurces may be available t students in alternative frmats. Students shuld be aware that Persnal Cunseling, Career, Learning and Disability Services are prvided by RDC. Inquire abut lcatins at Infrmatin Desk. It is the student s respnsibility t discuss their specific learning needs with the apprpriate service prvider. It is the student s respnsibility t be familiar with the infrmatin cntained in the Curse Outline and t clarify any areas f cncern with the instructr. BADM 240 Curse Outline Red Deer Cllege Page 4 f 5
Week 1 Sept 9 TENTATIVE SCHEDULE Date Outline f Tpics Activities/Readings Intrductin t curse Psychlgy f Selling: Why Peple Buy Chapter 3 Week 2 Sept 16 Week 3 Sept 23 Cmmunicatin fr Successful Selling: Hw t Build Relatinships Chapter 4 Sales Knwledge: Custmers, Prducts, Technlgies Chapter 5 Week 4 Sept 30 Test 1 Prspecting The Lifebld f Selling Chapters 3-5 Chapter 6 Week 5 Oct 7 Week 6 Oct 14 Week 7 Oct 21 Preapprach Planning Yur Sales Call & Presentatin Chapter 7 Apprach Begin Yur Presentatin Strategically Chapter 8 Presentatin Elements f Effective Persuasin Chapter 9 Week 8 Oct 28 Test 2 Objectins Address Yur Prspect s Cncerns Chapters 6-9 Chapter 10 Week 9 Nv 4 Week 10 Nv 18 Clsing Beginning f a New Relatinship Chapter 11 Fllw-up Maintain & Strengthen the Relatinship Chapter 12 Week 11 Nv 25 Week 12 Dec 2 Test 3 (Hard cpy f Business Presentatin Reprt due) Sales Presentatins This schedule is subject t change Chapters 10-12 Students shuld refer t the Appeals: Frmal Plicy, Appeals: Infrmal Reslutin Plicy and Student Miscnduct: Academic and Nn-Academic Plicy shuld questins r cncerns abut the Curse Outline nt be reslved directly with the instructr. Assciate Dean Date May 27, 2014 BADM 240 Curse Outline Red Deer Cllege Page 5 f 5