2015 Spring Semester Syllabus
T / Th. 5:30p-6: 45p
MKT 464 / 664
Professional Sales, Negotiations
Strategies and Tactics
Instructor: Timothy McElroy
E-Mail: timothy_mcelroy@ml.com
Phone: 702.547.2918 /702 289-9179
Office: BEH 212
Office Hours: Immediately before &
after class
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Required Textbook
Thomas N. Ingram, Raymond W. La Forge. Ramon A. Avila,
Charles H. Schwepker, Jr. Michael R. Williams (2014). SELL,
Cengage Learning, 2014.
Course Objective
Selling is a life skill. You will be challenged, taught, and
transformed through a series of lectures, discussions, role plays and
assignments that are designed to move you out of your comfort
zone.
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Our lectures will define and clarify the knowledge, skills and
discipline to be successful in selling.
Role Plays: Experiential exhibitions to emphasize class
concepts.
Discussion: Based on readings, cases, and your experience.
The class will be a dialogue that explores both B2B and B2C
selling.
Assignments: As described in the syllabus, these include a
sales interview, individual presentation and a group sales
presentation with a mock prospect.
Learning Objectives
You will be able to:
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Understand the key phases of the selling process and identify
the common failure points in the selling process
Conduct a professional sales presentation
Build a set of sales skills and disciplines that will serve you
in any career and in life
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Class Participation (20%)
We will be spending a considerable amount of time in class discussions. My expectation is that everyone will
contribute over the semester. A couple of thoughts for you to consider about classroom participation:
Selling is a contact sport, so I expect you to take risks. Selling is action, and you can never be completely
prepared with all of the information you need when you need it. I may call on you to Role-Play during class.
If you jump in and it turns out you are wrong, you will be rewarded more than if you stay silent.
Individual Assignments (20%)
All students will be required to turn in all assignments.
Late assignments are never permitted – NO EXCEPTIONS.
Group Assignment (30%)
For all group work, each team member will receive the same grade.
Role-Playing Assignments (30%)
The Final Role Play assignments will be assigned on 4/7/15.
Class Attendance
Attendance is important at all course sessions and for the duration of each session.
You should notify me prior to missing a session. Email: Timothy_mcelroy@ml.com or 702 289-9179 cell
While you are in class, please be present and ready to participate.
GRADING: A 93.0-100; A- 90.0-92.9; B+ 88.0-89.9; B 83.0-87.9; B- 80.0-82.9; C+78.0-79.9; C 73.0-77.9; C- 70.072.9; D 65.0-69.9; F < 65.
General Policies on Class Governance and Conduct
Academic Misconduct – Academic integrity is a legitimate concern for every member of the campus
community; all share in upholding the fundamental values of honesty, trust, respect, fairness, responsibility
and professionalism. By choosing to join the UNLV community, students accept the expectations of the
Academic Misconduct Policy and are encouraged when faced with choices to always take the ethical path.
Students enrolling in UNLV assume the obligation to conduct themselves in a manner compatible with
UNLV’s function as an educational institution.
An example of academic misconduct is plagiarism. Plagiarism is using the words or ideas of another, from
the Internet or any source, without proper citation of the sources. See the Student Academic Misconduct Policy
(approved December 9, 2005) located at: http://studentconduct.unlv.edu/misconduct/policy.html.
Copyright – The University requires all members of the University Community to familiarize themselves and
to follow copyright and fair use requirements. You are individually and solely responsible for violations of
copyright and fair use laws. The university will neither protect nor defend you nor assume any
responsibility for employee or student violations of fair use laws. Violations of copyright laws could
subject you
to federal and state civil penalties and criminal liability, as well as disciplinary action under University
policies. Additional information can be found at: http://www.unlv.edu/provost/copyright.
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Disability Resource Center (DRC) – The UNLV Disability Resource Center (SSC-A 143,
http://drc.unlv.edu/, 702-895-0866) provides resources for students with disabilities. If you feel that you
have a disability, please make an appointment with a Disabilities Specialist at the DRC to discuss what
options may be available to you.
If you are registered with the UNLV Disability Resource Center, bring your Academic Accommodation Plan
from the DRC to me during office hours so that we may work together to develop strategies for implementing
the accommodations to meet both your needs and the requirements of the course. Any information you
provide is private and will be treated as such. To maintain the confidentiality of your request, please do not
approach me before or after class to discuss your accommodation needs.
Religious Holidays Policy – Any student missing class quizzes, examinations, or any other class or lab work
because of observance of religious holidays shall be given an opportunity during that semester to make up
missed work. The make-up will apply to the religious holiday absence only. It shall be the responsibility of the
student to notify the instructor no later than the end of the first two weeks of classes, of his or her intention to
participate in religious holidays which do not fall on state holidays or periods of class recess. This policy shall
not apply in the event that administering the test or examination at an alternate time would impose an undue
hardship on the instructor or the university that could not have reasonably been avoided. For additional
information, please visit: http://catalog.unlv.edu/content.php?catoid=4&navoid=164.
Incomplete Grades - The grade of I – Incomplete – can be granted when a student has satisfactorily
completed all course work up to the withdrawal date of that semester/session but for reason(s) beyond the
student’s control, and acceptable to the instructor, cannot complete the last part of the course, and the
instructor believes that the student can finish the course without repeating it. A student who receives an I is
responsible for making up whatever work was lacking at the end of the semester. If course requirements are
not completed within the time indicated, a grade of F will be recorded and the GPA will be adjusted
accordingly. Students who are fulfilling an Incomplete do not register for the course but make individual
arrangements with the instructor who assigned the I grade.
Tutoring – The Academic Success Center (ASC) provides tutoring and academic assistance for all UNLV
students taking UNLV courses. Students are encouraged to stop by the ASC to learn more about subjects
offered, tutoring times and other academic resources. The ASC is located across from the Student Services
Complex (SSC). Students may learn more about tutoring services by calling (702) 895-3177 or visiting the
tutoring web site at: http://academicsuccess.unlv.edu/tutoring/.
UNLV Writing Center – One-on-one or small group assistance with writing is available free of charge to
UNLV students at the Writing Center, located in CDC-3-301. Although walk-in consultations are sometimes
available, students with appointments will receive priority assistance. Appointments may be made in person
or by calling 895-3908. The student’s Rebel ID Card, a copy of the assignment (if possible), and two copies of
any writing to be reviewed requested for the consultation. More information can be found at:
http://writingcenter.unlv.edu/
Rebelmail – By policy, faculty and staff should e-mail students’ Rebelmail accounts only. Rebelmail is
UNLV’s official e-mail system for students. It is one of the primary ways students receive official university
communication such as information about deadlines, major campus events, and announcements. All UNLV
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students receive a Rebelmail account after they have been admitted to the university. Students’ e-mail
prefixes are listed on class rosters. The suffix is always @unlv.nevada.edu.
Final Examinations – The University requires that final exams given at the end of a course occur at the time
and on the day specified in the final exam schedule. See the schedule at:
http://www.unlv.edu/registrar/calendars.
Any other class specific information - (e.g., absences, make-up exams, extra credit policies,
plagiarism/cheating consequences, policy on electronic devices, specialized department or college tutoring
programs, bringing children to class, policy on recording classroom lectures, etc.)
DAILY COURSE SCHEDULE
DAY
TOPIC
1/20
Introduction, syllabus discussion
1/22
Chapter 1
1/27
Chapter 2 & 3
1/29
Chapter 3 *ROLE PLAY /Assignment #1 Interview a Salesperson Due
2/3
Chapter 4 & 5
2/5
Chapter 5 *ROLE PLAY
2/10
Chapter 6
2/12
Chapter 6 *ROLE PLAY
2/17
Chapter 6
2/19
REVIEW Chapter 1-6 *ROLE PLAY
2/24
In Class Preparation for Presentations
2/26
Assignment #2 Presentation Assignment (in class)
3/3
Chapter 7
3/5
Chapter 8 *ROLE PLAY
3/10
Chapter 8 Review
3/12
Chapter 9 *ROLE PLAY
3/17
Chapter 9 REVIEW
3/19
Chapter 9 REVIEW *ROLE PLAY
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3/24
Review Chapters 7-9
3/26
Review Chapters 7-9 *ROLE PLAY
NOTE THE FINAL DAY TO DROP IS 4/3
3/30 to 4/3
SPRING BREAK! HAVE FUN. BE SAFE
4/7
Chapters 10-11 Review Company/Product Assignments for Sales Meeting (4/23 & 4/28) Final Fishbowl Role Play
Assignments (5/7 & 5/12)
4/9
Chapters 10-11*ROLE PLAY
4/14
Chapters 10-11
4/16
Chapters 10-11*ROLE PLAY
4/21
*Prepare for Sales Meetings
4/23
Assignment #3 Sales Meeting with Prospect (in class)
4/28
Assignment #3 Sales Meeting with Prospect (in class)
4/30
Assignment #4 Sales Meeting Evaluations Due
5/5
* Review / Prepare for Final Fishbowl Role Play
5/7
Assignment #5 Final Fishbowl Role Play
5/12
Assignment #5 Final Fishbowl Role Play
*Subject to change
Assignment Basics
Assignments are to be submitted BEFORE class begins on the due date specified. Assignments will never be
accepted late—no exceptions.
Assignment #1
Salesperson Interview Due 1/29- (Individual Assignment)
Requirements
Each student will be required to interview one salesperson (in person) and submit a written report:
1. How did you become a sales professional?
2. What is the hardest part about selling? What is the greatest part about selling?
3. What are the three most critical elements to being a high-performing sales person?
I am looking for your interpretation of these questions and answers. A salesperson can be anyone who acts in
a selling capacity.
Guidelines
Deliverables: 1 page written report (single spaced)
Page limit: 1 page
No coversheet required
Place your name, NSHE, course title, and assignment title in the header
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Submission
Submit your assignment via Web campus.
Assignment #2 - Presentations Assignment Due 2/26 - (Individual Assignment)
Requirements
Each student will conduct a stand-up presentation during class time to a small group of four other students.
The presentation will be on the subject of attending UNLV. Each presentation will be no more than five
minutes in length, and each student will decide how to approach this presentation on his/her own.
For the purposes of the exercise, you can assume that the “buyer” is a sophisticated buyer, and one who is
looking at other options (schools).
Round 1
Presentations will be conducted in groups of five students. Each group of students will pick a number, 1
through 5. The student selecting #1 will present first, and the student selecting #2 will serve as the
“prospective customer.” The student with #3 will be the timer (using your phone/watch to give the presenter
exactly five minutes). Students who have #’s 4 and 5 will offer student #1 feedback on the presentation.
Round 2
The student who selected #2 will present next, student #3 will be the “prospective customer” and student #4
will be the timer. Students #1 and #5 will offer feedback on the presentation.
There will be five rounds of presentations, with five minutes for the actual presentation and five minutes for
the feedback (also timed by the designated timer).
Once all five rounds are completed, each group of students will write down several “best- practices” they
witnessed during the various presentations for class discussion.
Preparation for this assignment
Each student should watch five (3) TEDtalks at http://www.ted.com. You can select any TEDtalks that you
find interesting. As you are watching these TEDtalks, make notes on several things:
1. What is the “style” of this presenter?
2. What support materials/content is he/she using, and is it helpful to the presentation?
3. What is one thing that I would like to emulate (or avoid) about this presenter?
You are not required to use any materials during your presentation
Assignment #3 - Sales Meeting with Mock Customer Due 4/23-4/28 (Group Assignment)
Requirements
Each team will conduct a Sales Meeting with a mock customer. The sales meetings will be conducted with
one mock customer per team, and each meeting will last for a total of 15 minutes. Once the 15 minutes is up,
each team will receive 10 minutes of immediate feedback from the customer. Your sales meeting is an
opportunity to practice the skills, discipline and tools you have learned throughout the course, including:
 Building Rapport
 Asking impact questions
 Qualifying the prospect
 Active Listening
 Story Selling
 Handling/Overcoming objections
 Closing
Each team will be thrown a “curve ball” by the prospect. Part of the overall team grade will depend on how
the team handles the curve ball.
*Details of your company and product will be assigned to you by the instructor on: April 7th.
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Grading Criteria
The Sales Meeting will be judged on the following criteria:
 Use of selling skills, discipline and tools
 Persuasiveness
 Objection-handling
 Handling of the curve ball
 Listening
 Quality and style of presentation
 Meeting management
 The “little things” (handshakes, eye contact, dress, etc)
Specific Sales Meeting Guidelines
You should dress in business attire.
The maximum duration of your meeting is 15 minutes.
You do not need to fill the 15 minutes. If you achieve your goal for your sales meeting, you may move to the
feedback part of the meeting.
Each student should have a role in the Sales Meeting, and that role should be made clear to the customer.
Assignment #4
Partner/Self Evaluation Due 4/30 - (Individual Assignment)
Requirements & Submission
As you reflect on your performance and your team’s performance in conducting the Sales Meeting, please
submit an evaluation of yourself and your team.
Submission
Submit your assignment via Web campus.
Assignment # 5 Final Fishbowl Role Play 5/7 & 5/9
Each student will conduct a closing sales presentation during class time to a prospective buyer. The
presentation will be set up and assigned by the instructor on 4/7/15. Each presentation will be no more than
10 minutes in length, and each student will decide how to close the sale on his/her own.
Grading Criteria
The Final Fishbowl Role Play will be judged on the following criteria:
 Use of selling skills, discipline and tools
 Persuasiveness
 Objection-handling
 Handling of the curve ball
 Active Listening & Reflecting
 Quality and style of presentation
 Meeting management
 The “little things” (handshakes, eye contact, dress, etc)
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