Sell Web Ex Notes for Tuesday April 30, 2009
Cengage Attendees:
Melissa Acuña, Moderator
Daniel Noguera, Note Taker
Faculty Attendees:
Professor
John Besaw
School Affiliation
U of Washington
Teaching
Professional Selling
Sales Management
Marketing Management
Marketing Strategy
Laura Bulas
Karen Edwards
Central CC
Chemeketa CC
Professional Selling
Management
HR Management
Intro to biz
Business Ethics
TOC


Additional Notes
He uses Ingram. He has
been involved in other
activities related to this
book. He has a good
approach of learning by
experience.
Edward: She likes the set up of the TOC but she does not teach the course.
Besaw: Looks good but the CRM has to be more that customer satisfaction. Include
long-term relationship with customers.
Melissa: Do we need to include Ethics in the second chapter?

Edward: she rather see more than less

Besaw: The ethics component it is important in this class. This helps to establish the
difference between the unethical (“used cars salesman”) and an honorable sales
profession. Describing negative view of what sales people do and show the examples of
what an honorable profession can be. Create discussions with examples, case studies is
useful.
Pedagogy
Cases

Bulas: she has them building an entire presentation on a single company. Students
select a company to represent for the entire course and do a final presentation.
Continuing case.

Besaw: he uses the experiential activity, he doesn’t like to use cases of role play. He
doesn’t find cases effective, but he is not opposing to have them in the book.
Experiential activity: students have to do an activity related to the selling process,
example: selling pencils to a customer.

Edward: uses cases but have not done a lot of role plays in class. She likes cases rather
than role play because students get more background information. She likes the
continuing case idea, but she likes to have multiple cases reflecting other areas,
companies, or industries (government, business, etc).
Melissa: Value on Cases and Role Play

Besaw: Video case is more effective that something in the text. Something that is
interactive with students connects with them.
Cases, homework or class activities

Besaw: He doesn’t use it. But he will use video cases if they are good. Assets compatible
with Blackboard

Bulas: it will be convenient to have a package ready to go- Video and Cases.

Edward: would students have to pay extra to log online?
Resume Writing
 Bulas: she does not cover Resume Writing course
 Besaw: 10% activity selling themselves. They need to create resume and cover letter.
Selling themselves during an elevator conversation. Selling themselves is an important
component of the class.

Edward: do not require in class since the school has a resume writing service/class.
Melissa: Would an online resume writing tool represent value to the course/students?


Bulas: online tool and appendix available for students. Yes, students are often looking
for good examples to write their resumes.
Besaw: Absolutely
Online Student learning (online material)
Melissa: Are we missing anything?

Besaw: It looks complete, but he doesn’t use flashcards. He doesn’t find value on the
flashcards because he doesn’t have tests in class. He rather use experiential
exercises…”the only way to learn how to ride the horse is by getting on the horse”

Bulas: She offers crosswords to help retain terms/concepts.

Edwards: it looks good. Do you do anything on posting articles for students about cases?
Melissa: How do you asses your students?

Besaw: create a portfolio 20%, sales team project, selling presentation to colleagues in
the class, experiential activity. No multiple-choice, teaching students by example and
experiential activity.

Bulas: she uses multiple-choice, role play, evaluation, critical thinking. She teaches a 100
level class. Online: students will comment on questions and work on getting
answers/solutions to questions/cases.
Melissa: Social Network tools in class?

Besaw: myspace, facebook. Introduce social networking as a tool but, make students
aware that employers might be looking at their spaces; therefore, they need to keep
them professional. He does not encourage students to use them but he likes to raise the
awareness of how it can be use professionally.

Bulas: using facebook. Make them aware that employer will look at their pages and
make them aware that they need to look professional. Students are already using
Facebook.

Edwards: she doesn’t use social networking.
Videos

Besaw: I like to use video cases to help students understand that in some cases they will
not get the sales. Help the student get over the emotional or personal shock of not
being able of selling the product. In some situation the success rate will be 1 out of 10.
“Some students never get over that”

Bulas: What types of videos would you like to offer?

Edwards: “don’t make them cheesy” Videos will be a great component to use.