College of Business, MHRM
Personal Selling (MKG 43300)
Term, Year: Spring 2014
Instructor:
Dr. Claudia C. Mich
Office:
ANDR 371
Phone:
Google voice: 219-552-1679
Office:
219-989-2776
Email:
Use Blackboard E-mail
Alternative: cmich@purduecal.edu
 Text
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Class hours:
Classroom:
Office Hours:
Wednesday
GYTE 221
Tuesday
Wednesday
5:00pm – 7:50pm
2:00pm – 6:00pm
2:00pm – 4:30pm
OR By appointment
Selling: Building Partnerships by Stephen B. Castleberry and John F. Tanner Jr., 8th Ed., McGraw-Hill
Irwin, 2010 (ISBN-10: 0073530018 | ISBN-13: 978-0073530017)
Seven Habits of Hightly Effective People by Steven R. Covey
 Prerequisites
 MKG 32400 or MKG 22400
 Course Description
A detailed exposure to personal selling theories, strategies, and tactics. The latest concepts concerning building
and maintaining long-term professional relationships with clients are examined and applied. The entire sales
process is examined, through the perspective of relationship selling, with particular emphasis on Experiential
components that culminate in a sales competition. Students will have the opportunity to apply learned sales skills
before the instructor, other students, and sales professionals.
 About this Course
This an intensive course that provides students an introduction to the sales process and adequate foundational
skills needed to be effective as a salesperson. Since this is a skills-based course, the course contains various
hands-on exercises that will allow students the opportunity to apply the knowledge gained through the book,
lectures, and class discussions.
Expectations:i
The Professor - My responsibilities to you include: 1) providing you with information concerning how
successful salespeople conduct business, 2) providing opportunities to develop skills necessary to succeed in a
sales career, 3) providing honest critiques of your performance in both understanding the concepts of selling and
communication and executing the skills required of successful salespeople, 4) attempting to inspire and motivate
you to perform at your greatest potential, and 5) treating you as a responsible adult.
The Student - Your responsibilities in this class include: 1) attending class as you would your job, 2) preparing
for each class to contribute meaningful ideas and thoughts to the class discussion (this means you will have read
and carefully considered the readings assigned and completed the exercises assigned before class), 3)
i Source: Loe 2007, Kennesaw State University
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conducting yourself in a responsible and professional manner, 4) giving your best efforts in each situation
presented, and 5) treating others in the class with respect.
 Student Learning Objectives
1) Professional Communication: Students will effectively communicate their learning of personal selling
skills.
Verbal, written, and listening communication skills are assessed through various assignments, the
PDP, and the Sales Competition
2) Conceptual Application: Students will learn and apply the latest concepts concerning building and
maintaining long-term professional relationships with clients.
Assessed through quizzes, assignments, and the PDP
3) Professionalism and Selling Experience: Students will enhance their ability to work in the sales field by
exercising personal selling skills both in class and off campus.
Assessed through assignments, the PDP, and the Sales Competition
 Attendance and Class Participation
“Attendance is optional … so is passing”ii. Attendance is crucial for passing in this class. Due to the skills developed
through hands-on exercises and projects, it will be impossible to pass this class without regular attendance. You are
responsible for everything that is discussed in class, collected in class, or handed out in class. If you cannot be in class,
let me know the reason for your absence (before class).
There are $50 possible commission dollars for class participation. This participation is a sum of your participation in
class discussions and in-class activities (cases, role plays, etc). The majority of these points ($45) are based on in-class
activities (ex: role-plays, cases) or mini assignments (ex: leave a voicemail, send an email), while the remaining points
($5) are based on your participation in class discussions. Each activity score will be posted out of $5 (based on the
amount of effort put into the in-class assignment). Your top 9 in-class or mini-assignments will count toward class
participation. I allow for make-ups in case of documented emergencies only.
We have some kind of in-class participation available in almost every class. These activities are important because the
more you practice communicating professionally, the more you can perfect your work and build your confidence. After
graduation you will spend much of your professional career communicating, regardless of the specific career area you
choose.
 Blackboard Learn (Note: The instructor will respond within 48 hours or less on weekdays. Email is rarely
checked on weekends, so please plan accordingly.)
It is essential that you check Blackboard regularly. All course information and communication will be made
through the Blackboard Learn website for this course (https://mycourses.purduecal.edu). Any news,
announcements, assignments, course materials, PowerPoint lecture slides, and other postings regarding this class
will be posted to Blackboard. Grades will be posted to Blackboard in your private grade book (found under the
"My Grades" section). It is your responsibility to be up to speed with the information posted, whether or
not this information is covered in class.
Note: Make sure all documents that you turn in are “.doc” and not “.lnk” files.
 Students with Disabilities
Students who may need accommodations due to disability should contact the Office of Disability Resources
(ODR) to discuss specific needs. The ODR is located on the third floor of the Student Union & Library
Building, Room 341. If accommodations for a student are approved by that office, the student must provide
ii Grimm 2008
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his/her instructor with a copy of the official accommodations letter as soon as it is received in order to obtain
accommodations. Students may contact the Office of Disability Resources by calling (219) 989-2455 or
emailing odr@purduecal.edu.
 Grades and Policies
Your grade will be based on the total points earned. Grades are not “given,” they are earned.
Note: It is your responsibility to contact the instructor should an emergency arise. Make-ups and deadline
extensions are given only for documented emergency situations.
Commission Schedule: iii
Quizzes (14 @ $5 each)
Self-Learning Assignments (3 @ $40 each)
Professional Development Project
Class Participation
Final Sales Call (“Competition”)
- Seller Preparation Packet ($40)
- Sales Call Performance ($75)
- Personal Reflection ($30)
- Team Evaluation Score ($15)
Total Available Commissions
Extra Credit Commissions
$70
$120
$100
$50
$160
$500
Up to $15 (3%)
Price Schedule:
Letter Grade
A
AB+
B
BC+
C
CD+
D
F
Price
$463 - $500
$448 - $462
$433 - $447
$413 - $432
$398 - $412
$383 - $397
$363 - $382
$348 - $362
$333 - $347
$313 - $332
Below $313
Percentage
93% - 100%
90% - 92%
87% - 89%
83% - 86%
80% - 82%
77% - 79%
73% - 76%
70% - 72%
67% - 69%
63% - 66%
Below 63%
 Self-Learning Assignments
You will be given instructions for five self-learning assignments. These are intended to help you further
understand yourself and how to become an effective sales person. From these, choose three assignments to turn
in toward your final grade. For your own learning experience you are encouraged to do all of the exercises and
will receive an extra commission (extra credit) for up to $7.5 per extra assignment completed. You are more
than welcome to submit assignments in advance for review or to set up an appointment to discuss the
assignments with the instructor. There will be no make-ups for assignments except in extreme situations.
*Tips:
- Make sure all assignments are of professional quality. Check all your writing and/or have someone edit your
work. Submit your work as if to your manager. If the assignment is unprofessional, it will not be graded.
iii Adapted from Loe 2007, Kennesaw State University
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Do not copy/paste another student’s assignment and hand it in as your own. This could result in not only
receiving a “0” on the assignment, but also in the course (see Academic Honesty section).
- If tables, sources, charts, etc are included, make sure to discuss them in your write-up.
- If you want feedback from the instructor, email your work at least a week before the due date.
- There is about a 2-week turnaround for graded work to be returned.
Choose which assignment to submit in the order that works best for you. This is your chance to learn how to
manage your own time and direction.
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 Quizzes
There will be fourteen quizzes given during the course of the semeser over the topic areas we will cover through
class lectures. Each quiz will be posted in Blackboard and must be completed before the topic is covered in
class. You will have at least a week to do so. All quiz scores will count toward your final grade, however, you
will have two chances to take each quiz. There will be no retakes or make-ups with regard to the quizzes.
Options for disputing a question:
I will be glad to take a look at these questions in writing only. Lay out your argument for each as follows:
- List the question and answer options (to make sure we’re both on the correct question)
- Justify the reasoning in your response versus the correct answer
Although this does not guarantee a change in grade, it allows me to better assess the source of misinterpretation. If the
question is confusing, I will consider dropping it.
 Professional Development Projectiv
Each student will complete the following for his/her professional development project (detailed description
online):
a. At least a half-day (4-hour) ride along with a sales professional of choice (see criteria).
b. An interview of the sales professional (at least 10 questions related to topics covered in class).
c. A 10 minute mock sale to the sales professional, evaluated and discussed with the sales
professional.
For this project you will hand in a reflection paper, an evaluation of your experience, and the sales
professional’s evaluation of your mock sale. You are welcome to have the instructor look over the choices,
questions, and/or assignments to give suggestions before the due date. Note: Dress professionally (suit) or
appropriate to the sales professional’s industry (ask).
 Sales Competition
Competition can be a great motivator for learning. For this final sales call, You will be teamed up with three
other classmates with whom you will work on practicing your sales skills. The top three sellers will be awarded
on the last day.
Seller Preparation Packet: based on the thoroughness of your preparation as seller (use the seller
preparation form/outline provided).
- Performance grade: based on the performance of the seller. However, the more prepared the buyer is, the
better the seller can perform. Thus, it is important that both the seller and the buyer are fully prepared
(practicing together ahead is encouraged). Note: The instructor reserves the right to take 5pts off of the
buyer’s total participation score if he/she is unprepared to effectively interact with the seller.
Reflection grade: based on a) your evaluation of your own performance as seller (forms are given) and
b) a memo write-up reflecting on your experience, performance, and areas for improvement.
*Tips:
Personal Selling 43300
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Use your Seller Preparation as a guide.
Since this sales call will be video recorded and uploaded online, it is essential that at least one team
member is familiar with uploading videos to YouTube. Create a private account, but make sure that the
instructor has access to the video for review and grading purposes.
Each student must submit his/her video link along with his/her reflection paper.
You can record your video on any high-quality device (Flipcam, iPhone, video camera, etc.). Make
sure the device can record at least 15min continuously (doesn’t stop at 2min).
Make sure that the audio dialogue is heard clearly.
Make sure that the link is functioning before submitting it to the instructor.
Emergency Preparedness:
An information sheet, with instructions for various types of possible emergencies, is posted in each room on
campus. These possibilities include criminal activity, fire, medical emergencies, and noises sounding like
gunshots. Students are strongly encouraged to review this instruction sheet carefully and acquaint themselves
with these important guidelines.
Important numbers:
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University Police: 219-989-2911 or 219-989-2222
Emergency from campus phone: 9-911
Confidential hotline for suspicion of criminal behavior: 219-989-2912
Dean of Students office: 219-989-4141
Counseling Center: 219-989-2366
 A Note on Academic Honesty
Honesty and integrity in academic and personal pursuits are hallmarks of higher education. By acting honestly
and with integrity, students maintain and uphold their own reputations, and the reputation of both the School of
Management and the University. The Student Handbook states that “the commitment of the acts of cheating,
lying, stealing and deceit in any of their diverse forms (such as the use … of substitutes for taking examinations,
the use of illegal cribs, plagiarism, and copying during exams) is dishonest.” Also, aiding and abetting in
committing dishonest acts is in itself dishonest. The penalty for any student(s) involved in any of such acts will
range from an outright zero in the specific assignment the act was committed to a grade of “F” in the course.
 Honor Code:
I understand that academic dishonesty will not be tolerated at Purdue University Calumet. I am here to learn.
Through learning, I will strive to become a better person and a more valuable contributor to society. I
understand that dishonesty in the classroom, through cheating, plagiarism or other dishonest acts, defeats this
purpose and disgraces the mission and quality of a Purdue University Calumet education. Therefore, I make the
following pledge: in accordance with the Honor Code, I will not engage in dishonesty in my academic activities,
and I will not tolerate such dishonesty by other students.
- What is plagiarism? Citing others without giving credit. Not using quotation marks if direct quote (even if
giving credit).
- Although you are using real companies and gathering information from their websites, cite your sources
and place in quotations all wording that is not your own.
 Classroom Civility:
Purdue University Calumet supports the principles of freedom of expression for both faculty and students. The
University respects the rights of faculty to teach and students to learn. Maintenance of these rights requires
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classroom conditions that do not impede the learning process. Disruptive classroom behavior will not be
tolerated. An individual engaging in such behavior may be subject to disciplinary action.
- NO cell phone or laptop use during class.
- Be respectful when others are speaking (don’t talk when they talk, respond civily even if disagreeing, etc.)
Definition of Civility: Purdue University Calumet places a priority on student learning. We value the inherent
worth and dignity of every person, thereby fostering a community of mutual respect. We believe that in order to
achieve these ideals, all Purdue University Calumet students are expected, while in the role as student or
representative of the university, to exhibit and practice civil behaviors, defined as behaviors that:
1.
2.
3.
4.
Respect faculty, staff, fellow students, guests, and all university property, policies, rules and regulations
Take responsibility for one’s choices and actions
Accept consequences of one’s inappropriate choices and actions
Communicate in a professional and courteous manner
Tentative Class Schedule
Any changes to the schedule will be communicated via Blackboard Vista
DATE
Week 1
TOPIC(S) COVERED
Unit 1: Introduction to Sales
January 15
Introduction to Course
January 22
Selling and Salespeople
ASSIGNMENT
Know Thyself: Habits and Social Style
Discussion of Self-Learning Assignments
- Read: Chapter 1
- 7 Habits: read about Habit 1
Week 2
January 29
Ethical and Legal Issues
Quiz #1 Due in Blackboard
Course Overview quiz Due in Blackboard
Discussion of PDP
- Read: Chapter 2
- Self-learning Assignment #1 DUE in Blackboard
Week 3
Discussion of Sales Competition
Evaluate a Sales Call
Quiz #2 Due in Blackboard
Unit 2: The Sales Process
February 5
Sales Meet and Greet
Room TBD
February 12
Prospecting
Planning the Sales Call
- Read: Chapters 6 and 7
- 7 Habits: read about Habits 2, 3, and 7
- “PDP person submitted for approval” DUE in BB
- Sales Competition group form DUE in Blackboard
February 19
Making the Sales Call
Strengthening the Presentation
Week 4
Week 5
Quizzes #6 and #7 Due in Blackboard
- Read: Chapters 8 and 9
- Self-learning Assignment #2 DUE in Blackboard
Week 6
February 26
Week 7
Responding to Objections
Discuss the Seller Preparation Form
Quizzes #8 and #9 Due in Blackboard
Read: Chapter 10
- Self-learning Assignment #3 DUE in Blackboard
Quiz #10 Due in Blackboard
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Obtaining Commitment
- Read: Chapter 11
Week 8
Quiz #11 Due in Blackboard
Unit 3: Relationships and Communication
March 12
NO CLASS: SPRING BREAK
March 19
Using Communication Principles
Adaptive Selling
March 26
Building Partnering Relationships
Buyer Behavior
Week 9
Week
10
Week
11
- Read: Chapters 4 and 5
- 7 Habits: read about Habit 5
- PDP Assignment DUE in BB for Sellers #2, #3, & #4
- Seller #1 preparation DUE in Blackboard
Quizzes #4 and #5 Due in Blackboard
- Read: Chapters 13 and 3
- 7 Habits: read about Habits 4 and 6
- Seller #2 preparation DUE in Blackboard
- Seller #1 PDP Assignment DUE in Blackboard
Quizzes #13, #3, and “7 Habits…” Due in Blackboard
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Unit 4: Sales Competition
Week
12
April 2
April 9
Week
13
Week
14
Week
15
April 16
April 23
April 30
Week
16
Week
17
May 7
Sales Competition: Round #1
Selling ADP to West Sisters
Sales Competition: Round #2
Selling AT&T to Agora Pools
- Seller #3 preparation DUE in Blackboard
Sales Competition: Round #3
Selling Treximet to Dr. Mich
Sales Competition: Round #4
Selling FedEx to Awesome Desserts
- Seller #2 reflection paper DUE in Blackboard
Wrap Up of course and Awards
Ceremony
- Attendance mandatory (dress up for pictures)
- Evaluations of course and peers
- Seller #4 reflection paper DUE in Blackboard
- Extra Credit: Last day to turn in Extra SelfLearning Assignments … DUE in Blackboard
No exam. Instructor reserves this day as “wrapup” day if course runs over time allotted.
FINAL EXAM WEEK
- Seller #4 preparation DUE in Blackboard
- Seller #1 reflection paper DUE in Blackboard
- Seller #3 reflection paper DUE in Blackboard