AGR 311 – Strategic Agribusiness Sales
FALL 2011
M-W 3:00-4:15 p.m. – Ropp 106
Instructor
Dr. Aslıhan D. Spaulding
Office
132 Ropp Agriculture Building
Department of Agriculture
Phone
(309) 438-8091
Office Hours
M 1:00-2:00 p.m. or by appointment
E-mail
adspaul@ilstu.edu
Teaching Assistant
Jake Knapp – jaknapp@ilstu.edu
Website
https://blackboard.ilstu.edu
Two steps must occur before you are able to access Blackboard and AGR 311:
The instructor must have a course roster to identify course participants.
The instructor must provide individual access to AGR 311 through Blackboard.
After the instructor allows access to AGR 311 through Blackboard, you are able to access the
course.
If you have another class during my office hours, we can schedule a meeting. A call ahead will ensure availability. I also
check my e-mails regularly throughout the day. I will respond to e-mails sent through Blackboard e-mail system. I would
like to discuss course-related and other matters of importance to you. I have an open door policy. Please do not
hesitate to ask questions. If you have problems, come and see me. Work Hard & Have Fun!!!
PREREQUISITES
Junior or senior standing, AGR 215 or consent of instructor required.
COURSE OVERVIEW
Skills, ethics, and behavior theories and concepts for the professional, business-to-business, agribusiness salesperson.
The goal of this course is to provide you with the skills needed to plan and conduct professional sales calls. However, the
communication skills learned in this course are valuable for all professional and personal fields of endeavor.
You will learn from a variety of formats. In-class exercises, homework exercises, quizzes, and exams will be used to help
you learn the professional sales concepts. You will then apply these concepts to real world scenarios in two ways.
You will ride with and observe a professional salesperson for one day on his/her sales calls and then submit a report
explaining the day's activities and critiquing their sales representative based upon the concepts taught in this course.
This component of the course is called, "Sashay with a Sales Representative or SWAS".
Near the end of the semester, you will conduct a mock sales call. This component of the course is called Ready Set Sell
(RSS). This sales call will be presented to a sales professional who will act as a prospective buyer of the student's
product. These two learning components will be discussed in more detail later.
REQUIRED MATERIALS
Agri Selling, Principles and Practice, W. David Downey, Marilyn Holschuh & Michael A. Jackson, 1999.
Classroom clickers: We will be using Classroom Clickers. Clickers are available at the bookstore. You will need to have
your clicker and bring it to class with you each day starting August 24. I highly recommend you put in new batteries at
the start of the semester. You absolutely cannot use another person's remote to respond to questions for them when
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they are absent from class or give your remote to someone else to respond to questions for you when you are absent!
Responding with someone else's remote when they are absent from class is a VIOLATION OF ISU's ACADEMIC HONESTY
POLICY and both of you can be subjected to further action! (see ACADEMIC MISCONDUCT policy below). Each student
in a class must use ONLY their own remote and may NOT use another person’s remote from that same class! You will
need to have a unique device ID assigned to you for your class. Your device ID is tied to your ULID.
 It is your responsibility to have the correct model of remote.
 It is your responsibility to have a functioning remote. This means that you should also have a functioning battery
as well as a backup battery.
 It is your responsibility to register your Device ID in the icampus portal.
 It is your responsibility to make sure that you are logged on to the correct channel for your classroom.
 It is your responsibility to make sure that your remote is actually sending a signal
COURSE OBJECTIVES
Strategic Agribusiness Sales emphasizes individual learning through lectures, assignments, quizzes, and exams.
Collaborative learning will also be used through class breakout activities. Most important, experiential learning through
direct observations of business transactions in industry and in participating in a mock transaction will also be used.
In this course, you have the opportunity to:
 Learn techniques of professional selling, both personal selling (selling to individuals) and selling to resellers
(wholesalers, distributors and retailers).
 Experience actual business and sales transactions through observations of sales professionals in action.
 Plan and conduct a sales call.
 Enhance your ability to develop business memos, letters, reports and presentations.
 Acquire and understand ways to develop long-term partnerships and relationships with professional colleagues
and business associates.
 Advance your personal and professional development.
POLICIES
Attendance and Participation: I will take attendance. Class attendance and participation are keys to learning. It is
expected that you will attend each class. Attendance will be determined by daily roll sign-in or completion of in-class
problems, quizzes, or writing assignments. An absence is defined as arriving to class more than five minutes late, leaving
early, leaving class and returning during class, or not showing up at all. Absences will be excused for serious illness,
illness or death of a family member, University related trips, major religious holidays, and other circumstances found to
be reasonable cause for nonattendance. Requests for excused absences must be e-mailed to Dr. Spaulding prior to, or
within one class meeting following the absence.
I expect you to prepare for class and be willing to participate. You are expected to volunteer comments and questions; in
addition, you will be chosen at random to contribute to the discussion or to answer questions. Reading assigned
chapters and articles before coming to class should help you be ready to discuss the material. Your attendance to class
may affect your final grade. For example, if a student has a 79 percent at the end of the semester and a perfect
attendance, that student may receive a B instead of a C due to his/her perfect attendance.
Major Assignments: Exercises, written assignments, and exams are to be submitted and taken by all students on the
dates assigned. Late exercises and reports will NOT be accepted!!! NO EXCEPTIONS, other than for excused absences. If
you have an excused absence, you are asked to submit your work before the deadline. All material submitted for
evaluation should be TYPEWRITTEN, legible, spelling and grammar checked, and well presented.
INDIVIDUAL EXTRA CREDIT
Not Available.
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CHANGES IN THE SYLLABUS
There are times when changes to the syllabus are unavoidable. I reserve the rights to make changes to the planned class
schedule, exam schedule, the grading scale, or class requirements, if necessary. You, as a student, are responsible for
being aware of changes made during the semester.
STUDENT RESPONSIBILITIES
Lectures, readings, in-class exercises, quizzes, and tests will be used throughout the course. You are responsible for all
in-class material presented and for all out-of-class assignments.
If you miss a class, it is your responsibility to get lecture notes from colleagues and talk with the instructor about
assignments due. Students may be excused from class based on university guidelines. For planned activities, such as field
trips in other classes or career interviews, written notification must be made at least two weeks in advance. Notification
via email to Dr. Spaulding is appropriate. For illness, a doctor's excuse will be needed.
In the business world, missing a deadline has detrimental effects on one's career. Therefore, late assignments are only
accepted at full credit from students who have excused absences.
Assignments will be collected at the beginning of each class period. Any paper handed in after that is considered to be
late. All late assignments will have a full grade point deducted if it is turned in late but before 5 p.m. the day after it is
due. Papers turned in after 5 p.m. that day will not be accepted.
Good oral and written communication is mandatory in sales, hence, participation in class discussions is absolutely
essential for successful completion of the course.
Command of knowledge and course concepts will be shown through a number of written and oral activities. You are
responsible for applying what you have learned to actual business problems. In addition to quality of analysis and
synthesis, quality of presentation (written and oral) are included as part of your grade. This course requires that you go
beyond mere memorization of facts. You must be willing to apply concepts and models. You must maintain an open,
receptive, and inquisitive attitude toward learning. Academic dishonesty will not be tolerated. Failure of the course may
result from such dishonesty.
GRADING
Grading
Points Percentage
E-mail
20
2%
News Articles
80
8%
In-class Exercises including 100
Ag Career Day Participation
10%
Lecture Performance
100
10%
Exam 1
100
10%
Exam 2
100
10%
Final Exam
100
10%
SWAS Project
200
20%
RSS Project
200
20%
TOTAL
1,000 100%
Each activity will be given a percentage grade and
will correspond to the following percentages:
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A 90-100%
Excellent Performance
B 80-89%
Good Performance
C 70-79%
Acceptable Performance
D 60-69%
Weak Performance
F <60%
Unacceptable Performance
MID-TERM & FINAL EXAMINATIONS
(100 points each)
There will be two midterm exams and a final. Test questions may include multiple choice, true/false, and short
answers. Reading assignments and textbooks should act as a complement to class lectures. Lectures, reading materials,
and writing assignments will be included in the exams. Exams will be given as scheduled. Only in extreme cases will a
make-up exam be given. Make-up exam will only be given for reasons that meet Illinois State University criteria. If you
meet the criteria, you have one week from the midterm exam date to notify me. After one week, I will not accept any
excuses. Expect the make-up exam to be much more difficult than the regular exam. I work hard at making exams clear
and straightforward. Time does not present the ability to do the same for make-up exam.
E-MAIL EXERCISE
(20 points)
E-mail me, using Blackboard e-mail system and provide the following information by 4:30 p.m. on August 31, 2011.
If I do not get an e-mail or if I get an e-mail with incomplete information by its due date-time, you will not get 20 points.
If you do not have a specific answer to a question, type N/A.
In the Subject line, type Your Full Name.
In the Main Text Area, type the following:
Name
E-mail Address (one that you frequently check)
Phone number (home)
Phone number (cell)
Advisor’s Name
Advisor’s E-mail Address
Classes you are taking this semester
Any other information you would like to share
IN-CLASS EXERCISES
(100 points)
You will participate in group activities in class to practice concepts learned in lectures. If we videotape some of these
activities, we will watch these videos and will provide constructive criticism of each scenario. It is very important that
you are in class everyday so that you won’t miss these exercises. You are also to participate in Agriculture Career Day.
Each student needs to visit with four company representatives and ask them about their internship and employment
opportunities. I will provide you more details about this assignment in class.
NEWS EXERCISE
(80 points)
To get you involved in, and to help you develop your understanding of current sales related issues I would like each
student to maintain a folder of current news clippings relevant to concepts we are discussing. The news stories should
be chosen from well written sources. You will discuss each news clipping in class by
summarizing the content of the news story, and
commenting on the content where you make comparisons with other news items or with class discussion. Make
sure to emphasize its relevance and importance to our class discussions.
I will collect your folders four times during the semester on the following dates:
1st News Article: September 14 (20 points)
2nd News Article: October 10 (20 points)
3rd News Article: October 24 (20 points) 4th News Article: November 9 (20 points)
Your responsibility is to collect at least two CURRENT (60 days or less from current date) news clippings from multiple,
credible sources for each collection date. Grading will be based on quality of your in-class report and relevance to class.
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LECTURE PERFORMANCE & TEXTBOOK LOG
(100 points)
LECTURE
Each student will prepare and present a lecture/discussion and handouts related to pre-assigned chapter. I recommend
you find a current application for the chapter’s topic. You can use an advertisement, newspaper article, television show
clip, or other media that shows how an agribusiness company has applied principles from the chapter you are reading.
I will provide a power point file on your chapter. Student presenter must modify/update it. You cannot use the
same/original file to make your presentation.
This assignment will be due during the period of class where we are discussing your assigned chapter.
For the assignment, you will need to write a 1-page paper explaining what the agribusiness company did, and how it
relates to the chapter we are reading. It can be an example of something a company did well, or did poorly, as long as it
relates to the chapter.
You will be expected to present your example in class and help lead a discussion about why this is relevant to the
chapter and what can be learned from it. This can also be included in your news article assignment.
Performance will be evaluated by the classmates and Dr. Spaulding.
TEXTBOOK LOG
In addition to chapter presentation, each class member will be responsible for maintaining a textbook log on required
reading assignments and chapters. Students will be assigned chapters from the textbook to read prior to their discussion
in class. As you read the chapter, you should take notes in your textbook log to help you remember the important parts
from the chapter, as well as to record questions and ideas you have about the material presented. We will then hold inclass discussions of the chapters. You should include the following for each chapter in your textbook log:
What are the main learning points from the chapter?
What did you read about, but are still unclear about?
What did you find most interesting in this chapter?
Provide one potential exam question from this chapter in multiple choice format. Include four potential answers with
the correct answer marked and the page you developed the question from.
Post your question, four possible answers with correct answer marked on the BlackBoard discussion board.
I will compile the exam questions from everyone and provide them as a study guide for the exams. I might use some of
the questions in the exams. Your chapter log should be typewritten.
EXPERIENTIAL LEARNING COMPONENT
Based on student evaluations, the class projects are the highlights of the course, and provide an opportunity for
students to develop and essential professional skills for success in various careers.
PROJECT 1. SASHAY WITH A SALES REPRESENTATIVE OR SWAS
(200 points)
The SWAS project requires students to spend a day in the field with a sales representative. Each student selects a
company at the beginning of the semester and makes all arrangements for the visit. The arrangements should be
confirmed by a letter (which is reviewed and graded by the instructor before it is mailed to the company).
The project enables you to
 learn more about what a salesperson does during a typical day,
 learn how the concepts and techniques studied in class are applied by professionals in the field, and
 learn how to handle yourself as professional in a business environment.
By allowing our students to observe their work, the sales representatives provide an invaluable nurturing experience for
the student. Grades for the project are based on the sales representative's evaluation and a written report. (You will not
receive credit for ride-alongs with relatives who are sales reps.)
There are 200 possible points in the SWAS component of this course. The breakdown of those points is displayed in the
following table:
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SWAS Assignment
DATE
Points
SWAS Assignment 1: Salesperson Choice
September 7
10
SWAS Assignment 2: Contact Report A
September 19
10
SWAS Assignment 3: Letter Confirming Shadow Day Arrangements
September 26
20
SWAS Assignment 4: Contact Report B
October 5
10
SWAS Assignment 5: Written Project
October 17
100
SWAS Presentations
October 17
20
SWAS Assignment 6: Thank You Letter
October 19
15
SWAS Trip Evaluation: (Turned in by Sales Representative)
November 7
15
Total SWAS Points
200
PROJECT 2. FORMAL SALES PRESENTATION: READY SET SELL (RSS)
(200 points)
In this project, each student develops a sales presentation for a product, that is food or Agribusiness related, of his or
her choice. You are responsible for collecting all technical information about the product, manufacturer, and all
information concerning competitive brands. Weekly assignments insure that you systematically gather the relevant
information. During the presentation, you play the role of a sales representative and attempt to sell the product to a
customer. The role of the customer is played by a professional sales representative or Dr. Spaulding. Grades are based
on timely completion of assignments, evaluation by industry representatives and a written report.
There are 200 Total Points possible for the RSS component of this course. The breakdown of these points is displayed in
the following table:
RSS Assignment
Due Date
Points
RSS Assignment 1: Product/Service Choice
September 28
5
RSS Assignment 2: Prospect Profile Worksheet
October 10
10
RSS Assignment 3: Objectives, Strategies, Opening and Probing
October 19
15
RSS Assignment 4: Features and Benefits, Selling Points, and Handling
Objections for Both Your Product Features and Benefits for Three
Competing Products
October 26
25
RSS Assignment 5: Closing
November 7
10
RSS Assignment 6: Personal Resume, Final Copy of Prospect Profile, and
Objectives and Strategy
November 14
20
RSS Assignment 7: RSS Presentation Outline
November 14
25
RSS Presentation
November 28,
November 30,
December 5
30
RSS Assignment 8: RSS Written Report
December 7
60
Total RSS Points
200
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TOPICAL OUTLINE
Sales Principles and Techniques
What is Selling?
What do Salespeople do?
Salespeople Responsibilities
Why Become a Salesperson?
Rewards of Selling
Compensation Structures
Relationship Marketing
Transaction Marketing
Buying Decision Process
Adoption of Technology
Agri-Selling Process
Preparation
Building Knowledge Base
Prospecting
Planning Sales Call
Opening
Building Rapport
Openers
Probe Customer Needs
Presentation
Review Problem
Outline Solutions
Detail a Plan
Support Selling Points
Sales Systems and Organization
a. Code for Professionalism
b. Sales Territories
c. Evaluating Sales Performance
d. Establishing Product Brands
e. Selling Policies and Procedures
1. Promotion Methods
2. Pricing Policies
3. Transportation Policies
4. Discount Policies
5. Warranties
f. Forecasting
g. Issues in Sales Ethics
Handling Objections
Understanding Objections
Strategy for Handling Objections
Closing
Closing Suggestions
Closing Techniques
Service
ACADEMIC MISCONDUCT
PLAGIARISM and CHEATING are serious academic offenses. The minimum penalty for those academic offenses is final
grade F in the course. If appropriate, the student may also be suspended, dismissed, or expelled. (Academic misconduct
is not worth the risk.)
University Policies, Procedures, and Guidelines
http://www.policy.ilstu.edu/policy/site_index.htm
Code of Student Conduct: http://www.deanofstudents.ilstu.edu/downloads/crr/code-of-student-conduct.pdf
ADA STATEMENT (STUDENTS WITH DISABILITIES)
Early in the semester, students with disabilities should provide the instructor with a letter of introduction from the
Office of Disability Concerns which certifies the need for exam or classroom accommodations. It is the student's
responsibility to register with the ODC which will verify the disability and need for accommodations.
Any student needing to arrange a reasonable accommodation for a documented disability should contact Disability
Concerns at 350 Fell Hall, 438-5853 (voice), 438-8620 (TDD).
Website: http://www.disabilityconcerns.ilstu.edu/
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CALENDAR
WEEK
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
M
W
M
W
M
W
M
W
M
W
M
W
M
W
M
W
DATE
August 22
August 24
August 29
August 31
September 5
September 7
September 12
September 14
September 19
September 21
September 26
September 28
October 3
October 5
October 10
October 12
M
October 17
W
October 19
M
October 24
W
October 26
M
October 31
W
November 2
M
November 7
W
M
W
M
W
M
W
M
W
November 9
November 14
November 16
November 21
November 23
November 28
November 30
December 5
December 7
December
ASSIGNMENTS
Introduction
E-mail assignment due
LABOR DAY
SWAS 1 - Salesperson Choice
Chad Buckley; Milner Library
News Articles 1
SWAS 2 - Contact Report A
SWAS 3 - Letter Confirming Shadow Day Arrangements
Exam Review
RSS 1 - Product/Service Choice
EXAM 1
SWAS 4 - Contact Report B
News Articles 2
RSS 2 - Prospect Profile Worksheet
SWAS 5 - Written Project & in-Class Presentations
SWAS Presentations
SWAS 6 - Thank You Letter RSS3 - Objectives, Strategies, Opening and Probing
News Articles 3
RSS 4 - Features and Benefits, Three Competitors and Selling Points and Handling Objections for Your Product
Exam Review
EXAM 2
SWAS Trip Evaluation - Must be Turned in by Sales Rep.
RSS 5 – Closing
News Articles 4
RSS 6 - Personal Resume, Final Copy of Prospect File, Objectives and Strategies RSS 7 - Presentation Outline
THANKSGIVING VACATION
RSS Presentations
RSS Presentations
RSS Presentations
RSS 8 - Written Report
FINAL EXAM @ 1p.m.
Exam Review
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