Introduction to ClassIntroduction to Class

What will this class be like?What will this class be like?

Practical to life- application to personal life/ professional life

Fun- role playing/corporate sales presentations

Interactive- groups that discuss current topics

GradingGrading

7 different ways to get a grade?Why? Two benefitsAll of your eggs are not in one basket.Mimics the real world. In the real world, it is not usually one thing you do that

makes you a good employee, but many things. Get used to this self-discipline in many different areas.

SyllabusSyllabus

Go through completelyNote: Library readings

BookBook

Selling: Building Partnerships

Weitz, Castleberry & Tanner – 9th edition – NEW – spring, 2014

TestsTests

Multiple choice – 50 questions

½ Book½ Lecture & Examples

Sales Presentations Sales Presentations Two TypesTwo Types

Role play – 20 minutes When? – right after before mid-term exam What? - 20 minute interaction – 3 partners Winners chosen by class & advance to National

Collegiate Sales Competition – each spring Chose own partners - same whole semester Why? Mimics corporate reality Preparation? – watch past winners/see syllabus

Sales Presentations Sales Presentations Two TypesTwo Types

Corporate Formal- 20 minutes When?- toward the end of the semester, so you

will have learned how to do it What? written & oral corporate presentation Why? so much time out of the semester - because

you learn by doing, watching, and grading Preparation? One written & oral presentation

will be shown in class for demonstration purposes.Examples also available on-line & webpage

Special ConsiderationsSpecial ConsiderationsDyslexiaDyslexia

Texas Rehabilitation Center is a resourceTuition, tapes, tests

Relevant ExperienceRelevant Experience

Health care administrator – Hospital Corporation of America

Seminars – own company – West Training & Seminars

President of museum – Museum of Arts & Sciences, Macon, Ga.

Professor BackgroundProfessor Background Awards/Honors – Partial List

SIFE (International Champion – 2000 and 2011)

1st in nation – Sales – 2004, 2008, 2009, 2010, 2011

“Best Professor” (1994) McCoyCollege of Business National Freedom Foundation

Award for Excellence in Free Enterprise Education (1999)

“Presidential Award for Excellence in Teaching” (1999)

Alumni Teaching Award (2005)

Articles – Partial list

Product cross-selling and health care marketing

Fortune 500 cover story

Past/Current Experience Administrator of Coliseum

Associates – H.C.A. Speaker/consultant to UT, IBM,

TWACCC, EWTG

Volunteer Experience President of the Board of Directors

(Regional museum in Georgia) “Women in Business Advocate of

the Year” (1992)

Four major parts of TextFour major parts of Text

Part 1 – Knowledge & Skills Requirements

Chapters 1-5

Part 2 – The partnership process Chapters 6-14

Part 3 – The Salesperson as Manager Chapters 15-17