COURSE OUTLINE:

Please click here to download the course outline

PROJECTS:

SALES COMPETITION:

PART 1 of 3:
 MARK 362 SALES COMPETITION PROJECT (PART 1 of  3) description and rules - takes place on March 13th
Note: your grade here is dependent on participating in part 1 as well as handing in parts2 and 3 below by the due date of March 20th.
(Simply participating in Part 1 alone would earn 0).

Individual Report information:

 PART 2 of 3:
SALES MANAGER'S REPORT Part 2 of 3 - due March 20th (see individual report guidelines below)
(to be completed individually by all team members, even the sales manager)
VERY IMPORTANT: THIS REPORT MUST ACCOMPANY AND BE PART OF YOUR INDIVIDUAL SALE REPORT BELOW.

PART 3 of 3:
SALES COMPETITION INDIVIDUAL SALES REPORT GUIDELINES - due March 20th (Part 3 of 3).
SALES COMPETITION APPENDIX C (Grade Sheet) due March 20th to be attached with INDIVIDUAL REPORT above.
VERY IMPORTANT: THE ABOVE SALES MANAGER'S REPORT MUST ACCOMPANY AND BE PART OF YOUR INDIVIDUAL SALE REPORT (even if you are the sales manager you must write that part too).

 

Sales Manager:
Forms to Provide on March 3rd at Sales Manager's Meeting:

MARK 362 - OBSERVER's FORM

MARK 362 - CHARITY FORM

SALES MANAGER REPORT FORM

INDIVIDUAL SALES VIDEO PROJECT:

INDIVIDUAL VIDEO PROJECT ASSIGNMENT PART 
Note: due before NOON on April 10th. (uploaded to VIUTube and emailed to professor) with all requested documentation included (1 signed and witnessed doc. per person in the video) printed.

QUIZZES AND SEMINAR EXERCISES:

There will be periodic pop-quizzes. In addition, the seminars have exercises, some of which are to be handed in during class.

SALES PRACTICE EVALUATION FORM

MARKETING WEEK ASSIGNMENT

SEMINAR guidelines for Sales Practice Evaluation (you can practice at home)

SALES SKILLS VIDEO PRACTICE guidelines (Observer's sheet due before start of class Mar. 6th)

BUILDING THE VITO LETTER assignment

LECTURE  SLIDES:

Introduction

Lecture - week 1 - Introduction to Sales and the Basic Sales Cycle

Lecture - week 2 - Know Thyself, Questioning, Gatekeepers, and Handling Objections

Sales Video viewed in class:      So you want to be a success at selling? Part 3: Difficult Customers
                                                     Producer:    International Tele-Film, 5090 Explorer Drive, Suite 301, Mississauga, Ontario
                                                     L4W 4T9
                                                     CALL NUMBER: HF 5438.25 S683 1983

Lecture -  week 3 - Maintaining Value

DOWNLOADABLE HANDOUT for next LECTURE

Lecture - week 4 - Providing what is Valuable to the Customer

DOWNLOAD OLD CHP. 4 --IDENTIFY YOUR VALUE ADDED - for next lecture <---Fig. 4.1 and 4.2 can be found here

Lecture - week 4 - Introduction to Value-Added Selling

Lecture - week 5 - Leverage, Value Reinforcement, Hi-Level Value - Add

Seminar - week 5 - Sales Management and textual download part 1 and download part 2

Lecture - week 7 - (lecture/seminar) Adding Value (positioning...etc)

Lecture - week 12 - VITO - adding value, Influence & Authority, and networking

Lecture - week 12/13 - VITO - Seymour, Objectives, and Vito Letter (see above lecture link)

Lecture - week 11 & 12 - Review: Bring your questions to class

Mark 362 FINAL EXAM SCHEDULE:

There is NO FINAL EXAM in this class.