Syllabus Grading Elements Attendance Grading Send Me Your Picture See Your Classmates The Third Person's Role Self Evaluation and Peer Review Project Selection Scantron Office Get Your Grades How to print notes Teams Past Videos 2007 Videos Chapter 1 Sales Automation Chapter 2 Chapter 3 Chapter 4 Chapter 5 Chapter 6 Chapter 7 Chapter 8 Chapter 9 Chapter 10 Chapter 11 Value Analysis Chapter 12 Chapter 13 Chapter 14 Chapter 15 Chapter 16 Evaluation Form 2008 Videos

Date	Chapter		Assignment
1/23		Introduction	Syllabus
1/28	1	A Career in Professional Selling
1/30	15	Personal Organization and Self Management- Sales Automation with ACT!
2/4	2	Consultative or Relationship Selling
2/6	3	Ethical Considerations (film)	Partner Names
2/11	3	Ethical and Legal Considerations	Ethics Due
2/13	4	The Communication Agenda
2/18	EXAM using Scantron F-289-PAR-L
2/20	5	Finding Your Selling Style
2/27	7	Become a Master Prospector
3/3	6	Preparation for success in Selling
3/5	8	Preapproach & Telephone
3/10	9	Approaching the Prospect	Proposals Due
3/12		Review Openings—classroom exercises	Last Semester's Assignment optional download
3/17	Exam UsingScantron F-289-PAR-L
3/19	10	Asking Questions and Listening
3/24	11	Making the Presentation
3/26		Value Analysis
3/31
4/2
4/7		Review Spin and presentation - Classroom Exercise
4/9	12	Negotiation
4/14	13	Closing the Sale
4/16		Review Negotiations & Closes	Scripts Due
4/21	14	Customer Service & Follow Up
Presentation Videos By Date 4/23 Group B - Video Group P - Video Group A - Video 4/28 Group M - Video Group N - Video Group Q - Video Group R - Video 4/30 Group O - Video Group G - Video Group I - Video Group F - Video 5/5 Group L - Video Group D - Video Group S - Video Group C - Video 5/7 Group J - Video Group K - Video Group H Video Group E - Video
Click Here for 2007 Videos
5/14	1530-1730	Exam Using Scantron F-289-PAR-L	Self Evaluation Due