| Ricks Home | Syllabus | Text | Presentation Request | Presentation Schedule | Speaker Request | Grading Unit | Attendance | Project Grading | Grading | Send Me Your Picture | See Your Classmates |
| Date | Topic | Presentations | Outside Speakers | Outside Speakers | ||
| SEP | 3 | Introduction | Student Sponsor | Speaker | ||
| 8 | 1. Selling: Past, Present, and Future | |||||
| 10 | 2. The Sales Environment
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| 15 | ||||||
| 17 | 10. Recruiting Salespeople |
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| 22 | 14. Motivating Salespeople |
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| 24 | 5. Automating the Sales Force |
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| 29 | Appendix E |
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| OCT | 1 | EXAM | ||||
| 6 | 6. Sales Forecasting |
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| 8 | 6 & 17 |
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| 13 | 17. Leadership and Supervision |
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Kaye,Jaime | Ira Kaye | Sales Manager Qarbon, Inc | |
| 15 | 4. Organizing the Sales Force |
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Lewis,Karen | Daniel Lewis | VP world Wide Sales (Xicore and Integrated Device Technology) | |
| 20 | 4 & 8 |
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Arabo, Mark | Scott Wilson | Anheuser-Busch | |
| 22 | 8. Quotas |
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Haselhorst,C | April Thometz | LA Chemicals | |
| 27 | Classes Cancelled | |||||
| 29 | ||||||
| NOV | 3 | 11. Selecting Salespeople |
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Mackenzie,J | Patricia Hayden | Aida Corp & Eastridge Corp |
| 5 | 12. Training Salespeople |
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Amiee Spence | Robert Spence | Vice President of Business Development - Ready Pac Produce, Inc | |
| 10 | EXAM | |||||
| 12 | 9. Time and Territory Management |
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Elisha Greenstine | Bob Tafoya | Axcelerant | |
| 17 | 18. Evaluating | Federated Life | ||||
| 19 | 13. Developing Salespeople | Tiffany Scott | Tim Scott | PE Systems | ||
| 24 | 16. Indirect Incentives |
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Leigh Ann Davis | Rich Israel | Executive Vice President - San Diego Sockers Two sales forces. Ticket sales (7 sellers) Corporate sales (6 sellers) |
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| Dec | 1 | 7. Financial Planning for Sales |
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| 3 | 15. Compensating the Sales Force |
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| 8 | 3. International Sales Force Management |
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Elisha Greenstine | Bob Tafoya
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V.P Market Development Axcelerant has a nationwide, direct sales organization. | |
| 10 |
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| 15 | Exam- Scantron F-289-ERI-L Time: 1530 | |||||
