Minnesota State University Moorhead s1

MINNESOTA STATE UNIVERSITY MOORHEAD PERSONAL SELLING Marketing 330/Mass Communications 366 Fall, 2009 10:30-11:20 a.m. MWF CB 106 Dr. Alexander SELLING AS A PROFESSION 08-24/26/28-09 Complete Before Class Locate 106 CB Read Futrell: 1 Read Futrell case: 1.1 (p. 36) Complete During Class [M] Student courses survey Introductions Expectation exercise Five Reasons [W] Review syllabus Distribute and discuss buying/selling process model Distribute and discuss Buying/Selling Interface Video: Body Glove International [F] Quiz on syllabus Discuss Futrell: 1 Answer Futrell case: 1.1 (p. 36) Video 08-31/02/04-09 Complete Before Class Read Futrell: 2 Read Futrell case: 2.1 (p. 67) Read Futrell: 3 Read Futrell case: 3.1 (p. 105) Complete During Class [M] Quiz on selling process Experiential Exercise (p. 64) [W] Discuss Futrell: 2 Answer Futrell case: 2.1 (p. 67) Video [F] Role play: Dealing with sexual harassment Discuss Futrell: 3 Answer Futrell case: 3.1 (p. 105) Video: (ethical selling) UNDERSTANDING CONSUMERS 09-07/09/11-09 Complete Before Class Prepare for Exam #1—Futrell: 1, 2, 3 *** Send Journal #1 Read Futrell: 4 Read Futrell case: 4.1 (p.143) Read Futrell case: 4.2 (p. 144) Complete During Class [M] No Class: Labor Day [W] Write Exam #1—Futrell: 1, 2, 3 ***

1 [F] Discuss Futrell: 4 Answer Futrell case: 4.1 (p. 143) Answer Futrell case: 4.2 (p. 144) Is Organizational Selling for You? Video 09-14/16/18-09 Complete Before Class Read Futrell: 5 Read Futrell case: 5.1 (p.172) Read Futrell: 6 Read Futrell case: 6A.4 (p.220) Read Futrell case: 6A.5 (p.220) Read Communication Process Complete During Class [M] Discuss Futrell: 5 Answer Futrell case: 5.1 (p. 172) Discuss dress for success (p. 175) [W] Discuss Futrell: 6 Answer Futrell case: 6A.4 (p. 220) Answer Futrell case: 6A.5 (p. 220) Experiential Exercise (p. 203) [F] Speaker: Greg Toutges/Cindy Norberg, MSUM Career Services (10:30 a.m.) ## Questions for the speaker PERSONAL SELLING PROCESS 9-21/23/25-09 Complete Before Class Prepare for Exam #2—Futrell: 4, 5, 6 *** Read Futrell: 7 Read Futrell case: 7.1 (p.250) Read Futrell case: 7.2 (p.251) Read Communication Process Complete During Class [M] Discuss Communication Process Quiz Communication Process [W] Write Exam #2—Futrell: 4, 5, 6 *** [F] Exercise: The Communication Process Discuss Futrell: 7 Answer Futrell case: 7.1 (p. 250) Answer Futrell case: 7.2 (p. 251) Experiential Exercise (p. 249) Video 09-28/30/02-09 Complete Before Class Read Futrell: 8 Read Futrell case: 8.2 (p.274) Read Futrell case: 8.3 (p.274) Complete During Class [M] Discuss Futrell: 8 Answer Futrell case: 8.2 (p. 274) Answer Futrell case: 8.3 (p. 274) [W] Role Play: Personal Grooming Selling Experiential Exercise (p. 270) [F] Speaker: Bob Brammer, Tucker Sales (10:30 a.m.) ## Questions for the speaker

2 10-05/07/09-09 Complete Before class Prepare for Exam #3—Futrell: 7, 8, 9 *** Read Futrell: 9 Read Futrell case: 9.3 (p. 301) Read Role Play: Closing the Sale Prepare Role Play: Closing the Sale Complete During Class [M] Discuss Futrell: 9 Answer Futrell case: 9.3 (p. 301) Video: Professional Selling--Managing Buying Resistance Video: Professional Selling--Closing the Sale [W] Role play: Closing the Sale Experiential Exercise (p. 297-8) [F] Write Exam #3—Futrell: 7, 8, 9 *** 10-12/14/16-09 Complete Before Class Read Futrell: 10 Read Futrell case: 10.2 (p. 330) Complete During Class [M] No class: Fall Breather [W] Discuss Futrell: 10 Answer Futrell case: 10.2 (p. 330) Experiential Exercise (p. 328) Video [F] Speaker: Jim Ertl, Cengage Learning (10:30 a.m.) ## Questions for the speaker 10-19/21/23-09 Complete Before Class Read Futrell: 11 Read Futrell case: 11.1 (p. 362) Read Futrell: 12 Read Futrell case: 12.1 (p. 401) Read Role Play: Leaky Barrels Prepare Role Play: Leaky Barrels Complete During Class [M] Discuss Futrell: 11 Answer Futrell case: 11.1 (p. 362) [W] Discuss Futrell: 12 Answer Futrell case: 12.1 (p. 401) Video: Professional Selling Quiz on video [F] Role Play: Leaky Barrels 10-26/28/30-09 Complete Before class Prepare for Exam #4—Futrell: 10, 11, 12 *** Send Journal #2 Read Futrell: 13 Read Futrell case: 13.3 (p. 436) Complete During Class [M] Write Exam #4—Futrell: 10, 11, 12 *** [W] Discuss Futrell: 13 Answer Futrell case: 13.3 (p. 436)

3 Video: Managing Information--New Tools for 90's Video: Suggestive Selling--Chili’s Restaurant [F] Speaker: Alexa Johnson, SK Realty (10:30 a.m.) ## Questions for the speaker 11-02/04/06-09 Complete Before class Read Futrell: 14 Read Futrell case: 14.1 (p. 464) Read Futrell case: 14.2 (p. 464) Read Futrell: 15 Read Futrell case: 15.1 (p. 488) Complete During Class [M] Discuss Futrell: 14 Answer Futrell case: 14.1 (p. 464) Answer Futrell case: 14.2 (p. 464) Experiential Exercise (p. 462) [W] Discuss Futrell: 15 Answer Futrell case 15.1 (p. 488). Video: Power of Persuasion (56) [F] Video: Targeting the Woman Buyer Role Play: Targeting the Woman Buyer 11-09/11/13-09 Complete Before Class Prepare for Exam #5—Futrell: 13, 14, 15 *** Complete During Class [M] Explain Cialdini presentation Distribute evaluation form for presentation Discuss motive to avoid success Discuss role stress FIRO-B [W] Write Exam #5—Futrell: 13, 14, 15 *** [F] Speaker: Keven Mueller, Corwin Toyota (10:30 a.m.) ## Questions for the speaker INFLUENCES IN SELLING 11-16/18/20-09 Complete Before Class Read Cialdini: 1 Prepare to present Cialdini: 1 Read Cialdini: 2 Prepare to present Cialdini: 2 Read Cialdini: 3 Prepare to present Cialdini: 3 Complete During Class [M] Quiz Cialdini: 1 Distribute Cialdini handout Present Cialdini: 1 [W] Quiz Cialdini: 2 Distribute Cialdini handout Present Cialdini: 2 [F] Quiz Cialdini: 3 Distribute Cialdini handout Present Cialdini: 3 11-23/25/27-09

4 Complete Before Class Read Cialdini: 4 Prepare to present Cialdini: 4 Complete During Class [M] Quiz Cialdini: 4 Distribute Cialdini handout Present Cialdini 4 [W] No class: Fall Break [F] No class: Fall Break 11-30/02/04-09 Complete Before Class Read Cialdini: 5 Prepare to present Cialdini: 5 Read Cialdini: 6 Prepare to present Cialdini: 6 Read Cialdini: 7 Prepare to present Cialdini: 7 Complete During Class [M] Quiz Cialdini: 5 Distribute Cialdini handout Present Cialdini: 5 [W] Quiz Cialdini: 6 Distribute Cialdini handout Present Cialdini: 6 [F] Quiz Cialdini: 7 Distribute Cialdini handout Present Cialdini: 7 12-07/09-09 Complete Before Class Read Cialdini: 8 Prepare to present Cialdini: 8 Send Journal #3 Complete During Class [M] Quiz Cialdini: 8 Distribute Cialdini handout Present Cialdini: 8 [W] No class: Study Day Extra credit due 12-15-09 Complete Before Class Prepare for exam on Cialdini: 1-8 *** Complete During Class [T] Complete Peer Evaluation Forms (if relevant) Write exam on Cialdini: 1-8: (12:00-02:00 p.m.) *** INFORMATION FOR STUDENTS GRADING SCALE Grades follow this point distribution. 90% - 100% = A 80% - 89% = B 70% - 79% = C 60% - 69% = D Below 60% = F KNOWLEDGE OF GRADE My grading software permits a running percentage from assignment to assignment. After each exam I shall distribute your semester grade up to that point. CONTACTING YOUR PROFESSOR [email protected] 218.477.4650 CB 207 I (office) web.mnstate.edu/alexand

5 OFFICE HOURS MWF: 07:30-08:30 a.m., 09:30-10:30 a.m., 11:30-12:30 p.m. F: 01:30-03:00 p.m. and by appointment. PREREQUISITES Complete Principles of Marketing before enrolling in Personal Selling or obtain approval from professor. GRADE DISTRIBUTION You receive points on the following general basis. More or less of an activity will alter the distribution.

1. Exams: 6 @ 100 pts ea 600 2. Cases: 15 @ 10 pts ea 150 3. Video and other quizzes: 10 @ 10 pts ea 100 4. Cialdini quizzes: 8 @ 20 pts ea. 160 5. Cialdini presentation: 1 @ 100 pts ea 100 6. Questions for the speaker: 5 @ 25 pts ea 125 7. Journals: 3 @ 25 pts ea 75 8. Peer evaluation (if groups are necessary) 50 9. Extra credit: 2 @ 25 pts. max 50 TEXTS Your texts include (1) Fundamentals of Selling by Charles M. Futrell, eleventh edition, McGraw-Hill Irwin, 2009 and (2) Robert B. Cialdini (2001/2008), Influence: Science and Practice, 4th Edition, Allyn & Bacon. The Futrell book will provide the selling processes and Cialdini describes the application of findings from psychology and social psychology to the influence process. I think you will find Futrell interesting and Cialdini fascinating. CHANGES TO THE SYLLABUS Changes to the syllabus may occur for four reasons. First, inclement weather may dictate cancellation of classes and a rescheduling. Second, influenza or another contagious disease outbreak may require cancellation of classes and a rescheduling. Note that only the president can cancel classes. If the MSUM president cancels classes, any assigned material or exams will be due at the next class period held. Third, a mistake on the syllabus may require changes. Fourth, the students and professor may reach a consensus about a need for a change in the syllabus. DESCRIPTION OF THE COURSE Virtually every product humans use, including the components which make up these goods and services, have been sold at least once, and often many times, by a personal salesperson. Because personal selling plays such a major role in marketing goods and services, the salesperson is central to the success of these products. As a result, the demand for salespeople has remained strong and will increase well into the 21st century. Given the solid demand, many college graduates take jobs in sales. This class prepares students to market themselves to prospective employers, positions students for entry-level sales jobs, and provides them with the background for movement up the organizational hierarchy into top management. LEARNING OUTCOMES By the end of the semester you will have achieved the following learning outcomes. Gain Knowledge. You will have internalized those concepts relevant to the personal selling process. Apply Knowledge. You will have applied the selling concepts learned. Teach Knowledge. You will have taught those behavioral influences relevant to the selling process. Question Others. You will have asked questions of salespeople to aid your understanding. Describe Perceptions. You will have described, in journals, your perceptions of the educational process Meet Deadlines. You will have met target deadlines similar to those employers set. Solve Problems. You will have learned to solve problems as a member of a team. LEARNING OBJECTIVES The objectives you will have accomplished by the end of the course include these. Understand Selling Process. You will understand the steps in the personal selling process. Understand Behavioral Concepts. You will know how psychological, sociological, social psychological, anthropological, economic and situational forces act upon the personal selling process. Decision Making. You will learn how to allocate resources to maximize sales results. Gain Experience. You will obtain experience applying selling concepts to marketing situations. Speaking Experience. You will gain experience speaking before your peers. Writing Better. You will write informal communications better.

6 EXAMS You will write four multiple-choice exams on the dates listed on the syllabus. These exams cover the reading assignments. You will take additional quizzes on the text cases, the Cialdini book, and other material.

MAKE-UP EXAMS Do not miss the regularly scheduled exams. Note the following points. 1. Only individuals who miss the regularly scheduled exams for reasons acceptable to the university and professor can take a make-up exam. These reasons include your unavoidable, verifiable illness and almost no others. Unacceptable reasons include weddings (yours or anyone else), vacations, rides home, memory loss, sleeping in, a relative’s illness, car problems, and most all other reasons of a similar nature. 2. All make-up exams are administered no later than Thursday of the last full week of class during my office hours. 3. The student must inform me, in writing, of his/her need to take a make-up exam at least one full week prior to the make-up exam date. The reasons for missing the scheduled exam and the chapters on the exam must be included in the request. The request must be signed. Intentionally misleading statements constitute academic dishonesty. 4. The make-up exams are essay. 5. You can make up only one scheduled exam. If you miss more than one exam, drop the class and try again another semester. 6. You can make up the last exam only if extreme and unavoidable reasons exist for missing it. Vacations are not one of these reasons. No make-up exam will be administered after grades have been submitted. 7. If your job will take you out of town on an exam date, you may sit for the exam before you leave. See me to arrange a time. See number six if you wish to miss the last exam. QUIZ AND VIDEO WRITING ASSIGNMENTS Quizzes will ask you to remember and develop concepts found in the reading material and the videos. The quizzes are administered in class and, if missed, can’t be made up because the answers are discussed in class. . JOURNALS 1. In the space for “Subject” always include Mktg 330, Journal # ? or MC 366, Journal # ?. I cannot file journals without this information and will delete them, unread. 2. Journals must consist of exactly one page, double or single-spaced. Skimpy journals will not be given full credit. 3. Use e-mail to send your journals 4. Forward your journals within 48 hours of the due date. I cannot accept journals before or after the 48 hours period. Do not ask. 5. Journals are due on Wednesday of the week assigned. 6. I do not evaluate what you write, but I do respond with comments and observations. Note that I do not take offense at anything you write. 7. Journal # 1. Introduce yourself to me. Write this journal to help me understand you better. Tell me as much about yourself as you want me to know. 8. Journal # 2. What will you do upon graduation? What type of job do you want? Will you attend graduate school? Will you travel? Will you move back in with your parents and watch TV all day? 9. Journal # 3. What did you learn in this class? List and explain three things you learned in Personal Selling. 10. I do not grade the journals’ contents. If you turn in all of them you receive maximum points. If you don't, you don't. 11. Do not send your journal as a word-processed attachment. 12. I have two reasons for requiring journals. First, I use them to learn more about my students and their generation. Second, journals provide a convenient and easy way for students to interact with me. A visit to my office would probably be better, but some students have neither the time nor inclination to visit me personally. 13. I will do my best to keep your journals confidential. However, individuals with the skill and knowledge can compromise e-mail. Also, in the aggregate the content of journals may be used as part of an academic publication. However, individual students are guaranteed anonymity. 7 14. Use your own name on your e-mail account rather than some made-up name. I cannot file a journal without a name. 15. Save your journals. SPEAKERS I have asked salespeople to share their knowledge and experiences with you. You will write five, or more, questions as they speak. At some point in each salesperson's presentation, you must ask some of your questions. CIALDINI PRESENTATION 1. Each student will be assigned a chapter in Cialdini. . 2. Each student will help the class develop an understanding of a chapter in Cialdini. 3. Prepare an outline of the major points made in the chapter and distribute it to the class. Your outline will be graded. 4. Use the concepts in Cialdini to create/devise relevant class role-playing activities. The activities should illustrate the concepts. 5. You may need to plan ahead and ask class members to prepare for your presentation with out-of-class activities. 6. Professional sales people usually dress in business attire. You will dress for success during your presentation. This means a shirt and tie for men and skirts/slacks and appropriate top for women. 7. Do not read to the class. Reading results in a substantial reduction in your grade. See the evaluation form. 8. You may not lecture to the class longer than 10 minutes, though your presentation may take 45 minutes. . 9. Attempt to utilize as many of your audience's senses as possible: sight, hearing, taste, touch, and smell. EXTRA CREDIT 1. To qualify for extra credit, the student can miss only three classes maximum, must take all the exams at the times given, and must complete all the other assignments listed on the syllabus. 2. For a maximum of 25 points, summarize an article from the Journal of Personal Selling and Sales Management. This does NOT mean that the student can copy the abstract. . 3. The summary must be written in Standard English, double spaced, 12 point font, etc. 4. The summary will consist of about five pages, not including the cover page. 5. A clean copy of the journal article will be attached to the summary. 6. Only two summaries can be turned in for extra credit. 7. No extra credit will be accepted after December 09,2009. PEER EVALUATION If division into groups becomes necessary, at the end of the semester group members will evaluate themselves and each other on participation and contribution to the group’s success. Anyone who does not complete an evaluation on the date listed on the syllabus shall receive a zero for his/her own evaluation. You may not complete an evaluation before or after the date listed on the syllabus. The group may sanction in one or both of two ways any group member who does not participate in the work of the group. First, the group may refuse to allow the nonparticipating member to participate in the presentation. Second, group members may rate down the nonparticipating member on the Peer Evaluation Form. SPECIAL NEEDS I have experienced a gradual and permanent loss of hearing and wear hearing aids to compensate. I also speech-read in an attempt to understand you. Unfortunately, the hearing aids amplify background noise as well as individual voices. Please do not contribute to the background noise but speak directly to me. Because a hat usually obscures your face, avoid wearing a hat when conversing with me. And I ask for your patience when I request that you repeat a comment or question. If you possess any type of disability—including sight, hearing, or mobility—or special need—including learning problems—inform me at the beginning of the semester. The university and I will attempt to handle your special need in a way that maximizes your learning experience. Students with disabilities who believe they may need an accommodation in this class are encouraged to contact the coordinator of disability services at 477.2652 or 477.2047 (TTY) or in CMU 222 as soon as possible to ensure that accommodations are implemented in a timely fashion. IMPRESSION FORMATION You might want to dress for success when you come to class. You will soon begin searching for a job and some of the speakers can help with your job search. They are more likely to form a positive attitude toward you if you wear business attire. In addition, you can practice wearing the business attire. During your job interviews you

8 don't want to appear uncomfortable, as if you had never worn business attire. Business attire also creates positive attitudes in your peers and impresses your professors. Avoid wearing hats or caps in the building and especially in the classroom. Wearing headgear inside creates negative attitudes in older people. Indeed, experts on manners inform us that wearing headgear inside buildings violates cultural norms and is thus considered rude. Wearing a hat during class is prohibited. ATTENDANCE You will want to attend class on a regular basis. After all, we have a finite number of classes and you have already purchased the texts and paid tuition. Since you are responsible for all material covered in class whether you attend or not, if you must absent yourself from class check with another student for the material missed. Students with excessive absences should drop the class. Failure to attend is not an excuse for anything. Students who miss the quizzes/writing assignments or other things done in class cannot make them up. Students who miss their presentation times receive a zero grade for that presentation. ACADEMIC DISHONESTY Instances of academic dishonesty comprise a rare occurrence here. However, acts of dishonesty such as cheating on exams, submitting papers as your own when you have not composed them, stealing copies of exams, possessing copies of stolen exams, etc. should be avoided. The penalty for academic dishonesty may consist of a failing grade on the exam, paper, etc. or a failing grade for the course, and/or charges brought before the university administration. COURTESY Do not place your feet on the seats of other desks because neither other students nor I wish to sit in the glop your shoes can deposit. If you are extremely tired, you may want to sit on the floor and lean against the wall. Do not wear a hat in class. As everyone knows and the books of etiquette inform us, wearing a hat inside a building comprises rude behavior. Business students do not want to engage in rude behavior. TEACHING AND LEARNING SCHOOL OF BUSINESS MISSION First, faculty members provide quality undergraduate business education through excellent teaching and appropriate majors in business. We therefore prepare students from the tri-state region for successful and responsible careers in business. Second, we conduct applied and instructional research. Third, we serve our students, Minnesota State University Moorhead, and the community within our region. MSUM POLICY ON COURSE LEVEL Upper Division Courses Upper division courses are numbered 300 and 400. Typically they build on the background of the lower division courses. They may have one or both of the following characteristics. 1. They require analysis, synthesis, and integration of knowledge and skills from several specific areas in a discipline or from related disciplines. 2. They are built on a foundation of prerequisite lower division courses in liberal studies, a specific discipline, or a related field of study. Upper division courses enable students to study a major field in depth by building upon and integrating the knowledge gained in lower division courses. Upper division courses may also serve as an introduction to sub-fields within a discipline. Upper division courses are characterized by a more flexible structure that allows for a variety of approaches to the subject matter, a wide range of course material, an emphasis on independent study and/or research in the laboratory, library, studio or community. Students are expected to accept increasing responsibility for their own learning both inside and outside the classroom. Upper division courses typically emphasize comprehension, analysis, synthesis, evaluation, and application of knowledge. Evaluation of student performance at this level stresses such outcomes as comprehension and understanding of concepts, the ability to solve problems, and the ability to integrate knowledge. New School of Business Mission Statement (3-2-07) (More or less official) We provide a quality undergraduate business learning experience designed to prepare students for successful and responsible careers. Our qualified faculty engages in instructional, applied and basic research while serving the community. Student Learning Outcomes Students who graduate from Minnesota State University Moorhead with a major from the School of Business should be able to:

9 * Exhibit basic knowledge of business principles and processes. * Write in a clear and professional manner. * Prepare and deliver an effective business presentation. * Effectively use technologies appropriate to their discipline. * Identify and analyze ethical issues in a professional context.