Tentative Schedule Fall 2012
Handout links will be made available at the end of each lecture.
| Week | Class | Date | Handouts | Topics | Readings/Assignments |
|---|---|---|---|---|---|
| 1 | 1 |
August 23, Thursday |
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Introduction plus Course Coordination and Expectations |
First exercise(your information) due next class. Read Chaper 1 ProSelling. Pepare to discuss Questions 1 & 2 (the Paul Nobbe Example P.22; animal health company reps P.28; Ag computer solutions sales rep P.29)
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| 2 | 2 |
August 28, Tuesday |
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First Excercise Due Chapter 1 ProSelling Last day to add
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Read Chapter 2 Answer Questions 1,2,3,4,5 (the home purchase example on P.38 & the Farm Credit Example on P.40) |
| 3 |
August 30, Thursday |
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Discussion Questions |
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| 3 | 4 |
September 4, Tuesday |
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Inventory Management
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| 5 |
September 6, Thursday |
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Inventory Management |
Read Spaulding & Woods New Product Article Prepare discussion questions |
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| 4 | 6 |
September 11, Tuesday |
New Product Development Questions
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New Product Marketing
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Read Pricing New Products Prepare discussion questions |
| 7 |
September 13, Thursday |
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New Product Marketing |
Read Chapter 4 Answer Questions 2,3,4 (The 3 prosepcting strategies example P.94-95; Trade Show examples P. 100-101; Trageting prospectings Kylene D. of John Deere P. 102-103) |
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| 5 | 8 |
September 18, Tuesday |
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New Product Pricing
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| 9 |
September 20, Thursday |
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Chapter 4 Prospecting |
In Class Calloway Case Study Hand out PPI Case
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| 6 | 10 |
September 25, Tuesday
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Prospecting, Preparing and Planning
PPI Case Assigned |
Read Chapter 5 Answer Questions: 1. Explain Maslow's need heirarchy. 2. What is the 5-step buying process? 3. List and explain the importance of 5 types of adopters. 4. Define and explain the value of an opinion leader. 5. Define and explain DISC communications model. Answer the handout questions for the end-of-chapter case Wilhem Van Eyck |
| 11 | September 27, Thursday
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Chapter 5 Understanding Customers Wilhelm Van Eyck and PPI Discussion |
Chapter 5 (Maslow's heirarchy 116-119 and TA 135-144) |
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| 7 | 12 | October 2, Tuesday
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Communication Theory and Application
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M&S ASSN #2 due Read Chapter 6 Answer Questions 1,2,3 |
| 13 | October 4, Thursday
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Chapter 6 |
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| 8 | 14 | October 9, Tuesday
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Catch up and Review |
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| 15 | October 11, Thursday
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Mid-Term EXAM!! Be in class on-time. |
Read Chapter 8 Answer Questions 1, 2, 4, 5 |
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| 9 | 16 | October 16, Tuesday
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Read the dairy farmer and retailer purchasing a computer and software examples, (P 227 next to last paragraph) & Kevin the swine genetics rep (pp228-9) |
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| 17 | October 18, Thursday
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Finish the Presentation |
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| 10 | 18 | October 23, Tuesday
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Role Plays
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Read Chapter 9 Answer Questions 1, 2, 4, 5, 6 Pay special attention to the Tom Giese example on p 265 and the italicized example responses on pp 269 -277. |
| 19 | October 25, Thursday
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7 Ways to Make Customers Love You Fishy Lease Role Play Suggestions
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Chapter 9 Dealing with Resistance (Objections)
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Read Chapter 10 Answer Questions 1, 2, 3, 4, 5, 6 |
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| 11 | 20 | October 30, Tuesday
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| 21 | November 1, Thursday
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Read Chapter 11 Answer Questions 1, 2, 3, 4, 5, 6 |
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| 12 | 22 |
November 6, Tuesday
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NO CLASS Presidential Election Day |
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| 23 | November 8, Thursday
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Paraphrasing Quiz and Signature Creating Customer Satisfaction and Professionalism
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Chapter 12 Tools and Tips |
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| 13 | 24 | November 13, Tuesday
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Shadow Paper Prep Tools and Tips
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CAB Case |
| 25 | November 15, Thursday
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CAB Role Play
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| 14 | 26 | November 20, Tuesday
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NO CLASS for Shadowing Project Time
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November 22, Thursday
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NO CLASS for Thanksgiving
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| 15 | 27 | November 27, Tuesday
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Shadowing experience reports
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M&S ASSN #3 due M&S ASSN #4 due Presentations begin |
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| 28 | November 29, Thursday
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Shadowing experience reports
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Presentations continue |
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| 16 | 29 | December 4, Tuesday
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Time and Territory Management
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| 30 | December 6, Thursday
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Give Group Prizes Finish leftovers Final Exam review |
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| 17 | December 12, Wednesday 8:00 AM |
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Final
Exam
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