Tentative Schedule Fall 2010
Handout links will be made available at the end of each lecture.
| Week | Class | Day | Handouts | Topics | Readings/Assignments |
|---|---|---|---|---|---|
| 1st | 1 | August 26, Thursday | Introduction |
First exercise due next class. "U.S. Fresh Produce Markets" (Full Article) Discussion questions for "U.S. Fresh Produce Markets" "U.S. Fresh Fruit and Vegetable Marketing" (glossary only) “Understanding the Dynamics of Produce Markets: Consumption and Consolidation Grow” (glossary only) |
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| 2nd | 2 | August 31, Tuesday | Lecture 1 |
Course Coordination and Expectations Marketing, Sales and Planning
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Chapter 7 – Agriselling In class chapter questions: 1,3,4, and 5 Exercise 1 due: Your Information August 31: Last Day to Add |
| 3 | September 2, Thursday | Lecture 2 |
Trends in the Food Industry |
Discussion of articles |
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| 3rd | 4 | September 7, Tuesday | Lecture 3 |
ECR Initiative |
Discussion questions King & Phumpiu 1 through 4 |
| 5 | September 9, Thursday | Lecture 4 |
Value chain and value system Downey Chapter 6 |
Chapter 6 – Value and Worth Questions 1 - 4 |
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| 4th | 6 | September 14, Tuesday | Lecture 5 |
Value chain and value system
Inventory Management
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HEB thorough analysis due and In-Class Discussion SPAULDING AND WOODS discussion questions No assistance on M&S #1 after today’s class Last day to drop a class w/o a grade |
| 7 | September 16, Thursday | Inventory Management | |||
| 5th | 8 | September 21, Tuesday | Lecture 6 | New Product Development | |
| 9 | September 23, Thursday | Lecture 7 | Pricing New Products | ||
| 6th | 10 | September 28, Tuesday | Lecture 8 |
Begin sales Introduction – What is selling? Personal Selling, Why become a salesperson? |
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| 11 | September 30, Thursday | Lecture 9 |
Communications Theory and Applications |
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| 7th | 12 | October 5, Tuesday |
M&S ASSN #2 due |
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| 13 | October 7, Thursday | ||||
| 8th | 14 | October 12, Tuesday | Lecture 10 |
Buying Decision Process, Adoption of Technology Review and preparation for the midterm exam. |
Chapter #4 Why People Buy Chapter #5 How People Buy |
| 15 | October 14, Thursday |
Mid-Term EXAM!! Be in class on-time. |
Midterm Review Sheet | ||
| 9th | 16 | October 19, Tuesday | Lecture 11 |
Preparation and Planning (continued) |
Chapters 9 and 10 |
| 17 | October 21, Thursday | Preparation and Planning (continued) |
Chapters 9 and 10 |
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| 10th | 18 | October 26, Tuesday |
Preparation and Planning Sales Call
|
Chapters 9 and 10 Chapter 11 |
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| 19 | October 28, Thursday | Lecture 12 |
Opening |
Chapter 13 |
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| 11th | 20 | November 2, Tuesday | Lecture 13 |
The Presentation |
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| 21 | November 4, Thursday | Lecture 14 |
Handling Objections |
Chapter 14 November 5: Last day to withdraw from a class |
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| 12th | 22 | November 9, Tuesday | Lecture 15 |
Finish Handling Objections Closing the Sales Call |
Chapter 15 Assign Questions for Guest Lecturers Outline of "No Thanks, Just Looking" and Video homework questions |
| 23 | November 11, Thursday | Guest Speaker |
Guest Speaker Alec Russell of Greenline Implement in Danville, KY |
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| 13th | 24 | November 16, Tuesday | Lecture 16 | Service and Follow Up | Chapter 16 Service & Follow-up discussion Questions 2, 3 & 4 |
| 25 | November 18, Thursday | Sales Video Exercise - No Thanks,
Just Looking Time and Territory Management |
Evaluation Form (to be sent to Dr. Robbins by person you shadowed -bonus points) |
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| 14th | 26 | November 23, Tuesday | No Class, THANKSGIVING | ||
| November 25, Thursday | No Class, THANKSGIVING | ||||
| 15th | 27 | November 30, Tuesday | Shadowing experience reports |
M&S ASSN #4 due |
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| 28 | December 2, Thursday | Shadowing experience reports | |||
| 16th | 29 | December 7, Tuesday | Lecture 17 | ||
| 30 | December 9, Thursday | Final Exam review | Final exam review sheet | ||
| 17th | 31 | December 16, Thursday |
Final
Exam
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