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BA 491 Personal Selling

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Title: BA 491 Personal Selling


1
BA 491 Personal Selling
  • Welcome to BA 491!

2
E-Mail Sent Out Yesterday
  • Syllabus and Schedule sent out yesterday
  • If you didnt get it, either
  • Youre not registered for the class
  • You need to visit the computer help desk in the
    basement of Bexell

3
BA 491 Personal Selling
  • Dr. Keven Malkewitz
  • Office 410 Bexell Hall
  • Phone 737 3688
  • E-mail keven.malkewitz_at_bus.oregonstate.edu
  • Meet in 415 Bexell Hall
  • Section 001 TT 800-950 AM
  • Section 002 TT 1000-1150 AM

4
BA 491 Personal Selling
  • Office Hours
  • Tuesday
  • 700-750 am in Bexell 410
  • 1200 1250 pm in Weatherford EG 08
  • Thursday
  • 700-750 pm in Bexell 410

5
Students with Disabilities
  • Accommodations are Available for Students with
    Disabilities
  • Please See or Contact Me
  • Note-taker Needed
  • 34.00 per credit hour
  • 2.5 GPA
  • Ability to take accurate, legible notes

6
BA 491 Personal Selling
  • Introduction

7
My Background
  • Grew Up in Michigan
  • Hope College English/Business Double Major
  • 15 Years with adidas
  • PhD From Oregon
  • Marketing -Consumer Behavior

8
My Background
  • Personal Selling
  • Footlocker
  • Athletes/Teams
  • Consumer Goods
  • Consulting
  • Resaerch
  • Product Design and Visual Fluency Research
  • Resume in Shared Folder (CV)

9
Personal Selling Question
  • Product Briefs
  • How is this related to Personal Selling?
  • What are the challenges in obtaining them?
  • Best way to get them?

10
Product Briefs
  • Knowledge content
  • Attributes (FSE)
  • Influences
  • Development
  • Cycle time
  • Quality of output
  • Product innovation charter (PIC) differences


11
Todays Overview
  • Introductory Lecture
  • Student Introductions
  • Preview of Thursdays Lecture
  • Assignments for Thursday

12
Introductory Lecture
  • Why Are We Here?
  • Required Text and Materials
  • Class Format and Schedule
  • Our Principles
  • Syllabus Details

13
Why Are We Here?
  • Customer Reasons (Needs)
  • Fulfills Marketing Option Credits
  • Interest in Topic
  • My Reasons
  • A Football Tee
  • My Chosen Profession

14
Required Texts Sources
  • Text Selling ASAP Art, Science, Agility,
    Performance (Jones, Stevens, and Chonko,
    Thomson-Southwestern)
  • All Other Materials Available on
  • COB Website gt Student Services gt Course materials
    gt BA 491
  • http//classes.bus.oregonstate.edu/ba491/

15
Required Texts Sources
  • Selected Text for
  • Breadth
  • Focus on Personal Selling Skills
  • Focus on Selling Process
  • Mediquip Case
  • Role Play
  • Knowledge-Building

16
Website
  • Lectures plus
  • Assignments
  • Five-Paragraph Essays, Grammar Hints
  • Malkewitz Resume

17
Class Format Overview
  • Open Floor
  • Overview
  • Class (Interactive)
  • Lecture
  • Videos
  • Guest Speakers
  • Wrap-up and Preview
  • Assignments

18
Class Format
  • Open Floor (5 minutes)
  • Overview of that Days Class (5 Minutes)
  • Review
  • Preview

19
Class Format
  • Interactive Class (75 minutes)
  • Chapter Lectures Questions Discussion
  • Videos
  • 3-Minute Drills
  • Break

20
Class Format
  • Wrap-up and Preview (5 Minutes)
  • Review of Class
  • Preview of Next Class
  • Assignments (5 Minutes)
  • Responsibilities for Next Class

21
Class Schedule
  • Class Dates
  • Assignments for each Date
  • Scheduled Test Dates

22
Our Principles
  • Open Communication
  • Respectful Environment
  • Share Experiences
  • Accountability and Integrity

23
Our Principles
  • Accessibility
  • Participation and Preparation
  • Struggle for Answers, Enjoyable Learning

24
Principles
  • Please be Respectful of Others
  • Appropriate Sound Level
  • Food and Drink
  • Entering, Exiting, and Moving
  • Appropriate Time for Graded Work

25
Syllabus
  • Course Information
  • Course Description and Objectives, Overview
  • Grading Information
  • Course Policies

26
Goals of Graded Work
  • Quizzes for Test Prep
  • To Determine the Level of Comprehension
  • Student and Instructor Performance Feedback
  • Quantitative Evaluation

27
Grading
  • 6 Quizzes (50, Drop Low Score) 250
  • 2 Writing Assignments (125 Each) 250
  • 2 Tests (125 Points Each) 250
  • Final (250 Points, Cumulative) 250
  • Total Points 1000

28
Grading - Quizzes
  • 50 Points Each
  • Take Six, Drop Low Score
  • Multiple Choice
  • Focus is on Questions for that Day
  • Unannounced
  • Average Grade is 95 if you Prep for Class, 50
    if You Dont, 0 if You Dont Take It

29
Grading Writing Assignments
  • 125 Points each
  • Two Assignments (One warm-up assignment before
    the two 125-point assignments)
  • Five-Paragraph Essay (Example on Web)
  • Paragraph One Intro
  • Paragraphs Two, Three, and Four Body
  • Paragraph Five Conclusion
  • 12-Point Verdana Font, 1 Inch Margins, Name
    Placed in Header

30
Grading - Tests
  • 125 Points
  • Multiple Choice
  • Principle
  • Theories
  • Definitions
  • In-Class Material
  • Problems

31
Course Policies
  • Make-up Test and Quiz Policy
  • Changes in Schedule
  • Announced in Class
  • Posted on Web
  • e-mailed to You

32
Lecture Wrap-Up
  • Introductory Lecture
  • Why Are We Here?
  • Required Text
  • Class Format and Schedule
  • Our Principles
  • Syllabus Details
  • Student Introductions
  • Preview and Assignments

33
Introductions
  • Interview a Classmate
  • Name Hometown
  • Major
  • The First thing that You Ever Sold was?

34
Preview of Chapter 1
  • Selling ASAP Selling is being viewed today as an
    Art and a Science, with an emphasis on practicing
    Agility to enhance Performance

35
Building Relationships
  • Satisfied customers repeat their purchases
    because they are satisfied with the value of the
    relationship
  • Taking care of existing customers reduces sales
    cycle time and increases efficiency

36
Taking a Lifetime View of Customers
37
B2B and B2C
  • Business-to-Business (B2B) Selling
  • The salesperson represents a company and sells to
    other companies
  • Business-to-Consumer (B2C) Selling
  • The salesperson sells directly to the consumer

38
Role-Playing Scenario
  • Why are You Interested in the Sales Engineer
    Position?
  • What Does it Take to be Successful in Sales?
  • Relate Your Personal Strengths to Being a Sales
    Engineer for Mediquip

39
Knowledge Building Case
  • Mediquip Strengths and Weaknesses?
  • Does Thaldorf Make Good Use of Mediquip
    Strengths?
  • Does Thaldorf Do Anything to Overcome Mediquip
    Weaknesses?

40
Assignments for Thursday
  • Read Chapter 1 (Selling ASAP)
  • Questions 1, 5, 6, 9, 11
  • Read Mediquip Case (p. 407-415)
  • Prepare Role Play Scenario
  • Questions 1, 2, 3
  • Knowledge-Building Case II
  • Questions 3, 4, 5

41
BA 491 Personal Selling
  • Thanks for Your Attention, See You on Thursday!

42
Todays Overview
  • Introductory Lecture
  • Student Introductions
  • Preview of Wednesdays Lecture
  • Assignments for Wednesday

43
Notetaker
  • http//ds.oregonstate.edu to sign up online
  • or they can come to the Disability Access
    Services office to sign up as a Notetaker, and to
    receive further instructions regarding the DAS
    program.
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