Introduction to Class What will this class be like? Practical to life- application to personal life/ professional life Fun- role playing/corporate sales presentations Interactive- groups that discuss current topics

Grading 7 different ways to get a grade? Why? Two benefits All of your eggs are not in one basket. Mimics the real world. In the real world, it is not usually one thing you do that makes you a good employee, but many things. Get used to this self-discipline in many different areas.

Syllabus Go through completely Note: Library readings

Book Selling: Building Partnerships Weitz, Castleberry & Tanner – 9 th edition – NEW – spring, 2014

Tests Multiple choice – 50 questions ½ Book ½ Lecture & Examples

Sales Presentations Two Types Role play – 20 minutes When? – right after before mid-term exam What? - 20 minute interaction – 3 partners Winners chosen by class & advance to National Collegiate Sales Competition – each spring Chose own partners - same whole semester Why? Mimics corporate reality Preparation? – watch past winners/see syllabus

Sales Presentations Two Types Corporate Formal- 20 minutes When?- toward the end of the semester, so you will have learned how to do it What? written & oral corporate presentation Why? so much time out of the semester - because you learn by doing, watching, and grading Preparation? One written & oral presentation will be shown in class for demonstration purposes. Examples also available on-line & webpage

Special Considerations Dyslexia Texas Rehabilitation Center is a resource Tuition, tapes, tests

Relevant Experience Health care administrator – Hospital Corporation of America Seminars – own company – West Training & Seminars President of museum – Museum of Arts & Sciences, Macon, Ga.

Professor Background Awards/Honors – Partial List SIFE (International Champion – 2000 and 2011) 1 st in nation – Sales – 2004, 2008, 2009, 2010, 2011 “Best Professor” (1994) McCoyCollege of Business National Freedom Foundation Award for Excellence in Free Enterprise Education (1999) “Presidential Award for Excellence in Teaching” (1999) Alumni Teaching Award (2005) Articles – Partial list Product cross-selling and health care marketing Fortune 500 cover story Past/Current Experience Administrator of Coliseum Associates – H.C.A. Speaker/consultant to UT, IBM, TWACCC, EWTG Volunteer Experience President of the Board of Directors (Regional museum in Georgia) “Women in Business Advocate of the Year” (1992)

Four major parts of Text Part 1 – Knowledge & Skills Requirements Chapters 1-5 Part 2 – The partnership process Chapters 6-14 Part 3 – The Salesperson as Manager Chapters 15-17