1. 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

2. 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.

3. Syllabus
Go through completely
Note: Library readings

4. Textbook Selling: Building Partnerships
Weitz, Castleberry & Tanner – 10th edition NEW – 2018

5. Tests Multiple choice – 50 questions 1/3rd - Textbook
2/3rds - Lecture & Examples

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

7. Corporate Formal- 20 minutes
Sales Presentations
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
Who? Same partners
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 webpage (not TRACS)

8. Individual Written Project
Professional sales letter of yourself!
Copyrighted
Easy to do
Highly effective
Immediately useful
3 weeks of preparation time – due with mid-term

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

10. Professor’s Relevant Experience
Health care administrator – Hospital Corporation of America
Seminars – own company – West Training & Seminars
President of museum – Museum of Arts & Sciences, Macon, Ga.
Founding Director – Center for Professional Sale

11. About the Professor 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” - Small Business Adm.
Awards/Honors – Partial List
SIFE International Champion – 2000 & USA champion 2000, 2011, 2014)
1st in nation – Sales – 2004, 2008, 2009, 2010, 2011, 2012, 2013, 2014, 2015, 2016, 2018
“Best Professor” (1994 & 2014)
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)

12. 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