BA 491 Personal Selling

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BA 491 Personal Selling

• Welcome to BA 491!

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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

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BA 491 Personal Selling

• Dr. Keven Malkewitz
• Office 410 Bexell Hall
• Phone [phone]
• 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

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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

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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

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BA 491 Personal Selling

• Introduction

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My Background

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

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My Background

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

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Personal Selling Question

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

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Product Briefs

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

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Todays Overview

• Introductory Lecture
• Student Introductions
• Preview of Thursdays Lecture
• Assignments for Thursday

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Introductory Lecture

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

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Why Are We Here?

• Customer Reasons (Needs)
• Fulfills Marketing Option Credits
• Interest in Topic
• My Reasons
• A Football Tee
• My Chosen Profession

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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/

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Required Texts Sources

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

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Website

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

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Class Format Overview

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

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Class Format

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

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Class Format

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

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Class Format

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

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Class Schedule

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

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Our Principles

• Open Communication
• Respectful Environment
• Share Experiences
• Accountability and Integrity

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Our Principles

• Accessibility
• Participation and Preparation
• Struggle for Answers, Enjoyable Learning

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Principles

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

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Syllabus

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

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Goals of Graded Work

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

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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

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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

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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

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Grading - Tests

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

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Course Policies

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

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Lecture Wrap-Up

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

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Introductions

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

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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

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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

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Taking a Lifetime View of Customers
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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

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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

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Knowledge Building Case

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

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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

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BA 491 Personal Selling

• Thanks for Your Attention, See You on Thursday!

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Todays Overview

• Introductory Lecture
• Student Introductions
• Preview of Wednesdays Lecture
• Assignments for Wednesday

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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.