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Schedule

The schedule below outlines the topics we will be covering in this course, along with the associated time frames and assignments. Note that assignments are due based on Eastern Time (ET). This ensures that all students have the same deadlines regardless of where they live. All lesson assignments must be submitted by 11:59 PM (ET) on the last day of the timeframe indicated below for the lesson.

Discussion forum first posts are due by Thursday at 11:59 pm of the lesson week assigned. A minimum of two (2) responses are due by Sunday at 11:59 pm of the lesson week assigned.

Lesson 1: Adventures in Personal Selling

Readings:
  • Lesson 1 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 1: "The Life, Times, and Career of the Professional Salesperson"

Assignments:
  1. Complete the Academic Integrity Tutorial and submit certificate of achievement
  2. Introduce Yourself Discussion
  3. The Sales Journey Discussion
  4. Sales Job Analysis Assignment
Lesson 2: The Legal and Ethical Obligations of Sales Professionals

Readings:
  • Lesson 2 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 2: "Ethics First...Then Customer Relationships"

Assignments:
  1. My Code of Ethics Video Discussion
Lesson 3: Buyer Behavior

Readings:
  • Lesson 3 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 3: "The Psychology of Selling: Why People Buy"

Assignments:
  1. Features, Advantages, Benefits Video Discussion
Lesson 4: Communication and Persuasion Theory

Readings:
  • Lesson 4 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 4: "Communication for Relationship Building: It's Not All Talk"

Assignments:
  1. Elevator Pitch Discussion
Lesson 5: Sales Knowledge

Readings:
  • Lesson 5 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 5: "Sales Knowledge: Customer, Products, Technologies"

Assignments:
  1. Quiz 1: Lessons 1-5
  2. Sales Knowledge Quiz
Lesson 6: Prospecting

Readings:
  • Lesson 6 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 6: "Prospecting-The Lifeblood of Selling"

Assignments:
  1. Salesperson Shadowing Assignment - Identification of Professional
  2. Prospect Appointment Video Assignment
Lesson 7: Sales Call Planning and Preparation

Readings:
  • Lesson 7 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 7: "Planning the Sales Call is a Must!"

Assignments:
  1. Prospect Planning Assignment
Lesson 8: Sales Technology and Visual Aids

Readings:
  • Lesson 8 Course Commentary

Assignments:
  1. Excel Assignment
  2. PowerPoint Assignment

Lesson 9: Presentation Styles

Readings:
  • Lesson 9 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 8: "Carefully Select Which Sales Presentation Method to Use"

Assignments:
  1. Presentation Styles Discussion
Lesson 10: Starting the Presentation, Rapport and Probing

Readings:
  • Lesson 10 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 9: "Begin Your Presentation Strategically"

Assignments:
  1. Quiz 2: Lessons 6-10
  2. Probing Video Assignment
Lesson 11: Elements of a Great Presentation

Readings:
  • Lesson 11 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 10: "Elements of a Great Sales Presentation"

Assignments:
  1. A Great Sales Presentation Discussion
Lesson 12: Overcoming Objections

Readings:
  • Lesson 12 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 11: "Welcome Your Prospect's Objections"

Assignments:
  1. Overcoming Objections Assignment
Lesson 13: Closing

Readings:
  • Lesson 13 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 12: "Closing Begins the Relationship"

Assignments:
  1. Closing the Deal Assignment
Lesson 14: Post-sales Service and Customer Retention

Readings:
  • Lesson 14 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 13: "Service and Follow-up for Customer Retention"

Assignments:
  1. Post-sales Service Discussion
  2. Job Shadowing Report
Lesson 15: Time and Territory Management

Readings:
  • Lesson 15 Course Commentary
  • ABC's of Relationship Selling through Service, Chapter 14: "Time, Territory, and Self-management: Keys to Success"

Assignments:
  1. Quiz 3: Lessons 11-14
  2. Wrapping Up Discussion

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