MKTG 3600
PROFESSIONAL SELLING
WESTERN MICHIGAN UNIVERSITY
Fall 2011

Administrative Details

Instructor: Dr. Jim Eckert
Office: 3245 Schneider
Phone:269-387-0363
E-Mail: jim.eckert@wmich.edu
Office Hours:
Tues/Thurs: 10am - Noon
Wednesday:Noon - 2pm

READINGS

Social Styles Article

Social Styles Handout

Take Home Quiz for Chapter 1
Chapter 1

SPOTLIGHTING

Spotlighting Assignment Description

EXERCISES

E1 - Social Styles .... (pdf version)
E2 Research ....... (pdf version)
E3 - Needs ID...... (pdf version)
E4 - Presenting
E5 - Relationship Building
E6 - Just Ask

I have posted pdf versions of E1/2/3 for those having trouble downloading the word versions of E1/2/3.

IN-CLASS ROLE-PLAYS

Role-Play Assignment Description & Scenarios

Student Assignments

Insurance Industry Newsletter document

In-Class Role-Play Grading Forms
Needs ID
Presenting
Objections
Closing

SPEED SELLING

Speed Selling Assignment Description

Speed Selling Review

Example Speed Selling Video

Speed Selling Flow Chart

APPOINTMENT PHONE CALL

Phone Call Assignment Description

Insurance Industry Newsletter document

Grading Form for Phone Call Assignment

SALES CALL

Example of Sales Call Evaluation Form

Sales Call Assignment Description

Sales Call Scenario

Sales Call Review Assignment Description

Sales Call Flowchart

Example Video of CMR call

Visit Dr. Eckert's Business Page: PartnerBuilding.com