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ADMINISTRATIVE
STUFF
Dr. James Eckert
3248 Schneider Hall
387-5799
jim.eckert@wmich.edu
To cut down on SPAM this is not a "mail to"
link.
OFFICE
HOURS:
Tue-Thurs
3:30 - 5pm
Weds Only
Noon - 2pm
Talk to me
after class
Or set an
appointment
LINKS
FOR STUDENTS
Visit
the SBMA Website
Visit
Dr. Eckert's Business Page
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ASSIGNMENTS
GENERAL ASSIGNMENTS
60 Second Introduction
Code
of Ethics Assignment Description
Purposeful Research Assignment
Spotlighting Assignment Description
Spotlighting Assignments - 9:30am
Spotlighting Assignments - 11am
NetSuite Take Home Quiz
Cheat Sheet Assignments
Cheat Sheet Example (Selling Basics)
In-Class Role-Play Assignments
Scenario #1 & #2
Scenario #3 & #4
Scenario #5 & #6
Relationship Building Plan
Early
Career Cheat Sheet Assignment Description
PHONE CALL ASSIGNMENTS:
Phone Call Assignment Description
Insurance Industry Register Document - used for the phone call assignment
NETSUITE ROLE-PLAY ASSIGNMENTS
NetSuite Role Play Assignment Description
NetSuite Product Information
NetSuite Role-Play Scenario (NEW!)
Netsuite Role-Play Scorecard
NetSuite Role Play Review
NetSuite Call Flow Chart
Netsuite Example Video
NEGOTIATION RELATED ASSIGNMENTS
Job Offer Case
Negotiation
Case Assignment Description
(Prep Worksheet & Final Case Report)
FINAL SALES CALL DOCUMENTS:
Final Call Scenario
Call #1 Assignment
Call #2 Practice Call
Call #2 Assignment
Call #1 and #2 Review
Assignment Description
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OTHER
RESOURCES
Quiz
Study Tips
Business Document Formatting Tips
Sales Call #1 Evaluation
Form
Sales Call #2 Evaluation Form
Purposeful
Questioning Worksheet
Public
Speaking Tips
Negotiation
Issue Worksheet
Sales
Success in Six Months
LECTURE MATERIALS
Selling Fundamentals
Video Lecture Series Library
Access entire Video Library Here
INDIVIDUAL VIDEOS
V1: Selling Fundamentals (25:24)
V2: Prospecting (56:08)
V3: Gaining Appointments (70:08)
V4: Purposeful Research (32:16)
V5: The CLAP Model (29:28)
V6: Purposeful Questioning (68:02)
V7: Questiong & Listening (51:52)
V8: Purposeful Presenting (46:07)
V9: Overcoming Issues (51:31)
V10: Gaining Committment (24:58)
V11: The EDGE Model (11:16)
V12: Relationship Building 101 (26:41)
V13: Negotiation Fundamentals (22:12)
PowerPoint Slides (Chapter/Video))
Selling Fundamentals (C1/V1)
Prospecting
(C4/V2)
Appointment Setting
(C5/V3)
Starting Strong (C6/V4)
CLAP Model (C6/V5)
Purposeful Questioning (C7/V6)
Questioning & Listening (C8/V7)
Purposeful Presenting (C9/V8)
Handling Objections (C10/V9)
Closing (C11/V10)
EDGE Model (C12/11)
Relationship Building 101
(C15/V13)
Negotiation - All Slides |
