MARK 3337 FALL 2021 syllabus Mc Andrews(1) PDF

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Cengage practice problems. extra credit. Helpful for the upcoming exam. Will help you i got an A using these....

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SYLLABUS Mark 3337 – Fall 2021

McAndrews

Marketing 3337 – PROFESSIONAL SELLING Fall 2021

Professor: Craig McAndrews Office: MH 375N Telephone: 713-743-4559 e-mail: [email protected]

Teaching Assistants: Reetika Saxena Email: [email protected] Office: MH 386K Office Hours: M/W/TH 10:00-3:00. TU 1:30-4:00. Please schedule an appointment using this link: https://calendly.com/reetikasaxena

Office Hours: In-person M/W 2 pm–4 pm MH 375N Open Virtual Zoom M/W 3 pm – 4pm: https://uh-edu-cougarnet.zoom.us/j/92320246827 Meeting ID: 923 2024 6827 Virtual by appointment - use link to schedule a meeting: Calendar Required Textbook:

Raheal Pasha Email: [email protected] Office: MH 386K Office Hours: Office Hours: M/W/TH 10:00-3:00. TU 11:302:30. Please schedule an appointment using this endl y-RahealPasha link:Cal

Selling Today: Partnering to Create Value 14th Edition Author: Manning, Ahearne and Reece (Prentice Hall) Print:  ISBN ISBN-13: 978-0134477404  ISBN-10: 0134477405  13th and International Editions are acceptable Required Online Resource: Packback: Subcription $29.00 – you will receive an email with login information or go to https://questions.packback.co/login for assistance. Asynchronous Online Courses (or asynchronous exam in another course format): This course is taught Asynchronously, which means there is no designated day or time assigned to the course (although optional synchronous sessions will be available). Asynchronous instruction generally involves accessing content, such as recorded lectures, readings, discussion prompts, assignments, and assessments during a flexible time frame, with due dates specified. This course will have exams which will be asynchronous. The dates and time windows of the exams are included in the syllabus. Prior to the exam, descriptive information, such as the number and types of exam questions, as well as procedures to follow if obstacles are encountered during the exam, may be provided. This ONLINE course focusses on professional selling and is designed to teach you about selling and how to sell effectively. Selling is a fundamental part of business and everyday life. You are called upon to sell all the time – whether it is an idea, product, service, or point of view. While our focus will be on selling in a business environment, you will find the concepts discussed in class to be applicable to succeed in a variety of interpersonal settings. The objectives of this class are for you to: 1) Improve your communication skills: verbal, written, and listening 2) Enhance your ability to work in teams 3) Understand each component of the selling process Page 1 of 12

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4) Learn the latest concepts concerning building and maintaining long-term relationships 5) Gain experience in executing each step of the selling process through role-play exercises If you participate in class, work closely with teammates, and complete assignments on time, you will improve your ability to sell your ideas and become more effective in representing yourself, and your company. You also will learn what is necessary to build long-term, profitable relationships with clients.

Virtual Office Hours: This course is solely online and will provide you clear instructions, videos, guidelines to ensure your success in the course. However, since we will not meet face to face for classes, there will be open virtual office hours and virtual Office Hours by appointment to meet with the professor and TA’s regarding class material, exams, and any other questions or concerns that might need to be addressed. To book a meeting with Professor McAndrews, use the link on page 1 of the syllabus. To book a meeting with your TA, please use the links on page 1 of the syllabus. Blackboard This is an ONLINE course that uses Blackboard to deliver the class content and assignments. Students will be required to access Blackboard regularly to stay up to speed on the course curriculum.

All communication on Blackboard will be monitored by the Teaching Assistants and will be responded to in a timely manner. For immediate communication with the professor, email directly at [email protected]. When emailing, please identify yourself with your name, team number and class section so that we can quickly address your situation. Class Participation = 85 points The more you put into the class, the more you will get out of it. Classes are a combination of video lecture, assignments, group projects and discussions. You are expected to participate. The more you participate, the more you learn and the easier the exams and assignments will be. Complete the daily activities and submit them on time. Ask questions regularly as there will be other students wondering the same thing.

Participation grades are calculated from quizzes that will be due following designated lectures and presentations. Each quiz is worth 5 points and there will not be opportunities for make-ups.

Material for the exams comes from the book chapters we cover and from lectures, therefore it is in your best interest to be fully engaged during each class session. In a nutshell, you will miss quite a bit of material if you miss a sessions.

Professionalism: ●

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Act with courtesy and respect at all times. All communication with your professor, teaching assistants and fellow students should be professional and respectful. Type all team assignments and include group number, each team member’s full name and your Peoplesoft ID number, and stapled or bound when turned in for grading.

Exams – 3 at 75 points each = 225 points There will be three multiple-choice exams containing questions from the textbook, lectures, class discussions, videos, guest speakers, and any outside material assigned and/or discussed. Each exam will be worth 75 points. Exams will be administered through Blackboard. They will be available during specific days and time. You will take them on Blackboard so please make sure you have a computer and internet access during the designated times. MAKE SURE YOU READ AND FOLLOW THE EXAM INSTRUCTIONS. There will be NO MAKEUP EXAMS. Packback Assignments – 4 Assignments at 5 points each = 20 points ALL PACKBACK ASSIGNMENT DETAILS ARE IN THE PACKABACK FOLDER IN BLACKBOARD.

PackBack is an online engagement tool utilized in higher education to engage students in critical thinking and questioning skills. This provides you the opportunity to learn to think critically and develop the art of asking thoughtful questions, which will lead to great conversations and problem solving. There will be 4 assignments linked to the Team Projects utilizing PackBack’s software.

Participation is a requirement for this course, and the Packback Questions platform will be used for online discussion about class topics. Packback is an online curiosity community where you can be fearlessly curious and ask BIG questions about how what we’re studying relates to life and the real world.

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Writing amazing questions and answers on Packback will: 

Help you develop writing skills necessary for any career path

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Reinforce the imperative skill of justifying thoughts with credible evidence- and then citing the evidence!

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Enhance critical thinking sought out by employers

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Deepen your understanding of the course by gaining diverse insights and perspectives from peers

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Train you on the importance of asking thoughtful, research based questions

Secret Shopper – 20 points The secret shopper assignment provides you the opportunity to better understand the buying and selling process. The goal of the assignment is to present yourself as a legitimate customer, so you can experience the selling process in real way. You will select ONE of the provided list of companies on the Secret Shopper Instructions Document, located in Course Content in Blackboard.

Team Participation – 50 points ●

Much of your grade for the semester will be based on working with a team. Employers look for success in getting things done with and through others. This is a great place to practice those skills.

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STUDENTS WILL BE ASSIGNED TO A TEAM OF 4. The group projects you will complete (discussed below) are an important part of this course. You will work with this team at different times throughout the semester so make sure you are in communication as soon as teams are announced.

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View this as an opportunity to learn the art and science of teamwork - a critical part of business life. As a team member, you will be expected to contribute to the team. "Slackers" beware! At the end of the semester, each teammate will evaluate your participation in completing the team assignments, and these peer evaluations will factor into your final grade and are worth 50 points.

Selling Project All material for Selling Project can be found in corresponding folders in course content: ●

Part I (30 Second Commercial/SPIN) This is an individual role-play assignment. The purpose of this assignment is to improve and assess your ability to ask questions and turn customer responses into actionable recommendations. Students will be required to individually perform a 5-minute role play where they will execute a 30 Second Commercial (who are you and what value can you bring) and SPIN (Situation, Problem, Implication, Need-Payoff) to an assigned buyer. This SPIN will be based on the same buyer profile as the Team Role Play exercise. Worth 50 points and grade is individual.

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Self Assessment – SPIN Role Play Video: You will watch your video and write a one-page summary assessing how well you conducted the following: Professional Dress and Introduction, Built rapport and relationship, Set Agenda, Asked Situation, Problem, Implication and Needs Payoff Questions, Related that you could meet their needs and asked for another meeting, Overall Communication Skills. This is worth 25 points and due via Blackboard.

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Part II (Selling Plan) This is a two to three-page team assignment. The purpose of the selling plan is to prepare your team for a successful sales call, and will include the following components: value Page 4 of 12

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proposition, features/benefits summary, competitive comparison, and a business proposal. Specific guidelines for this assignment will be discussed in class. The Selling Plan will be worth 75 points and is a team grade. ●

Part III (The Role Play) The purpose of the role play is to demonstrate the selling principles and techniques discussed in class over the course of the semester. Using the product or service that you will be selling from the case, your team will execute a team 10-minute virtual professional sales call that will be recorded while exhibiting your knowledge of and facility with critical elements of the selling process. Essentially, this exercise challenges you to pull all of the course material together and apply what you have learned in a simulated selling situation. There is a degree of "make believe" to it, but you will be graded strictly on your ability to use the selling principles and techniques discussed in class, not your acting ability. The role-play will be worth 100 points and is a team grade.

You and your teammates may prepare an outline to use in rehearsals, but DO NOT READ A SCRIPT during the videotaping. There is a 20 point penalty for doing so. The key to avoiding this penalty is to practice with your teammates before the day you are videotaped. Again, the best way to ensure that you make a high grade on the assignment is to practice every chance you get before the actual videotaping. (Practice is also what makes you a better salesperson!) Remember: ●

Videos must be submitted on time and all team members must participate.

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Business dress is required on the day that you sell. There will be an automatic point reduction for t-shirts (10 points), denim or shorts (10 points), or athletic shoes (10 points). In other words, you can lose a total of 30 points if you wear the preceding items to the role play, this is a Team Grade.

Late Assignments This ONLINE course provides the freedom for you to navigate the course on your own however it’s imperative you complete assignments on time. It is up to you to keep track of due dates for the assignments, so please refer to this syllabus and Blackboard often to keep abreast of the schedule. Please do not depend on the instructor to remind you of due dates. If circumstances happen that don’t allow you to complete assignments please EMAIL the PROFESSOR letting me know your situation so I can best accommodate you. If there is no communication, late assignments will not be accepted.

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COVID-19 Information Students are encouraged to visit the University’s COVID-19 website for important information including oncampus testing, vaccines, diagnosis and symptom protocols, campus cleaning and safety practices, report forms, and positive cases on campus. Please check the website throughout the semester for updates. Vaccinations Data suggests that vaccination remains the best intervention for reliable protection against COVID-19. Students are asked to familiarize themselves with pertinent vaccine information, consult with their health care provider. The University strongly encourages all students, faculty and staff to be vaccinated. Reasonable Academic Adjustments/Auxiliary Aids The University of Houston complies with Section 504 of the Rehabilitation Act of 1973 and the Americans with Disabilities Act of 1990, pertaining to the provision of reasonable academic adjustments/auxiliary aids for disabled students. In accordance with Section 504 and ADA guidelines, UH strives to provide reasonable academic adjustments/auxiliary aids to students who request and require them. If you believe that you have a disability requiring an academic adjustments/auxiliary aid, please contact the Justin Dart Jr. Student Accessibility Center (formerly the Justin Dart, Jr. Center for Students with DisABILITIES). Availability of Counseling Services Counseling and Psychological Services (CAPS) can help students who are having difficulties managing stress, adjusting to college, or feeling sad and hopeless. You can reach CAPS (www.uh.edu/caps) by calling 713-7435454 during and after business hours for routine appointments or if you or someone you know is in crisis. Also, there is no appointment necessary for the “Let's Talk” program, which is a drop-in consultation service at convenient locations and hours around campus. http://www.uh.edu/caps/outreach/lets_talk.html

Excused Absence Policy (required for all courses) Regular class attendance, participation, and engagement in coursework are important contributors to student success. Absences may be excused as provided in the University of Houston Undergraduate Excused Absence Policy and Graduate Excused Absence Policy for reasons including: medical illness of student or close relative, death of a close family member, legal or government proceeding that a student is obligated to attend, recognized professional and educational activities where the student is presenting, and University-sponsored activity or athletic competition. Under these policies, students with excused absences will be provided with an opportunity to make up any quiz, exam or other work that contributes to the course grade or a satisfactory alternative. Please read the full policy for details regarding reasons for excused absences, the approval process, and extended absences. Additional policies address absences related to military service, religious holy days, pregnancy and related conditions, and disability.

Recording of Class (required for all courses) Page 6 of 12

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Students may not record all or part of class, livestream all or part of class, or make/distribute screen captures, without advanced written consent of the instructor. If you have or think you may have a disability such that you need to record class-related activities, please contact the Justin Dart, Jr. Student Accessibility Center. If you have an accommodation to record class-related activities, those recordings may not be shared with any other student, whether in this course or not, or with any other person or on any other platform. Classes may be recorded by the instructor. Students may use instructor’s recordings for their own studying and notetaking. Instructor’s recordings are not authorized to be shared with anyone without the prior written approval of the instructor. Failure to comply with requirements regarding recordings will result in a disciplinary referral to the Dean of Students Office and may result in disciplinary action. Syllabus Changes (required for all courses) Due to the changing nature of the COVID-19 pandemic, please note that the instructor may need to make modifications to the course syllabus and may do so at any time. Notice of such changes will be announced as quickly as possible through a course announcement and a posted modified syllabus.

Bauer Code of Ethics and Learning Goals 1.

Bauer students shall maintain the standard of academic honesty set forth under the University of Houston’s Academic Honesty Policy;

2.

Bauer students shall respect other students, faculty, staff and the Bauer environment; and

3.

Bauer students shall maintain individual accountability and integrity. Learning Goals

Objective

Working Knowledge of Ethics and Legal Compliance

Students will demonstrate awareness of legal and ethical issues and a framework for resolving them by being texted on the importance of ethics and compliance on exams and by implementing them in their sales projects.

Disciplinary Competence

Students will demonstrate competence in their respective disciplines of professional selling by conducting video role plays on the SPIN Sales Technique, writing a sales proposal, and conducting a professional sales call video role play.

Communication Skills

Students will write in a correct business style using proper structure, spelling, language, and grammar by conducting video role plays on the SPIN Sales Technique, writing a sales proposal, and conducting a professional sales call video role play.

Critical Thinking

Students will apply problem solving models to business situations through creating an unique sales proposal that best highlights the features of a designated product/service that meets the needs of the “buyer profile/prospect” and demonstrating that through creating a presentation for a sales call video role play.

Statement about Teaching

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The Bauer College of Business has a policy that requires all of its instructors to be evaluated by their students. The results of these evaluations are important to provide feedback to instructors on how their performance can be improved. In addition, these evaluations are carefully considered in promotion, salary adjustment, and other important decisions.

Grading Summary Final grades will be determined as follows: ●

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Exams o

Exam 1 (Ch. 1 – 5)

– 75 points

o

Ex...