Relationship Selling
WEEKLY READING ASSIGNMENT

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Relationship Selling
WEEKLY READING ASSIGNMENT

The purpose of this chart is to give you a single place to see the whole semester at a glance for chapter assignments, exam dates, and what chapters are covered by the exams. For a complete view of all the assignments due each week go to the Weekly folders under ASSIGNMENTS.

 

Week

Chapter

Chapter Topic

Week 1 Introduction Becoming familiar with the Blackboard 6 environment. Introduce yourself online. Meet your classmates online in the Cyber Lounge and Discussion Board.
Chapter 1 Selling and Sales People
Week 2 Chapter 2 Building Partnering Relationships
Week 3 Chapter 3 Ethical and Legal Issues in Selling
Week 4 Chapter 4 Buying Behavior and the Buying Process

Exam #1

Chapters 1,2,3,4
Week 5 Chapter 5 Using Communication Principles to Build Relationships
Week 6 Chapter 6 Adaptive Selling For Relationship Building
Week 7 Chapter 7 Prospecting
Week 8 Chapter 8 Planning the Sales Call
Exam #2 Chapters 5,6,7,8
Week 9 Chapter 9 Making the Sales Call
Week 10 Chapter 10 Strengthening the Presentation
Week 11 Chapter 11 Responding to Objections
Week 12 Chapter 12 Obtaining Commitment
Exam #3 Chapters 9,10,11,12
Week 13 Chapter 13 Formal Negotiating
Week 14 Chapter 14 After the Sale: Building Long-Term Partnerships
Week 15 Chapter 15 Managing Your Time and Territory

Exam #4

Chapters 13,14,15

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