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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 |