meTEXAS A&M UNIVERSITYIDIS 330-Sales EngineeringSpring 2015Designated “C” Course by the University Writing CenterFailure to earn a passing grade on the writing and speaking requirements precludes the assignmentof C credit, irrespective of the student’s making a passing grade for the entire course on a straightcalculation basis. Students cannot receive C credit for this course without earning a passing gradeon the communication component.Instructor:Norm ClarkOffice:Fermier Hall, Room 205COffice Hours:After class and by appointmentTelephone:(979) 847-9076E-mail:[email protected]Website:Section 930 – TR, 8:00-9:15 a.m., Fermier 303Section 931 – TR, 9:35-10:50 a.m., Fermier 303Course DescriptionSales and sales management techniques for analyzing distribution challenges and providing solutions through effective communication techniques; establishing credibility, effective questioning techniques, developing solutions, presenting solutions, anticipating objections and gaining commitment, plus techniques for recruiting, training, leading and compensating an effective sales organization.Learning OutcomesStudents will be able to identify the steps of a Solution-Based Selling Process and relate this process to the marketing and promotional mix as it applies to Industrial Distribution applicationsStudents will develop a basic level of proficiency for utilizing the selling techniques being taught through role-play and video-taped exercisesStudents will be able to identify practical applications for sales management techniques that they learn through case studiesStudents will improve their overall levels of confidence and professionalism when interacting with othersPrerequisitesIDIS 340 – Manufacturer Distributor RelationsCourse FormatThe course will consist of the presentation and demonstration of techniques, class discussions, role-play and video-taped exercises, case studies, class presentations, guest speakers, writing assignments, and exams.Class NotesAvailable to download on the websiteBooks-RequiredFundamentals of Industrial Distribution: The Sales Process, Mitchell Harper and ClarkMonday Morning Leadership, David Cottrell
Video LabEach student will role-play three projects in the video lab during the semester. This totals 300 video-taping sessions for all students in both sections. It is critical that you work with your lab instructor Sophie Newman<[email protected]>, to schedule time for your three role play projects.There will be sign-up sheet for each session in the video lab.Policies and ProceduresYou are expected to abide by theAggie Honor Code.“An Aggie does not lie, cheat or steal or toleratethose who do.” There is a zero tolerancefor academic dishonesty. Violations will result in an "F" for the course.Additional repercussions will be determined by the program coordinator in compliancewith Texas A&M regulations.