IDIS 330 S2015 - meTEXAS A&M UNIVERSITY IDIS 330-Sales Engineering Spring 2015 Designated C Course by the University Writing Center Failure to earn a

IDIS 330 S2015 - meTEXAS A&M UNIVERSITY IDIS 330-Sales...

This preview shows page 1 - 3 out of 9 pages.

meTEXAS A&M UNIVERSITY IDIS 330-Sales Engineering Spring 2015 Designated “C” Course by the University Writing Center Failure to earn a passing grade on the writing and speaking requirements precludes the assignment of C credit, irrespective of the student’s making a passing grade for the entire course on a straight calculation basis. Students cannot receive C credit for this course without earning a passing grade on the communication component. Instructor: Norm Clark Office: Fermier Hall, Room 205C Office Hours: After class and by appointment Telephone: (979) 847-9076 E-mail: [email protected] Website: Section 930 – TR, 8:00-9:15 a.m., Fermier 303 Section 931 – TR, 9:35-10:50 a.m., Fermier 303 Course Description Sales 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 Outcomes Students 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 applications Students will develop a basic level of proficiency for utilizing the selling techniques being taught through role-play and video-taped exercises Students will be able to identify practical applications for sales management techniques that they learn through case studies Students will improve their overall levels of confidence and professionalism when interacting with others Prerequisites IDIS 340 – Manufacturer Distributor Relations Course Format The 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 Notes Available to download on the website Books-Required Fundamentals of Industrial Distribution: The Sales Process, Mitchell Harper and Clark Monday Morning Leadership , David Cottrell
Image of page 1
Video Lab Each 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 Procedures You are expected to abide by the Aggie Honor Code. “An Aggie does not lie, cheat or steal or tolerate those who do.” There is a zero tolerance for academic dishonesty. Violations will result in an "F" for the course. Additional repercussions will be determined by the program coordinator in compliance with Texas A&M regulations.
Image of page 2
Image of page 3

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture