S01 - 3010 - Introduction and Course Outline Spring 2011

S01 - 3010 - Introduction and Course Outline Spring 2011 -...

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Unformatted text preview: PROFESSIONAL SELLING MKTG 3010 Spring 2011 2 Section 1 MKTG 3010 RM 2 Rick Morris - Background Over 25 years sales & marketing experience in industry and as a marketing consultant Texas Instruments Europe & USA Fujitsu Olivetti Group DDB Dallas Couple of start ups! Independent marketing consultant 3 Section 1 MKTG 3010 RM 3 Prepare to Introduce Yourself - Survey Name (optional) What are your expectations from this class? What are your personal career goals, aspirations? What selling have you done before? Were you successful? 4 Section 1 MKTG 3010 RM 4 Housekeeping Syllabus - pick up, online Review for timetable Right to change Reading Materials Spin Selling: Situation, Problem, Implication, Need- Payoff Neil Rackham May 1988 McGraw-Hill ISBN 0-07-0511113-6 Reference: Principles of Persuasion Jeffrey Sager Fountainhead Press 5 Section 1 MKTG 3010 RM 5 Housekeeping Lecture Material Online - Blackboard (Folder: Morriss Slides) Course elements (for grades) 5 Textbook Quizzes - SPIN Quizzes...
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S01 - 3010 - Introduction and Course Outline Spring 2011 -...

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