ABM_222_Spring_2012_Syllabus_ - ABM 222 Spring 2012...

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1 ABM 222 Spring 2012 AGRIBUSINESS AND FOOD INDUSTRY SALES Tuesday - Thursdays 3:00-4:20 Instructor: Larry Zink Office: Room 1 Agriculture Hall Phone: 517-432-2170 Fax: 517-432-1800 E-mail: [email protected] Class Room: Room 8 Agricultural Hall Office Hours: Tuesday 4:30 p.m. - 5:30 p.m. or by appointment Course Overview: The goal of this course is to provide the student with the skills needed to plan and conduct professional sales calls. However, the communication skills learned in this course are valuable for all professional and personal fields of endeavor as the selling process can be used in many cases other than selling a tangible product. The student will learn from a variety of formats. In-class exercises, homework exercises, quizzes, and exams will be used to help the student learn the professional sales concepts. The student will then apply these concepts to real world scenarios in two ways. The student will ride with and observe a professional salesperson for one day on his/her sales calls and then submit a report explaining the day's activities and critiquing their sales representative based upon the concepts taught in this course. This component of the course is called, " Professional Shadow Day with a Sales Representative or PSA ". Near the end of the semester, the student will conduct a mock sales call. This component of the course is called Ready Set Sell ( RSS ). This sales call will be presented to a sales professional who acts as a prospective buyer of the student's product. These two learning components will be discussed in more detail later in this document. Course Objectives: Agribusiness and Food Industry Sales emphasizes individual learning through lectures, assignments, quizzes and exams. Collaborative learning will also be used through class breakout activities. Most important, experiential learning through direct observations of business transactions in industry and in participating in a mock transaction will also be used. Students enrolled in this course will develop an understanding of: 1. Learn techniques of professional selling, both personal selling (selling to individuals) and selling to resellers (wholesalers, distributors and retailers). 2. Experience actual business and sales transactions through observations of sales professionals in action. 3. Plan and conduct a sales call. 4. Enhance your ability to develop business memos, letters, reports and presentations. 5. Acquire and understand ways to develop long-term partnerships and relationships with professional colleagues and business associates. 6. Advance your personal/professional development and an understanding that the sales process can be used in many ways and scenarios.
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2 Required Coursepack: The coursepack for this course is available to be purchased at the Collegeville Textbook Company, 321 E. Grand River for $35.89. Or Download PDF version read only for the price of: $27.70. Ordering link is as follows: http://isite3.allegranet.com/saline The course pack is a combination of the following text:
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ABM_222_Spring_2012_Syllabus_ - ABM 222 Spring 2012...

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