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Course schedule

Dates, times, and topics for all three courses. Lecture slides and readings are available after you sign in.

Mon, Aug 24

  • Sales2:00 PM – 4:00 PMCourse Introduction: Importance of sales in business, how we differentiate with customer service, and introduction to the course.What it takes to succeed in sales, Chapter 1 Role Play Slides — sign in

Wed, Aug 26

  • Sales2:00 PM – 4:00 PMChapter 1 - Overview of Personal Selling

Mon, Aug 31

  • Sales2:00 PM – 4:00 PMChapter 2 - Building Trust and Sales Ethics: Developing Trust and Mutual Respect with ClientsBook 1 Quiz

Wed, Sep 2

  • Sales2:00 PM – 4:00 PMChapter 3 - Understanding BuyersMock B2B: Research Companies

Mon, Sep 7

  • SalesLabor Day - NO CLASS

Wed, Sep 9

  • Sales2:00 PM – 4:00 PM1v1 Role Play #1: Customer Needs Analysis

Mon, Sep 14

  • Sales2:00 PM – 4:00 PMChapter 4 - Communication SkillsMock B2B: Prospecting/Lead Gen

Wed, Sep 16

  • Sales2:00 PM – 4:00 PMGuest Speaker (UB)

Mon, Sep 21

  • Sales2:00 PM – 4:00 PMChapter 5 - Strategic Prospecting and Preparing for Sales Dialogue; Supplement: Techniques for Effective Prospecting: Cold calling, email outreach, social selling.Mock B2B: Differentiated Value Prop

Wed, Sep 23

  • Sales2:00 PM – 4:00 PM1v1 Role Play #2: Value Proposition

Mon, Sep 28

  • Sales2:00 PM – 4:00 PMExam 1 - Chapters 1-5 + Supplements

Wed, Sep 30

  • Sales2:00 PM – 4:00 PMChapter 6 - Planning Sales Dialogues and Presentations, LIA ExplainationMock B2B: First Contact/Qualification

Mon, Oct 5

  • SalesElections - NO CLASS

Tue, Oct 6

  • SalesNo Class (by appointment) Mock B2B: Presentation / Objection Handling

Wed, Oct 7

  • Sales2:00 PM – 4:00 PMNo Class (by appointment) Mock B2B: Presentation 2 / Closing Negotiation

Mon, Oct 12

  • SalesTHANKSGIVING - NO CLASS

Wed, Oct 14

  • Sales2:00 PM – 4:00 PMGuest Speaker (UB)

Mon, Oct 19

  • Sales2:00 PM – 4:00 PMChapter 7 - Sales Dialogue: Creating and Communicating ValueBook 2 Quiz

Wed, Oct 21

  • Sales2:00 PM – 4:00 PM1v1 Role Play #3: Handling Objections

Mon, Oct 26

  • Sales2:00 PM – 4:00 PMMock B2C Sales Contest - Cold Approach (Groups of 2)

Wed, Oct 28

  • Sales2:00 PM – 4:00 PMChapter 8 - Addressing Concerns and Earning Commitment Social Science Fair Guest Speaker

Mon, Nov 2

  • Sales2:00 PM – 4:00 PMMock B2B Sales Contest - Cold Calls (Groups of 2)

Wed, Nov 4

  • Sales2:00 PM – 4:00 PM1v1 Role Play #4: Closing the Sale

Mon, Nov 9

  • Sales2:00 PM – 4:00 PMChapter 9 - Expanding Customer RelationshipsBook 3 Quiz

Wed, Nov 11

  • Sales2:00 PM – 4:00 PMProgress Report Presentations Day 1

Mon, Nov 16

  • Sales2:00 PM – 4:00 PMProgress Report Presentations Day 2

Wed, Nov 18

  • SalesUEA Exams - NO CLASS

Mon, Nov 23

  • Sales2:00 PM – 4:00 PMSupplement: Sales Metrics + Incentivization

Wed, Nov 25

  • Sales2:00 PM – 4:00 PMChapter 10 - Adding Value: Self-Leadership and Teamwork

Mon, Nov 30

  • Sales2:00 PM – 4:00 PMClosing, Sales Psychology, Creating UrgencyBook 4 Quiz

Wed, Dec 2

  • Sales2:00 PM – 4:00 PMExam Prep

Mon, Dec 7

  • Sales2:00 PM – 4:00 PMExam 2 - Chapters 6-10 + Supplements

Wed, Dec 9

  • Sales2:00 PM – 4:00 PMFinal Presentations Day 1

Thu, Dec 10

  • SalesFinal Presentations Day 2