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C#'re F#r(at'is !ourse !onsis"s o "'ree in"egra"ed orma"s. 'e

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dis"riu"ed "o "'e !lass. ?a!' s"uden" will prepare ea!' s!enario and ring "'eirwri""en solu"ion "o !lass or dis!ussion and "o e sumi""ed or grading.Ariginali"y$ !rea"i7i"y and de!isi7eness are en!ouraged. ?a!' s!enario s'ould e12-page$ single spa!ed in leng"'.

R#le la1, %"uden" groups will e allowed "o sele!" rom one o se7eral role plays!enarios. 'e group will prepare wri""en solu"ions "o "'e role-play prolem and a

s!rip". 'e group memers will ena!" "'eir s!rip" in-!lass in a s'or" presen"a"iono "'eir solu"ion. %ee /ppendi4 / or spe!i

arti&i/ati#n: ar" o your par"i!ipa"ion grade will e ased on "'e uali"y o yourprepara"ion and responses in !lass during !ase dis!ussions$ !lass e4er!ises$ !lassa""endan!e and a""endan!e a" gues" spea+ers.

Gra+ing'e purpose o grading is "woold. Ane is "o e7alua"e your perorman!e orpurposes o "'e a!ademi! sys"em. 'e o"'er (and more impor"an", is "o pro7ideyou wi"' eeda!+ on your aili"y "o de7elop$ u"ilie and s'are your ideas and!on!lusions !on!erning "'e "opi!s and si"ua"ions !o7ered in "'is !ourse. 8ourgrade or "'e !ourse will e ased on "'e ollowing:

Gr#'/ r#e&t Role lay 60 oin"sCase repara"ion 120 oin"s

:n+i0i+'al r#e&t %ales %!enarios 120 oin"son" =ire 'emD 50 oin"s

arti&i/ati#n ar"i!ipa"ion 50 oin"so"al poin"s ;00 oin"s

=inal le""er grades will e de"ermined y "'e ollowing "ale:

/ 36E-;00 F 2G2-2G9/- 360-36E 2;E-2G1BF 352-359 - 2;0-2;GB 32E-351 = Below 2;0 "o"al poin"sB- 320-32GCF 312-319C 2EE-311

(Professor Besio reserves the right to change this syllabus without notice.)

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C- 2E0-2EG

r#e#r "ei# 'n+ertan+ ea&h t'+ent ha an #3e&ti0e gra+e the1;#'l+ like t# a&hie0e! He ;ill +i&' thee #3e&ti0e an+ their/er#r(an&e an1 ti(e +'ring the e(eter '/ t# an+ in&l'+ing the lat +a1

# &la! Ater the lat +a1 # &la he ;ill n#t +i&' gra+e e

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SCHED.LE OF ASS:GNMENTSAigne+

Da1?Date T#/i& Rea+ingART :, SELL:NG

%.NEW 30 Course Arien"a"ion and Handou"s

%elling in "'e 21s"Cen"ury%ales osi"ion: %ales resen"a"ion

%.L@W 0G /!!oun" )anagemen" WW8#1LL

erri"ory )anagemen")aor /!!oun" )anagemen" and %ales

SCHED.LE OF ASS:GNMENTSAigne+

Da1?Date T#/i& Rea+ingART :, SELL:NG

%.L@W 1; CR) Reali"y 7s. )y"' WW8#2LL

?"'i!s in %elling and )anagemen"%"ra"egi! lanning%ales =ore!as"ingCase: IHeal"' Care A>i!e %olu"ionsJLL

ART ::, ORGAN::NG AND ".:LD:NG A SALES ROGRAMW 21 Argania"ional %"ru!"ures WW8#3LL

erri"ory e7elopmen"Case: IAn ime a!+age eli7eryJLL

W 2E Re!rui"ing and %ele!"ion WW8#;LLResume ?4er!ise L repare: ResumeRan+ingsrainingCase: IMalley WineryJ LL

ART :::: LEAD:NG AND CONTROLL:NG THE SALES FORCE

(Professor Besio reserves the right to change this syllabus without notice.)

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A.G.STW 0; eaders'ip WW8#5 and 6LL

)o"i7a"ion 5Fi0e D1'n&ti#nBCompensa"ionerorman!e %"andards

W 11 Dont Fire Them

LResume samples will e 'anded ou" in !lass.LL/7ailale on "'e !lass we si"e.

D'ring the 're # the (#+'le$ Sale Manager (a1 0iit the &la t#+i&' their a//r#a&h t# (anaging a (#+ern ale #r&e! N#ti&e ;ill 3egi0en$ atten+an&e ;ill 3e e

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A//en+i< AR#le la1ing Eor" will e made "o gi7e "eams ei"'er "'eir

. Appendix: Role-play %!rip": 'is is "'e s!rip" used "o de7elop "'e roleplaying e4er!ise.

2. The ;ritten re/#rt i t# 3e t'rne+ in t# (e at the 3eginning # &lathe ;eek the r#le-/la1 i &he+'le+ t# 3e /reente+ in &la!

?7alua"ion: %in!e "'ere is no" a single !orre!" answer "o "'e prolem$ "'ere is no"a prede"ermined solu"ion "'a" @ am e7alua"ing. @ns"ead$ @ loo+ a" 'ow "'e issue ise4amined$ 'ow realis"i! and wor+ale are "'e al"erna"i7es men"ioned$ "'e uali"yo "'e solu"ion

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(Professor Besio reserves the right to change this syllabus without notice.)

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