Instructor
Bruce C. Kusch
Email
kuschb@byui.edu
Office
SM313
Office
Hours By appointment
Phone
496-1479
Texts Harvard Business Essentials -
Negotiation - HBS Press
SPIN
Selling - McGraw Hill
Other Materials
Assigned readings and cases will be
accessed via I-Learn
Fees
A $12.00 fee will be assessed for other course materials – i.e. cases and
readings
Course Description
An introductory and highly-participatory course covering the
fundamental principles of effective professional selling and
negotiations. Students will understand how to develop customer needs
through use of the SPIN Selling Model. Other topics to be addressed will
include career opportunities, pricing, compensation plans, and sales
management. Through active learning students will understand and practice
principles governing professional selling and negotiations through the use of
case studies, assigned readings, and simulations.
Course Objectives
·
Introduce
students to the principles and practices of effective selling and negotiations
skills
·
Create
awareness of the importance of the sales process to all aspects of an
enterprise
·
Recognize
the importance of building trusting, long-lasting relationships; why
collaboration is critical in today's competitive environment
·
Introduce
the skills required for success in professional selling
·
Introduce
the principles and strategies around creating win-win agreements
·
Explore
career opportunities in the field of professional selling
·
Understand
the importance of contractual agreements to a sales professional
·
Learn and
practice these skills using role-plays, case studies, and simulations
·
Do all of
the above in the context of remaining "steadfast and immovable" in
adhering to moral, ethical, and gospel principles
Grading
Grades will be based on the following assignments and class
activities:
·
Quizzes and Final Exam:
There will be three in-class quizzes @ 30 points each and 150-point
final exam. There are an additional
three non-credit quizzes on I-Learn to assist your mastery of the SPIN model
·
Exercise in
Negotiations Analysis, & Simulation: One exercise is assigned
to assist in understanding negotiations analysis (@ 20 points). There will also be a negotiation simulation @
100 points.
·
Class Participation:
Students will be evaluated on overall participation in class discussions
on days of case discussion and assigned readings. Up to 150 points possible.
·
Professional
Presentation: Working in teams students will
have the opportunity to develop and present a professional presentation to the
class on a course-related topic of their choice. Some suggestions are shown below, but are
only suggestions. Length of the
presentation will be 15 minutes, with a couple of minutes for Q&A from
class members. Presentations will be
both peer and instructor evaluated. Up to
seventy-five (75) points possible.
Potential
topics include:
·
Trends in
selling
·
Selling
styles for specific industries
·
CRM &
other technology trends
·
Ethical
dilemmas in selling & negotiating
·
Career
opportunities in sales
·
The good,
the bad, the ugly of a career in sales
·
How to
manage difficult people
·
What are the
skills that make a successful negotiator?
·
Dynamics of
negotiations with different cultures
Grading
Scale
|
93-100% |
A |
80-82-9% |
B- |
67-69.9% |
D+ |
|
90-92.9% |
A- |
77-79.9% |
C+ |
63-66.9% |
D |
|
87-89.9 |
B+ |
73-76.9% |
C |
60-62.9% |
D- |
|
83-86.9% |
B |
70-72.9% |
C- |
<60% |
F |
Course Schedule – always subject
to change or revision!
|
Date |
Topics/Reading
Assignment |
What’s due? |
|
Feb. 12 |
Introduction
to professional selling Chapters
1-6 in SPIN Selling |
|
|
13 |
The SPIN
Model - View
presentation on I-Learn, complete call plan |
Completed call plan |
|
14 |
SPIN
practice HBR
article:
“Major
Sales – Who Really Does the Buying?” |
|
|
15 |
SPIN
Practice HBR
Article:
“Customer Value Propositions in Business
Markets” |
Quiz 1 – SPIN |
|
18 |
President’s Day – No
Class |
|
|
19 |
Introduction
to professional negotiations Read:
“The Only Four-page Guide to Negotiating
You’ll Ever Need” |
Ch. 1-4, 6-8 in Harvard text |
|
20 |
The
Sluggers Come Home |
|
|
21 |
The
Sluggers Come Home – conclusion |
|
|
22 |
|
|
|
25 |
FINS
Negotiations Simulation Introduction & HBR articles:
“Negotiating
with a Customer you Can’t Afford to Lose” |
Quiz 2 – Negotiations |
|
26 |
FINS |
|
|
27 |
FINS |
|
|
28 |
FINS |
|
|
29 |
FINS Debrief Pricing
& pricing strategies |
Pricing exercises |
|
Mar. 3 |
Pricing
& pricing strategies – follow up Sales
Management HBR
article:
“The
Ultimately Accountable Job…” Caselet:
ImageVision |
|
|
4 |
Quiz 3 - Pricing |
|
|
5 |
Case:
Clearion
Software |
|
|
6 |
Prep Day –
no class |
|
|
7 |
Professional
Presentations |
|
|
10 |
Professional
Presentations |
Final Exam - Online |
|
11 |
Professional
Presentations |
|
Assigned readings and
cases can also be accessed on I-Learn