1 TH 1-12 BRING CONTEMPORARY SELLING TEXT TO CLASS Students choose role-play groups CH 2 – Understanding Sellers & Buyers CH 3 – Value Creation in Buyer-Seller Relationships In-class exercises 2 TU 1-17 BRING SPIN SELLING TEXT TO CLASS Company/product assignment; DUE 9 a.m., Thursday 1-19 Complete form – “role-play company(s)” available on Carmen under company/product assignment. Submit via assignment dropbox. One form per group. Homework assignment to be reviewed in class and posted on Carmen CH 1-6, SPIN Selling (read in advance of today’s class) SPIN Selling in-class exercises 2 TH 1-19 Company names DUE, 9 a.m. TODAY (submit via Carmen dropbox) Review SPIN question role-play assignment SPIN Questions Homework Assignment – (graded) DUE TU, 1-24, COMPANY/PRODUCT 9 AM, via Carmen ASSIGNMENT DUE Utilize SPIN question and outline form on Carmen TODAY Consolidate all work into ONE group submission Bring hard copy of SPIN homework assignment to class, TH, 1-26 (Tentative) Guest Speakers: OSU Alums Brian Jones, Director of Training, TTi and Ian Korolenko, Ohio Valley Territory Manager, Techtronics Industries (TTi) Ohio Valley North Region – topic; discovering needs and building value Time-permitted; in-class work on SPIN homework assignment 2 FR 1-20 QUIZ #1 – Contemporary Selling CH 2 & 3; SPIN Selling, CH 1-6 3 TU 1-24 BRING CONTEMPORARY SELLING TEXT TO CLASS SPIN QUESTION SPIN Question Homework DUE TODAY, 9 AM – submit via Carmen ASSIGNMENT DUE Dropbox and bring hard copy to class on TH, 1-26 TODAY CH 6, Prospecting & Sales Call Planning In-class exercises; writing goals and sales call planning for role-plays 3 TH 1-26 Bring group SPIN questions to class 10-Minute additional preparation at start of class ROLE-PLAY (SPIN) Refer to SPIN role-play assignment on Canvas TODAY Sales call goals, preparing the approach, and needs analysis questions Groups randomly chosen to perform role-play Each group will have 3 minutes max to present 3 FR 1-27 Quiz #2, Contemporary Selling, CH 6
1 TH 1-12 BRING CONTEMPORARY SELLING TEXT TO CLASS Students choose role-play groups CH 2 – Understanding Sellers & Buyers CH 3 – Value Creation in Buyer-Seller Relationships In-class exercises 2 TU 1-17 BRING SPIN SELLING TEXT TO CLASS Company/product assignment; DUE 9 a.m., Thursday 1-19 Complete form – “role-play company(s)” available on Carmen under company/product assignment. Submit via assignment dropbox. One form per group. Homework assignment to be reviewed in class and posted on Carmen CH 1-6, SPIN Selling (read in advance of today’s class) SPIN Selling in-class exercises 2 TH 1-19 COMPANY/PRODUCT ASSIGNMENT DUE TODAY Company names DUE, 9 a.m. TODAY (submit via Carmen dropbox) Review SPIN question role-play assignment SPIN Questions Homework Assignment – (graded) DUE TU, 1-24, 9 AM, via Carmen Utilize SPIN question and outline form on Carmen Consolidate all work into ONE group submission Bring hard copy of SPIN homework assignment to class, TH, 1-26 (Tentative) Guest Speakers: OSU Alums Brian Jones, Director of Training, TTi and Ian Korolenko, Ohio Valley Territory Manager, Techtronics Industries (TTi) Ohio Valley North Region – topic; discovering needs and building value Time-permitted; in-class work on SPIN homework assignment 2 FR 1-20 QUIZ #1 – Contemporary Selling CH 2 & 3; SPIN Selling, CH 1-6 3 TU 1-24 SPIN QUESTION ASSIGNMENT DUE TODAY BRING CONTEMPORARY SELLING TEXT TO CLASS SPIN Question Homework DUE TODAY, 9 AM – submit via Carmen Dropbox and bring hard copy to class on TH, 1-26 CH 6, Prospecting & Sales Call Planning In-class exercises; writing goals and sales call planning for role-plays 3 TH 1-26 ROLE-PLAY (SPIN) TODAY Bring group SPIN questions to class 10-Minute additional preparation at start of class Refer to SPIN role-play assignment on Canvas Sales call goals, preparing the approach, and needs analysis questions Groups randomly chosen to perform role-play Each group will have 3 minutes max to present 3 FR 1-27 Quiz #2, Contemporary Selling, CH 6
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