WELCOME

1. WELCOME MKT 234 - Personal Selling Introduction and Course Overview Setting Expectations for the Semester

2. REALITY CHECKS & EXPECTATIONS • Sales courses are a wee bit different than typical class • Reality & research demonstrate that students learn best by doing • Repetition, rehearsal, & doing are key aspects of learning • More demanding than simply reading & memorizing concepts • Some find these activities a bit intimidating, at first • 100 percent of this class will find themselves in multiple selling situations everyday for the rest of their life. • For approximately 70-85 percent of this class, your first “job” will be in the profession we refer to as “sales”. • Sales training & skills will be useful in all aspects of your work & personal life. • Challenge yourself & prepare for a profession . . . . . .not a job.

3. REALITY CHECKS This type of Differentiation Benefits Students

4. REALITY CHECKS This type of Differentiation Benefits Students

5. REALITY CHECKS • The role of selling has changed • No Longer Fast Talking & Pushing Products • Evolution of Consultative Problem Solver • The Role of Relationship Manager • Everyone in the Organization is a Salesperson • Internally • Externally • Sales people are made….not born ….and we make them everyday

6. . . . . AND THE PAY ISN’T BAD EITHER !! • Sales & Marketing Management 2004 survey • Top Performer Base $ 87,342 Comm & Bonus 66,075 Total Package $153,417 • Mid Performer Base $ 58,546 Comm & Bonus 33,791 Total Package $ 92,237 • Low Performer Base $ 44,289 Comm & Bonus 19,486 Total Package $ 63,665 • Avg Performer Base $ 70,588 Comm & Bonus 40,547 Total Package $111,135

7. SO…HOW DO WE GET THERE ??Check out the Sales Sequence . . . A Sales Major  • Mkt 234 – Personal Selling & Relationship Marketing • Mkt 334 - Sales Management • Mkt 324 - Advanced Personal Selling & Negotiation • Mkt 325 - Key Account & Relationship Management • Mkt 326 - Professional Sales Planning & Analysis • Mkt 329 - Purchasing Policies & Procedures • Mkt 398 - Internship in Professional Sales • Mkt 311 - Marketing & Sales Forecasting

8. POINTS OF PRIDE Among the first in the world to be awarded the distinction as a Certified Sales Program by the Professional Society for Sales and Marketing Training (SMT). SMT sets the standards worldwide for education and development programs in sales and marketing – at both the commercial and university levels. Receipt of this distinguished certification by SMT signifies that the ISU program is among the best-of-the-best in the world and has not only met, but indeed exceeded rigorous requirements in terms of curriculum, dedicated facilities, faculty expertise and experience, student placement and alumni success, and research and publication.

9. POINTS OF PRIDE • Recognized as one of the top sales programs • Founding member of the University Sales Center Alliance • Broad Range of Scholarships and Awards • Sales Student Certification Program • Award winning faculty research & publication • 4 PhD full-time and experienced faculty dedicated to your program • Industry professionals actively involved in courses & research • Comprehensive offering of 8 sales & sales management courses • Active, real-world-based pedagogy

10. Your Sales Manager…Professor • BBA, Marketing from Texas A&M University • MS, Marketing from Louisiana State University • PhD, Marketing from Louisiana State University • Faculty member at University of Kentucky (1988-1990) • Faculty member at Illinois State University (1990 to present) • Professor of Marketing • Associate Director of Communications & Corporate Relations • Retail management with major southeastern department store chain • Employed as consultant to the Louisiana Small Business Development Center • Consultant, researcher & trainer for non-profit and business entities including Caterpillar, Inc., Swire Pacific Ltd. (China), Cilco, Wahl, Illinois Secretary of State’s Office and Mitsubishi Motors of America

11. Mom to Parker & Nemo • Wife to Mitch Griffin (BU Marketing Prof) • Hobbies • Old house restoration • Cooking • Wine • Traveling • Gardening

12. TELL ME ABOUT YOURSELF • Please provide information about yourself by completing the Student Information Sheets • Bring completed forms to class Wednesday • Send email for the Sales Listserve • To: aabeck@ilstu.edu • Subject line = listserve • Message = I am in section xx • Due Date = by 12:00 Noon; Wednesday, August 23 

13. YOUR SALES CLASS • Information & Lecture Notes on Udrive • Tons of useful information on PSI website: • www.prosales.ilstu.edu • Review class syllabus • Yes, we do have a professional dress-code • Schedule is not a rigid contract, expect some flexing • Note the flow of interconnected projects! • Questions ?? • Responsible for Your Name Desk-Cards • Commitment to Study & Complete Projects • Utilize Sales Scholar Mentors & Sales Training Facility  

14. YOUR KEYS TO SUCCESS • Professional attitude & work ethic • Newspapers & other course work • Arriving late / leaving early • Cell Phones • Name cards every class • Complete work on time & employ professional standards of work quality !! • Come to class prepared to participate…..then actually participate !! • Dress for success !! • Jump in and challenge yourself !! • Have Fun !!! • Approach this as not just a class…but the 1st day of the rest of your Professional Life!!

15. IMPORTANT EVENTS • Update your resume • For the Official Resume Book • Career Services’ e-Recruiting • University Employment Event – September 19 • Sales Career Fair – Wednesday October 11 • Career Fair 4:00 – 7:00 • Professional Sales Institute Speaker Series • To Be Announced

16. CLASS ASSIGNMENT • Complete your Student Information Forms • Read & Study Module 1 & Appendix 1 • Check understanding and knowledge by taking the self-quizzes on the text webpage <www.swlearning.com/marketing/ingram/chooseyourbook.html> • Send listserve email • Start working on your Resumes • Work toward decisions regarding . . . • Sales- Team Member • Product • Selling Organization • Buyer & Buying Organization • Complete Question #2 p. 17 – Building...Skills (Due Thursday) 