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Ag Ec 346.3 Principles of Selling
Instructors:
Robert Roy, Room 3C74 Agric, 966-4029, rob.roy@usask.ca
Fred Matiko, 931-5341, fmatiko@sasktel.net
Brian Innes (teaching assistant) Room 3D78 Agric, 966-4039, brian.innes@usask.ca
Time: Wed 1:30-4:30
Location: 1E79 AgBio
Term: 2
Session: Winter 07/08
Prerequisite: COMM 200 or COMM 204 or AGEC 343 or permission of the instructor
Required Text: Professional Selling: Skills for Sales Success – School Edition 2004, Published by the Canadian Professional Sales Association. Due to the recent strike action, this textbook is not available at the University bookstore. It can be purchased at the Department of Bioresource Policy, Business & Economics (formerly Agricultural Economics) main office in Room 3D34 for $40. Students will be required to read the assigned materials from the course manual before each class. Also please bring the course manual to class each week.
Jan 9:
Required Reading - Chapter 1: Personality Traits for Sales Success
Assignment #1 - Due Jan 16: (PDF)
- Robert Roy
- Course outline
- Overview of course
- Fred Matiko
- Introduction
- Required Textbook
- Canadian Professional Sales Association (CPSA)
- Sales vs Marketing
- Understanding and Managing Yourself
- Personality Traits for Sales Success
- Attitude
- Stress Management
Jan 16:
Required Reading - Chapter 2: Using Time Effectively
Assignment #2 - Due Jan 23: (PDF)
- Sales Professional Guest Speaker: Karen Dow, Sales Representative, BASF, Humboldt SK
(presentation handed out in class)
Jan 23:
Required Reading - Chapter 3: Professional Behaviour and Development
Assignment #3 - Due Jan 30: (PDF)
Jan 30:
Required Reading - Chapter 4: The Psychology of Selling and Development of Sales Proposal
Assignment #4 - Due Feb 6: (PDF)
Written Sales Proposal Term Assignment - Due March 19 (PDF)
- Sales Professional Guest Speaker: Glenn Shabaga, FarmWorld, Kinistino SK
Feb 6:
Required Reading - Chapter 5: The Territory Plan – Strategies and Tactics
Assignment #5 - Due Feb 13: (PDF)
- Sales Professional Guest Speaker: J.P. Montalvo, Merchandising Manager, ADM Lloydminster
Feb 13:
Required Reading - Chapter 6: Business Creation - Prospecting & Chapter 7: Using the Telephone to Get an Appointment
Assignment #6 - Due Feb 27: (PDF)
- Sales Professional Guest Speaker: Blaine Duncan, Farm Service Group Manager, Cargill Ag Horizons, Clavet SK
Feb 20: Spring Break
Feb 27:
Required Reading - Chapter 8: The Consultative Selling Process
Assignment #7 - Due Mar 5: (PDF)
- Sales Professional Guest Speaker:
Spencer Early, President, Early's Farm & Garden Centre, Saskatoon SK
Mar 5:
Required Reading - Chapter 9: The Anatomy of the First Visit
Assignment #8 - Due Mar 12: There is no assignment this week.
Team Presentation (April 02, 2008): Sales Rep Training Workshop (PDF)
The topics available for your workshop are included within the assignment. You choose your own team of three and sign up for the topic of your choice on a first-come, first-served basis. A sign-up sheet will be posted outside room 3C74 on Friday March 7 at 8:00am.
- Sales Professional Guest Speaker:
Brennan LeBlanc, Territory Manager, Richie Bros. Auctioneers, Saskatoon SK
Mar 12:
Required Reading - Chapter 9: The Anatomy of the First Visit
Assignment #9 - Due Mar 19: (PDF)
- Sales Professional Guest Speaker: Gene Dupuis, Owner, Prairie Meats, Saskatoon SK
Mar 19:
Required Reading - Chapter 10: Presentation Skills and Chapter 11: Negotiation Skills
Assignment #10 - Due Mar 26: (PDF)
Individual Written Sales Proposal Due
- Sales Professional Guest Speaker:
Garry Hovland, Sales Manager, Industrial/Export/Bi-Products, Dover Industries, Saskatoon SK
Mar 26:
Required Reading - Chapter 12: Customer Relationship Building
- Sales Professional Guest Speaker:
Susan Propp, CTV Account Executive, Saskatoon SK
Apr 2:
Assignment #11 - Due Apr 23: (PDF)
Team In-Class Presentations
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