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NOTE: |
You must complete these assignments by these dates at a minimum. I prefer that you work ahead of this schedule. Getting behind in a Web course is a dangerous mistake! Take each test well in advance of the last day listed in the semester calendar. It is in your best interests to take tests early. |
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Online Tests |
The online tests are timed and one attempt is allowed. The amount of time allocated begins when you click the link to access a test; therefore, you must be prepared to complete the test when you access it. |
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WEEK OF: |
ASSIGNMENT |
| Jan 17-20 | Chapter 1: Personal Selling And The Marketing Concept |
| Jan 21-27 | Chapter 2: Personal Selling Opportunities |
| Jan 28-Feb 3 | Chapter 3: Creating Value With A Relationship Strategy |
| Feb 4-10 | Last opportunity to complete Test 1: Chapters 1-3 |
| Feb 4-10 | Chapter 4: Communication Styles |
| Feb 11-17 | Case Study 1 - page 91 |
| Feb 11-17 | Chapter 5: Ethics |
| Feb 18-24 | Chapter 6: Creating Product Solutions |
| Feb 18-24 | Chapter 7: Product-Selling Strategies That Add Value |
| Feb 25-Mar 3 | Last opportunity to complete Test 2: Chapters 4-7 |
| Feb 25-Mar 3 | Chapter 8: The Buying Process and Buyer Behavior |
| Mar 4-9 | Chapter 9: Developing And Qualifying A Prospect Base |
| Mar 11-17 | Spring Break (Check Testing Center for hours) |
| Mar 18-25 | Last opportunity to complete the Mid-Term: March 25 Covers Chapters 1-9 (this must be a proctored exam, please see the course syllabus) |
| Mar 18-25 | Chapter 10: Approaching The Customer |
| Mar 25-31 | Chapter 11: Creating The Consultative Sales Presentation |
| Mar 31 | Case Study 2- page 150 |
| Mar 25-31 | Chapter 12: Creating Value With The Sales Demonstration |
| April 1-7 | Last opportunity to complete Test 3: Chapters 10-12 |
| April 1-7 | Chapter 13: Negotiating Buyer Concerns |
| April 8-14 | Chapter 14: Closing and Confirming |
| April 8-14 | Chapter 15: Servicing The Sale |
| April 15-21 | Last opportunity to complete Test 4: Chapters 13-15 |
| April 22-28 | Chapter 16: Opportunity Management |
| April 29-May5 | Course Overview Test (cumulative, online) |
| April 29-May6 |
Last opportunity to complete the Final Exam: May 6 Emphasizes Chapters 10-16 (this must be a proctored exam, please see the course syllabus) |