THE CONSULTATIVE SELLING MODEL (Above)
ORGANIZES THE COURSE
CONTENT OF COURSE
(Follows the Consultative Selling Model)
A. INDEX TO THE FOLLOWING OUTLINE
1. Below, the "DUE" indicates only BIG Projects/Tests/Etc. Details on assignments are located in each "TOPIC" Page.
2. Below, "Codes"
are used as shorthand to refer to various section of the course: (a)
Phase = "P," (b) Step = "S," and Topic = "T." For example,
Phase 2, Step 4, Topic 2 is shorthanded: P2, S4, T2
WEEKLY: Generally, you will have one "Topic" per Week (Some weeks = more). Each topic will have:
a. Assigned reading (Online Text & Web sites to visit)
b. A "Synthesis Question" for Weekly homework. Note: Synthesis Questions are a substitute for Exams, thus, your thoroughness is very important and will be graded accordingly.
c. Discussion in the Virtual Conference Center (VCC)
MAJOR PROJECTS: You have two major projects due.
NO EXAMS: Your "synthesis questions are the equivalent of "take-home exams." Grading will reflect your thoroughness.
NOTE: "Role-plays" are discussed in the last half of the course, the WEB Class will discuss on the "VCC" (Virtual Conference Center).
C. DUE DATES
All assignments are due by Friday of each Week by 5 PM unless otherwise indicated. No late assignments will be accepted.
NOTE: All "DATES" below indicate the "Monday" of the Week.
D. POLICIES - See Syllabus for details.
PHASE ONE (P1)
PHASE TWO (P2):
INDUSTRY INTERVIEW PROJECT DUE
PHASE FOUR (P4):
NO EXAMS FOR WEB CLASS IN FINALS WEEK!
Topic 1. Personal and Professional Continuous Quality Improvement (P4, S8, T1) (CQI) -(Discussion of how to become a "professional" hospitality sales and marketing executive)
Topic 2. Hospitality Sales Internships (P4, S8, T2) (Sales Internship information Provided)
Topic 3. Networking
and Making Industry Contacts(P4, S8, T3)
Topic 4. Your Career in Hospitality Sales (P4, S8, T4) (General Information and "Links")
(See How Assignments, Homework, and Exams are Graded)
SEND E-MAIL TO PROFESSOR
Send E-mail to "Dr. Mac," (Richard
G McNeill Ed.D., CHME)
or call (520) 523-1713