Course Modules: HFT3523-21Spring 0M62

Let's Get Started: Course Orientation (It all begins here)

Let's Get Started: Course Orientation (It all begins here) Let's Get Started: Course Orientation (It all begins here)

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Getting Started/Technical Support Getting Started/Technical Support 1

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Instructor Introduction Instructor Introduction 2

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Course Introduction Course Introduction 3

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Course Expectations Course Expectations 4

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Course Schedule/Calendar Course Schedule/Calendar 5

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Syllabus Syllabus 6

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RFP Response Project (Group Project)

RFP Response Project (Group Project) RFP Response Project (Group Project)

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To Do: Assign Yourself to a Group To Do: Assign Yourself to a Group 1

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Assignment

Assignment: Ground Rules & Consequences Assignment: Ground Rules & Consequences 10 2

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Assignment

Assignment: Client Interview Assignment: Client Interview 20 3

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Schedule your Presentation Day/Time - Sometime during the week of March 22nd (Monday) through March 25th (Thursday) on Zoom Schedule your Presentation Day/Time - Sometime during the week of March 22nd (Monday) through March 25th (Thursday) on Zoom 4

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Attachment

SPRING 2021 RFP Intel Corporation - AMEX-Cvent.pdf SPRING 2021 RFP Intel Corporation - AMEX-Cvent.pdf 5

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Assignment

Assignment: RFP/Presentation Group Project (Start Early) Assignment: RFP/Presentation Group Project (Start Early) 175 6

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Assignment

Assignment: Peer Evaluation (Individual Assignment - Rating Your Group) Assignment: Peer Evaluation (Individual Assignment - Rating Your Group) 25 7

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Week 1: How Events are Planned and the Sales Function in the MEEC Industry (Read Chapter 1)

Week 1: How Events are Planned and the Sales Function in the MEEC Industry (Read Chapter 1) Week 1: How Events are Planned and the Sales Function in the MEEC Industry (Read Chapter 1)

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Week 1: Introduction/Objectives/To-Do Week 1: Introduction/Objectives/To-Do 1

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Week 1 Zoom Session - Recorded - OM62 Week 1 Zoom Session - Recorded - OM62 2

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Attachment

Deck 1: Overview of the MEEC Industry, How Events are Planned and the Sales Function.pptx (Chapter 1 - narrated) Deck 1: Overview of the MEEC Industry, How Events are Planned and the Sales Function.pptx (Chapter 1 - narrated) 3

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Practice Exercise: Planning a MEEC Event (Materia App) Practice Exercise: Planning a MEEC Event (Materia App) 4

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Quiz

Quiz: Syllabus Quiz Quiz: Syllabus Quiz 5 5

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Assignment

Assignment: DISC Assessment Assignment: DISC Assessment 20 6

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Looking Ahead to Week 2 Looking Ahead to Week 2 7

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Week 2: Foundation to Selling: Marketing (Read Chapter 2)

Week 2: Foundation to Selling: Marketing (Read Chapter 2) Week 2: Foundation to Selling: Marketing (Read Chapter 2)

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Week 2: Introduction/Objectives/To-Do Week 2: Introduction/Objectives/To-Do 1

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Attachment

Deck 2: The Foundation to Sales - Marketing.pptx (Chapter 2 - narrated) Deck 2: The Foundation to Sales - Marketing.pptx (Chapter 2 - narrated) 2

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Zoom Class Recording - 1/20/21 Zoom Class Recording - 1/20/21 3

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External Tool

Supplemental Reading: Event Marketing Practices Supplemental Reading: Event Marketing Practices 4

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External Tool

Video: Designing a Purposeful Brand from Zero to Infinity | Tai Tran Video: Designing a Purposeful Brand from Zero to Infinity | Tai Tran 5

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External Tool

Video: How to Get Your Ideas to Spread | Seth Godin Video: How to Get Your Ideas to Spread | Seth Godin 6

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Practice Exercise: Marketing Terminology (Materia App) Practice Exercise: Marketing Terminology (Materia App) 7

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Assignment

Assignment: Professional Event Sales Profile - Defining Your Brand Assignment: Professional Event Sales Profile - Defining Your Brand 20 8

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Quiz

Quiz 1: Chapters 1 & 2 Quiz 1: Chapters 1 & 2 20 9

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Looking Ahead to Week 3 Looking Ahead to Week 3 10

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Week 3: Professional Event Selling Techniques (Read Chapter 3)

Week 3: Professional Event Selling Techniques (Read Chapter 3) Week 3: Professional Event Selling Techniques (Read Chapter 3)

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Week 3: Introduction/Objectives/To-Do Week 3: Introduction/Objectives/To-Do 1

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Attachment

Deck 3: Overview of Professional Selling in the MEEC Industry.pptx (Chapter 3 - narrated) Deck 3: Overview of Professional Selling in the MEEC Industry.pptx (Chapter 3 - narrated) 2

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Week 3 Zoom Session Recorded - OM62 Week 3 Zoom Session Recorded - OM62 3

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Practice Exercise: The Seven Step Selling Process (Materia App) Practice Exercise: The Seven Step Selling Process (Materia App) 4

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Context Module Sub Header

Assign Yourself to a Group this Week! (Navigation on the left: Click on People & then Project Groups) 5

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Page

Looking Ahead to Week 4 Looking Ahead to Week 4 6

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Week 4: Professional Development in Event Sales (Read Chapter 4)

Week 4: Professional Development in Event Sales (Read Chapter 4) Week 4: Professional Development in Event Sales (Read Chapter 4)

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Week 4: Introduction/Objectives/To-Do Week 4: Introduction/Objectives/To-Do 1

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Attachment

Deck 4: Professional Development in Event Sales.pptx (Chapter 4 - narrated) Deck 4: Professional Development in Event Sales.pptx (Chapter 4 - narrated) 2

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Page

Week 4 Zoom Session Recorded - OM62 Week 4 Zoom Session Recorded - OM62 3

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Practice Exercise: Words to Eliminate from your Sales Vocabulary (Materia App) Practice Exercise: Words to Eliminate from your Sales Vocabulary (Materia App) 4

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Attachment

Script - Telephone Call to Gatekeeper.docx Script - Telephone Call to Gatekeeper.docx 5

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External Tool

Video: Jeffrey Gitomer Answers a Question about Networking Impressions | Sales Training Video: Jeffrey Gitomer Answers a Question about Networking Impressions | Sales Training 6

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External Tool

Video: Creating Ethical Cultures in Business | Brooke Deterline at TEDxPresidio Video: Creating Ethical Cultures in Business | Brooke Deterline at TEDxPresidio 7

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Discussion Topic

Discussion: Ethical Dilemmas in the Event Sales Industry Discussion: Ethical Dilemmas in the Event Sales Industry 25 8

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Context Module Sub Header

RFP Project: Ground Rules and Consequences are Due by Monday, February 8th no later than 11:59 p.m. (located in the RFP Response Project Module) 9

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Page

Looking Ahead to Week 5 Looking Ahead to Week 5 10

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Week 5: Verbal & Nonverbal Communication Skills in Event Sales (Read Chapter 5)

Week 5: Verbal & Nonverbal Communication Skills in Event Sales (Read Chapter 5) Week 5: Verbal & Nonverbal Communication Skills in Event Sales (Read Chapter 5)

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Week 5: Introduction/Objectives/To-Do Week 5: Introduction/Objectives/To-Do 1

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Attachment

Deck 5: Communication Skills for Event Sales.pptx (Chapter 5 - narrated) Deck 5: Communication Skills for Event Sales.pptx (Chapter 5 - narrated) 2

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Week 5 - Zoom Session Recorded Week 5 - Zoom Session Recorded 3

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External Tool

Supplemental Reading: Customer Relationships and Selling Structure Supplemental Reading: Customer Relationships and Selling Structure 4

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External Tool

Video: Your body language may shape who you are | Amy Cuddy Video: Your body language may shape who you are | Amy Cuddy 5

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Quiz

Quiz 2: Chapters 3, 4, & 5 Quiz 2: Chapters 3, 4, & 5 20 6

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Looking Ahead to Week 6 Looking Ahead to Week 6 7

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Week 6: Market Segments (Read Chapter 6)

Week 6: Market Segments (Read Chapter 6) Week 6: Market Segments (Read Chapter 6)

Page

Week 6: Introduction/Objectives/To-Do Week 6: Introduction/Objectives/To-Do 1

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Attachment

Deck 6: Market Segments.pptx (Chapter 6 - narrated) Deck 6: Market Segments.pptx (Chapter 6 - narrated) 2

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Page

Week 6 - Zoom Session Recorded Week 6 - Zoom Session Recorded 3

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Page

Practice Exercise: Market Segments Crossword Puzzle (Materia App) Practice Exercise: Market Segments Crossword Puzzle (Materia App) 4

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Context Module Sub Header

RFP Client Interviews this week via Zoom (Due by Thursday, February 18th no later than 6:00 p.m.) 5

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Page

Looking Ahead to Week 7 Looking Ahead to Week 7 6

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Week 7: Developing a Strategy for Selling the Product - Stage 1 - Prepare (Read Chapter 7)

Week 7: Developing a Strategy for Selling the Product - Stage 1 - Prepare (Read Chapter 7) Week 7: Developing a Strategy for Selling the Product - Stage 1 - Prepare (Read Chapter 7)

Page

Week 7: Introductions/Objectives/To-Do Week 7: Introductions/Objectives/To-Do 1

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Attachment

Deck 7: Developing a Strategy for Selling.pptx (Chapter 7 - narrated) Deck 7: Developing a Strategy for Selling.pptx (Chapter 7 - narrated) 2

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Page

Week 7 Zoom Recording of Class Week 7 Zoom Recording of Class 3

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External Tool

Video: Welcome to the Experience Economy | Joseph Pine Video: Welcome to the Experience Economy | Joseph Pine 4

context_external_tool 14102505 0

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Page

Looking Ahead to Week 8 Looking Ahead to Week 8 5

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Week 8: The Stages of Professional Selling - Stage 2 - Access (Read Chapter 8)

Week 8: The Stages of Professional Selling - Stage 2 - Access (Read Chapter 8) Week 8: The Stages of Professional Selling - Stage 2 - Access (Read Chapter 8)

Page

Week 8: Introductions/Objectives/To-Do Week 8: Introductions/Objectives/To-Do 1

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Attachment

Deck 8: Prospecting - Gaining Access to the Prospect.pptx (Chapter 8 - narrated) Deck 8: Prospecting - Gaining Access to the Prospect.pptx (Chapter 8 - narrated) 2

attachment 14102508 0

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Page

Week 8 Zoom Recording of Class including Room Block Week 8 Zoom Recording of Class including Room Block 3

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External Tool

Video: Change Your Prospect | Sales Tips (Jeff Gitomer) Video: Change Your Prospect | Sales Tips (Jeff Gitomer) 4

context_external_tool 14102509 0

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External Tool

Video: What is Salesforce? Video: What is Salesforce? 5

context_external_tool 14102510 0

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External Tool

Video: CRM | Sales Cloud Essentials Video: CRM | Sales Cloud Essentials 6

context_external_tool 14102511 0

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Assignment

Assignment: Prospecting 101 Assignment: Prospecting 101 20 7

assignment 14102512 1

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Quiz

Quiz 3: Chapters 6, 7 & 8 Quiz 3: Chapters 6, 7 & 8 20 8

quiz 14102513 1

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Page

Looking Ahead to Week 9 Looking Ahead to Week 9 9

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Week 9: The Stages of Professional Selling - Stage 3 - Establish (Read Chapter 9)

Week 9: The Stages of Professional Selling - Stage 3 - Establish (Read Chapter 9) Week 9: The Stages of Professional Selling - Stage 3 - Establish (Read Chapter 9)

Page

Week 9: Introduction/Objectives/To-Do Week 9: Introduction/Objectives/To-Do 1

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Attachment

Deck 9: Establishing the Sales Dialogue - Meeting the Client.pptx (Chapter 9 - narrated) Deck 9: Establishing the Sales Dialogue - Meeting the Client.pptx (Chapter 9 - narrated) 2

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Page

Week 9 Zoom Recording of Class Lecture Week 9 Zoom Recording of Class Lecture 3

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Attachment

Script - Gatekeeper Face-to-Face.docx Script - Gatekeeper Face-to-Face.docx 4

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Attachment

Script - Decision-Maker Face-to-Face/Needs Assessment.docx Script - Decision-Maker Face-to-Face/Needs Assessment.docx 5

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Page

Looking Ahead to Week 10 Looking Ahead to Week 10 6

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Week 10: The Stages of Professional Selling - Stage 4 - Present (Read Chapter 10)

Week 10: The Stages of Professional Selling - Stage 4 - Present (Read Chapter 10) Week 10: The Stages of Professional Selling - Stage 4 - Present (Read Chapter 10)

Page

Week 10: Introduction/Objectives/To-Do Week 10: Introduction/Objectives/To-Do 1

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Attachment

Deck 10: The Presentation.pptx (Chapter 10 - narrated) Deck 10: The Presentation.pptx (Chapter 10 - narrated) 2

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Page

Week 10 Zoom Recording of Class Lecture Week 10 Zoom Recording of Class Lecture 3

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External Tool

Video: How to Open Your Presentation With Impact | Patricia Fripp Video: How to Open Your Presentation With Impact | Patricia Fripp 4

context_external_tool 14102522 0

Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
External Tool

Video: Connecting to Your Audience in Your Speech | Patricia Fripp Video: Connecting to Your Audience in Your Speech | Patricia Fripp 5

context_external_tool 14102523 0

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External Tool

Video: How to Close Your Presentation | Patricia Fripp Video: How to Close Your Presentation | Patricia Fripp 6

context_external_tool 14102524 0

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Quiz

Quiz 4: Chapters 9 & 10 Quiz 4: Chapters 9 & 10 20 7

quiz 14102525 1

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Page

Looking Ahead to Week 11 Looking Ahead to Week 11 8

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Week 11: Project Presentations, RFP & Peer Evaluations Due on the day of your ZOOM Presentation (no class this week)

Week 11: Project Presentations, RFP & Peer Evaluations Due on the day of your ZOOM Presentation (no class this week) Week 11: Project Presentations, RFP & Peer Evaluations Due on the day of your ZOOM Presentation (no class this week)

Page

Looking Ahead to Week 12 Looking Ahead to Week 12 1

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Week 12: The Stages of Professional Selling - Stage 5 - Proof (Read Chapter 11)

Week 12: The Stages of Professional Selling - Stage 5 - Proof (Read Chapter 11) Week 12: The Stages of Professional Selling - Stage 5 - Proof (Read Chapter 11)

Page

Week 12: Introduction/Objectives/To-Do Week 12: Introduction/Objectives/To-Do 1

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Attachment

Deck 11 - Objections-Negotiations - Getting the Customer to Say Yes.pptx (Chapter 11 - narrated) Deck 11 - Objections-Negotiations - Getting the Customer to Say Yes.pptx (Chapter 11 - narrated) 2

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Page

Week 12: Zoom Session Recorded Week 12: Zoom Session Recorded 3

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Attachment

Script - Negotiating Exercise (Planner vs. Resort Salesperson).docx Script - Negotiating Exercise (Planner vs. Resort Salesperson).docx 4

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External Tool

Video: Hotel Sales Training - Don't Negotiate One Item at a Time | Steinhart & Associates Video: Hotel Sales Training - Don't Negotiate One Item at a Time | Steinhart & Associates 5

context_external_tool 14102531 0

Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
Assignment

Assignment: Sales Trip Planning Assignment: Sales Trip Planning 75 6

assignment 14102532 1

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Page

Looking Ahead to Week 13 Looking Ahead to Week 13 7

wiki_page 14102533 0

Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete

Week 13: The Stages of Professional Selling - Stage 6 - Close (Read Chapter 12)

Week 13: The Stages of Professional Selling - Stage 6 - Close (Read Chapter 12) Week 13: The Stages of Professional Selling - Stage 6 - Close (Read Chapter 12)

Page

Week 13: Introduction/Objectives/To-Do Week 13: Introduction/Objectives/To-Do 1

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Attachment

Deck 12 - The Close & Contracting.pptx (Chapter 12 - narrated) Deck 12 - The Close & Contracting.pptx (Chapter 12 - narrated) 2

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Page

Week 13: Zoom Recording of the Class Lecture Week 13: Zoom Recording of the Class Lecture 3

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Attachment

Script - The Close.docx Script - The Close.docx 4

attachment 14102536 0

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External Tool

Video: Sales Training: Closing the sale – The definitive answers you won't like. | Jeff Gitomer Video: Sales Training: Closing the sale – The definitive answers you won't like. | Jeff Gitomer 5

context_external_tool 14102537 0

Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
External Tool

Video: Sales Training: Stop closing sales and start providing value, or lose to price. | Jeff Gitomer Video: Sales Training: Stop closing sales and start providing value, or lose to price. | Jeff Gitomer 6

context_external_tool 14102538 0

Score at least Must score at least to complete this module item Scored at least Module item has been completed by scoring at least View Must view in order to complete this module item Viewed Module item has been viewed and is complete Mark done Must mark this module item done in order to complete Marked done Module item marked as done and is complete Contribute Must contribute to this module item to complete it Contributed Contributed to this module item and is complete Submit Must submit this module item to complete it Submitted Module item submitted and is complete
Quiz

Quiz 5: Chapters 11 & 12 Quiz 5: Chapters 11 & 12 20 7

quiz 14102539 1

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Context Module Sub Header

Sales Trip Planning Assignment Due on Friday, April 9th no later than 11:59 p.m. 8

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Page

Looking Ahead to Weeks 14 & 15 Looking Ahead to Weeks 14 & 15 9

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Week 14: Spring Break (Have Fun!)

Week 14: Spring Break (Have Fun!) Week 14: Spring Break (Have Fun!)

Page

Looking Ahead to Week 15 Looking Ahead to Week 15 1

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Week 15: The Final Stage of Professional Selling - Stage 7 - Service (Read Chapter 13)

Week 15: The Final Stage of Professional Selling - Stage 7 - Service (Read Chapter 13) Week 15: The Final Stage of Professional Selling - Stage 7 - Service (Read Chapter 13)

Page

Week 15: Introduction/Objectives/To-Do Week 15: Introduction/Objectives/To-Do 1

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Attachment

Deck 13 - Service After the Sale.pptx (Chapter 13 - narrated) Deck 13 - Service After the Sale.pptx (Chapter 13 - narrated) 2

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Page

Week 15: Zoom Recording of Class Lecture Week 15: Zoom Recording of Class Lecture 3

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Attachment

Script - Acquiring Referrals.docx Script - Acquiring Referrals.docx 4

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External Tool

Video: Sales Tools: The Secret of Getting All the Referrals You Could Ever Hope For | Jeffrey Gitomer Video: Sales Tools: The Secret of Getting All the Referrals You Could Ever Hope For | Jeffrey Gitomer 5

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Assignment

Assignment: Red Flags Assignment: Red Flags 5 6

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Context Module Sub Header

Final Exam Due Friday, April 30th no later than 11:59 p.m. 7

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The Final Frontier!

The Final Frontier! The Final Frontier!

Attachment

SPRING 2021 Review for Online Final Exam.docx SPRING 2021 Review for Online Final Exam.docx 1

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Quiz

HFT3523 Final Exam HFT3523 Final Exam 100 2

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Course Modules