Overview:
People are products. Therefore, it is to your benefit to think about what you want to achieve in this lifetime. Do you want a college education? Do you want to get married? Do you want to have children? Do you want to stay in Wisconsin Rapids? Do you want to be famous, rich, giving, happy, etc…? What kind of career will you have? What are some dreams for your future? One way of setting goals and achieving them is to have them written down or to analyze those who have had the greatest impact on your life.

Assignment:
Students are to write a one page tribute about themselves or someone important to them. A tribute is a speech or writing in commendation of the character or services of a person.

This briefing introduces students to the concept of the selling process and its phases. It walks through the steps in the selling process. First, use the briefing (found in Task 1) to teach students about this concept. Then, each student should observe a sales presentation in which the salesperson used a selling process. Given a list of the components of the selling process, students should identify what was said or took place during the presentation that constituted each phase of the selling process and discuss the responses with the class. This lesson is a part of the Marketing Principles Course Guide. To download it, visit mbastatesconnection.mbaresearch.org and select "Course Guides" under "Curriculum and Instruction."