Application of business and behavioral sciences in a selling environment. Building successful relationships in a culturally diverse world.

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Email: johnsonpatricia@fhda.edu

Welcome to Summer Session at De Anza College. We have six weeks to accomplish a normal quarter’s worth of work so load up your Starbuck's card and dig in for the next six weeks of work. My best advice to you is to survey the assignments, and get rough drafts of each done as soon as possible, then, as the due date nears, you can polish them up and submit them on time.



You might be wondering how we can teach a course in Selling online, and not face to face. It is true that most selling occurs face to face, but with rising airfare costs, and new technology, more and more companies are experimenting with offering sales presentations online. In this course we’ll be doing two video presentations, and you may work alone, or with a group. We’ll be using our class Youtube account to post videos and allow you all to comment on the presentations posted.



The Youtube account information and other details are all posted in the Catalyst course, which you will be able to access starting 7/2/2012 at https://catalyst.deanza.edu

The Power of Selling, Kimberly K. Richmond, Flatworld Knowldge
www.flatworldknowledge.com

Supplemental study aids are available at www.flatworldstudents.com



Book Report Choices and recommended reading:


Selling to Big Companies, Jill Konrath


SPIN Selling, Neil Rackham. McGraw-Hill


Getting to YES, Negotiating Agreement Without Giving In, Robert Fisher, William Ury, Bruce Patton. Penguin

I check email twice daily, in the early and/or mid morning and in the early evening. Rest assured I am committed to your success in this class and will work with you to ensure that you do well and achieve your objectives for taking this course.

Policy on Copying and Cheating:Students who submit the work of others as their own or cheat on exams or other assignments will receive a failing grade in the course and will be reported to college authorities.

This course utilizes Catalyst, De Anza's Online Learning Community. Please view the Catalyst website at https://catalyst.deanza.edu/ to login. Please note that you will be unable to login until the first day of class. Be sure you are using your correct username and password - do not use your social security number or international "99" number. If you need help logging in or finding your student ID, please view the short instructional video at: https://catalyst.deanza.edu/?pg=mod1. Additional instructions and assistance can be found on the Catalyst website.

Phone: 408-864-8455
http://books.deanza.edu/

De Anza College Library Services are available for all students and faculty, both on and off campus. Please consult the library website for a complete description of the library services and hours:

De Anza College Library: http://www.deanza.edu/library/

Services of particular interest to off campus students include:

• Access to the Library Catalog which includes books, DVDs, and course reserves. Here is a link to the library catalog:
  Library Catalog: http://library.deanza.edu/uhtbin/webcat
• Article Databases and Research Databases The library subscribes to several electronic databases which provide access to thousands of full-text journals, newspapers, and magazine articles. Research databases include: LEXIS NEXIS Academic, Encyclopedia Britannica Online and a Practice Test Database which contains Nursing Exams, TOEFL Preparation, College Entrance Exams, and many more.

To use the article or research databases from an off campus computer, log in with your 14 digit library number or eight digit student id number. These instructions are repeated on the first page of the library website along with descriptions of all the online resources provided.