Professional Sales Practicum (MAR 4946) Flashcards

This set of flashcards covers vocabulary and key policies from the Professional Sales Practicum (MAR 4946) syllabus, including sales coaching definitions, student obligations, and professionalism standards.

Professional Sales Practicum (MAR 4946)

A course limited to Sales Majors who have completed MAR 3023, MAR 3400, and MAR 4415, whose members are referred to as the FSU Sales Team.

Sales Coaching

The focused talent development through one-on-one coaching of sales professionals with their managers.

Neil Rackham

Author of SPIN Selling who conducted a study showing a drop-off of $87\%$ of knowledge acquired if there was no post-training coaching or reinforcement.

Sales Team Professionalism Pledge

A document requiring students to take responsibility for actions, adhere to academic excellence, and conduct themselves professionally both on and off campus.

12-Hour Rule

The requirement for MAR 4946 students to respond to or acknowledge all official communications (phone, text, email) within 12 hours of receipt.

Sales Lab Office Hours

A requirement for team members to hold $3$ office hours per week to assist MAR 4415 students or help the Sales Institute.

Dress Code Policy

The commitment for sales team members to dress at least business casual at all times while on campus, in classes, or representing FSU until graduation.

Alcohol Policy

A regulation stating no alcohol consumption while representing FSU at competitions or conferences unless at a sponsored event where moderation is observed; violation results in course failure and team dismissal.

Sales Team For Life

A policy where members agree to follow sales team policies for their entire remaining time at FSU to keep membership privileges and access to the sales lab.

Seminole Sales Showcase

An internal role-play competition used to determine which students will represent the FSU Sales Institute at national sales competitions.

Ambassador of the University and the College

An activity involving hosting or participating in meetings with guests of the University President, College Dean, or FSU Sales Institute.

Self-Evaluation

A critical part of learning where the student coach guides sellers in checking their own performance using an assessment form with scores of $0$, $1$, or $2$.

Coaching Grade Weight

The component of the final grade based on assisting advanced sales students with role-play evaluations, accounting for $50\%$ of the total grade.

Professionalism

Taking pride in every aspect of life, never compromising standards, and representing oneself and FSU with respect, commitment, and the best possible appearance.

Business Casual (General Guideline)

A crisp, neat look appropriate for meeting a CEO, characterized by classic rather than trendy styles and avoiding athletic shoes or revealing clothing.

Sales Team Name Badge

An item students pledge to wear whenever they are on campus as an action step toward professionalism.

Business Professional

The required dress code for special events such as guest speakers, the Seminole Sales Showcase, and other directed FSU Sales Institute events.

Course Objectives

The goals and learning outcomes expected to be achieved by students throughout the practicum, focusing on skill development in professional sales techniques, relationship building, and effective communication.

Coaching Responsibilities

-Up to 10 advanced sales students assigned

-Act as a buyer during practice and graded role plays

-Assist them with self-evaluation (0-2), coach them to improve on lacking areas.

Sales Club/meetings

Attend and support sales club and special events. Participate in FSUSI events

Coaching Grade

Complete review of the video and coaching document to ensure grading accuracy. Communicate both proper and improper demonstration of role-play. Any disagreement on the grade will be evaluated by coaches.