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2. COM 373 Academic professor / tutorialrank COM 373 Entire Course (UOP) COM 373 Week 1 Communication Styles Paper (UOP) COM 373 Week 1 Communication Styles Paper COM 373 Week 2 IMC Product Paper COM 373 Week 2 Learning Team Selling Model Part I Presentation COM 373 Week 3 Individual Customer Multimedia and Worksheet COM 373 Week 3 Assignment Selling Model Part II Presentation COM 373 Week 4 Letter to Customer and Supervisor COM 373 Week 5 Case Study Analysis Paper COM 373 Week 5 Final Selling Model Presentation Communication Styles Paper Prepare a 1,050- to 1,400-word paper that explains each stage of the consumer decision-making process and the importance of effective sales communication at each stage of the process. Discuss how different communication styles may affect selling relationships. Include the following: Stages in the consumer decision-making process How does consumer behavior affect the sale of the product?

3. COM 373 Academic professor / tutorialrank COM 373 Week 2 IMC Product Paper (UOP) COM 373 Week 2 Learning Team Selling Model Part I Presentation IMC Product Paper Choose one product from the following: Apple’s iPhone® mobile digital device Nabisco’s 100 Calorie Packs Geico® insurance Prepare a 1,050- to 1,400-word paper that identifies the elements of the integrated marketing communications for the product you choose. Learning Team Selling Model Part I Presentation This is the first part of a multipart Learning Team assignment that culminates in Week Five. Please be sure to read ahead in the syllabus for future weeks’ portions. Furniture to Go, Inc. has hired your Learning Team to develop a detailed selling model that will help the company increase sales—see Appendix A on the student website. Over the next 4 weeks, your Learning Team

4. COM 373 Academic professor / tutorialrank COM 373 Week 3 Assignment Selling Model Part II Presentation (UOP) COM 373 Week 3 Individual Customer Multimedia and Workshe Selling Model Part II Presentation Prepare a 4- to 6-slide Microsoft® PowerPoint® presentation discussing steps 4 and 5 of your team’s selling model based on the case in Appendix A and the selling model outline in Appendix B. Include detailed speaker notes with your slides. Present your Selling Model Part II Presentation Week 3 Individual Assignment Read the Customer Multimedia and Worksheet Complete the Sales Communications exercise by clicking the link located on your student website. Submit the worksheet produced at the end of this exercise.

5. COM 373 Academic professor / tutorialrank COM 373 Week 4 Letter to Customer and Supervisor (UOP) COM 373 Week 5 Case Study Analysis Paper (UOP) Week 4 Individual Letter to Customer and Supervisor you have taken over a sales account where the previous sales associate did not effectively handle the customer’s needs. You have just received a letter from the dissatisfied customer—see Appendix C. After reading the letter: Draft a letter to your supervisor and address the following: COM 373 Week 5 Case Study Analysis Paper

6. COM 373 Academic professor / tutorialrank COM 373 Week 5 Final Selling Model Presentation (UOP) Selling Model Presentation Draft a second letter to your customer and make sure you do the following: Develop trust and rapport. Address the customer’s issues. Propose alternative solutions.

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