Fundamentals of Selling 13th Edition by Charles Futrell

Exercise 22

Do you set objectives for each of your classes Are your course objectives SMART- specific, measurable, achievable, realistic, and timed Salespeople set objectives for each customer. Would you consider setting objectives for each class, constantly measuring your performance, and reevaluating your progress toward the objective You can do this by answering the questions in Exhibit.
SMART Course Objective Setting
Enough time has passed in your selling course that you have one or more grades. Let's assume you want to make an A in the class. Ask your instructor or see your class syllabus for the total points you can earn in your sales course. Assuming no curve, multiply the maximum points by 0.9. If you can earn a maximum of 1,000 points, then you only need 900 points for an A. Your goal now becomes a total score of 900 points on all graded activities.
Subtract the total points you have earned so far from the number of points needed to reach your objective-900 points. How many remaining test(s) and assignment(s) are ahead Determine if you can reach your course grade objective by making an 80, 90, or 95 percent average on all remaining test(s) and assignment(s). Each time you receive a grade for a major assignment, recalculate your progress toward scoring 900 points and making your A.
As in sales, usually a person's class performance is a function of their ability and motivation. This is why class performance is a function ( f) of an individual's ability times motivation, or
Class performance = f (Ability × Motivation)
Now for the most important question of all. The answer to this question will determine your future grade in this or any class. "How hard are you willing to work in reaching your course grade objective " On a scale of 1 to 10-with 10 being the maximum effort-how hard are you willing to work in this course to reach your objective
Be honest with yourself! Write it down! This is important; write it down, please.
My effort score is ----- (1 to 10).
Each time you recalculate your progress toward your goal of making an A in this class, reconsider your "effort score". Write down all future "effort scores". See if over time your "effort score" begins to decline, increase, or stay the same.
EXHIBIT
SMART course objective setting.
What grade do you want to make in this course Write on this line _____
How many points do you have to earn in this class to reach your objective _____ (Total points multiplied by 0.9. See your syllabus for total course points.)
How many points do you now have in the course _____
How many points do you need to earn to reach your objective _____
Can you reach your objective _____Yes _____ No
On a scale of 1 to 10-with 10 being the maximum effort-how hard are you willing to work in this course to reach your objective Be honest with yourself. My "effort score" will be_____.
In your class notes, write a statement explaining how you will reach your grade objective.