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 Went on university
website«got
Printed out questions to
directions to the 3
ask each professor
departments I would
be visiting«

printed out the

professors names in
Got my camera ready each
¢ department«phone
numbers«what floors
they were located
 6

  

   
   










 
 





 


 

 
!"'6)*+%

Ämall disclaimer: Always have a hat, gloves, umbrella/rain jacket in your

car at all times! You never know what the weather is going to be like!
ecap: He only had about 5 minutes for us to talk before he
had to be at his next class. Fairbanks teaches Comp I and
utilizes two books a writing book and a reading book. He is
fairly new at UMÄ and is pretty happy with his writing book.
He feels that the content is pretty much the same across the
board with his writing book. His reading book on the other
hand he will be getting rid of. He feels as though the content
is not relatable to his students. It discusses racism in the south,
ghetto fraternities, and other criteria in which the students
eyes are glazing over and they are falling asleep. He tries to
utilize digital media like YouTube to make up for the lack of
content in the reading book. He finds the reps overwhelming
and a huge distraction. He does not see the purpose and
advises to be cognizant of the time they have to talk. He
views McGraw Hill as a reputable company and when he
looks for his reading book he would like it to cover material
the students are interested in and not be outdated and
irrelevant to them. He thinks I should be aware of the fact
that they can get information from the internet and really
doesn·t see the importance of the position.

My Thoughts: I think Fairbanks could be persuaded to use a

different reading book. Here is where I see the opportunity. I
think with more visits to him and just taking a small amount of
time I would be able to uncover a bit more information on
what subject matter he would like to cover in reading. He
sees the importance of digital media and linking the two
maybe useful to him. His overall demeanor at first was he
didn·t have to much time, but ended up spending much
more time with me than I thought. I even got a picture!
!!
ecap: Professor Grady teaches Medieval iterature, literary theory, and film. He really doesn·t use any
McGraw Hill books. He uses primary and literary sources and thinks that Norton and ongman do a
much better job in the early period. He feels that the rep has no real impact on him because he can
access the information via the internet. Grady thinks it is a perk to have a rep, but it has no real impact
on him. He has been around for a while and knows where each publishers strengths are and he
doesn·t feel McGraw is strong in Medieval iterature. When changing his books he looks at his prior
syllabus because he already has his notes in the margin. As far as digital media he would probably
utilize video if he had access to it for free. He has his own personal website that the students can
access for extra resources. He feels that I should look for other employment because the times have
changed. His advice to me was to not get discouraged.

My thoughts: YEEEEKÄ!! He was very dry and not a positive person. You experience this type of person in
every sales job unfortunately, but this is the type of person that can challenge you intellectually and
only make you stronger at what you do. He gave me some sound advice and said that I should really
talk to a professor in Comp I or II. He especially referenced Dr. Duffy. I didn·t get his picture because he
wasn·t into the whole picture thing (
H WE ! I found his website online and there is a picture of him
posted«. http://www.umsl.edu/~gradyf/
ecap: I knocked on Professor Wolfe·s door because of the
basketball flag on the door. Äo we chatted a bit about the sport
first and talked about our commonalities for the love of the
game! Wolfe teaches Modern British Fiction, Master Pieces of
ussian iterature. He rarely uses McGraw Hill books because he
really only uses anthologies. Then he thought a bit more about
what he said and asked if McGraw Hill had a modern drama
anthology? Wolfe said he probably wouldn·t use it anyways
because he is retiring at the end of the semester. He has been
teaching for 50 years. He said McGraw Hill has been a great
publisher for a decade. He thinks that he sees fewer reps now
than 10 years ago and wonders about the usefulness of a rep. I
asked him to dig a little deeper into what that meant and Wolfe
said he wasn·t the best person for me to talk with he just wanted
to talk with me because I had nice teeth. Wolfe said for
Freshman comp, which is where he thought might have more
interaction with McGraw Hill reps, to talk with Professor Duffy and
to make sure you call her doctor because it will flatter her first. Bill
Klein is also someone that would be more suitable to talk with.
These two people are more or less in charge of picking the
books they use in freshman comp. Both professors, unfortunately
left for the day due to weather so I wasn·t able to catch them.

My thoughts:
bviously Wolfe will be retiring soon and wasn·t the

best person for me to talk with, but I was still able to learn a
whole lot. These type of people like to ramble, but can really be
a great resource. He told me the lay of the land and how to get
in good with one of the decision makers in Comp I ² Dr. Duffy!

verall a pleasure to speak with and made me laugh!
6

  

   
  
 










 
 





 


 

 
!",-.
/0*,
ecap: Professor McMillon teaches persuasive
communication, small group communication, great public
speakers, and public speakers. When choosing a book he
looks for it to be comprehensive, understandable,
consistent, have great theories, and for it to be relatable.
He uses a McGraw Hill book, The Art of Public Äpeaking By:
Ätephen ucas. He said it came with a student speech and
he wasn·t impressed with the technology portion of it. He
never used it in his classes. McMillon uses other forms of
digital media like YouTube as well. I asked him about the
used book market and how it fairs at UMÄ . He said the
publishers make it difficult in his mind because they only
print so many copies, they shrink wrap and include visual
aids. He tries to get around that by never utilizing the disks
or visual aids and only uses the texts, especially for the
students who can·t afford to buy new. He thought the reps
were a useful resource to have at your fingertips when
ready to decide on a book. His advice was to stay positive.

My Thoughts:
verall he was open to my presence and

wasn·t really concerned about who the publisher was like
the other professors. He was really looking at the content
and how it aligns with his train of thought. He is very
concerned about the overall cost of the book for his
students and this is definitely a factor when choosing a
book.
Psychology Äecretary: Jean Mayo
English Äecretary: Mary Fran
(Gloria took the picture
Campus Book Ätore
Manager
I learned some vital information from these ladies on my
campus journey. They can provide me with information about
every professor« What book they are using and sometimes
why« What the hot buttons are with each professor«their
schedules«where to find them and when.
Jean Mayo and I talked for a while and became best buds
instantly. Ähe told me Dr. Äiciliani is huge into technology and
uses clickers. Not many teachers in Psychology are using any
McGraw Hill books this semester. Ähe could only name two
that were: Camilla White and Graham Wohler (which he is just
a grad student. Ähe also told me the bookstore is vital in my
success. Ähe said to leverage every avenue.
ecap: Greg has been with McGraw for 11 ½ years. He thinks the reps have tons of control over the
decision making process and he feels even more control when you are at your 2 year schools. Moore
explained the research institutes are harder to develop relationships because most of the time is spent
doing just that. He feels at the 2 year schools they are more student oriented and much easier to
develop relationships. They really start to associate the book with the rep. When professors are
selecting a book the 3 biggest criteria he sees is price, technology supplements, and the book
content. Digital is really increasing and he believes if the professors is not adapting to the change they
will be forced to eventually use it. As far as something he thinks I should be aware of is that you are on
your own and can feel alone at times. Äomething that we discussed as a side note that I was
interested in was out of the 30 or so reps in his region how many made plan and how many exceeded.
This is very important to me because I want to have control over the amount of money I make and I
am very driven by that. I needed to see that getting over that 100% was attainable because I am not
a complacent individual that is just to trying to meet plan. I am the type of rep that wants to make
more money associated with over 100% to plan.
ecap: Collette has been with the company for 60 days and has had previous publishing experience.
Ähe wanted to stress the fact that it is very easy to get pushed and pulled around the territory. You
have to control the territory and not allow it to control you. I asked what she meant by that and
Collette said that you can very easily waste more time than you like on a ´non target professor.µ Not
that others are not as important but you can get bogged down servicing non target professors when
your time is very useful in more impactful in other areas. Ähe thinks you make a difference when you
inspire the professor to think outside the box because this can motivate them to make a change. Just
as Äteven and Greg, she is finding more professors that are driven by the cost of the book as well as
technology and content. Her advice is also to try and have fun!
Tingelhoff has been with McGraw Hill for 3 years. He really enjoys the independence of the job. Just as
Greg stated he prefers the 2 year schools due to the relationships you are able to build. He also said
the 4 year universities are much more concerned with research. Äteven thinks the impact he makes is
much bigger at the 2 year schools. He thought when the professors are trying to decipher on which
book to go with the top three criteria he hears a lot are cost, supplements, and content.
ne he would
throw in that he believes is crucial and builds trust is the service aspect. Going the extra mile with a
professor can make the world of difference because they know they can rely on you for aids, desk
copy etc« Tingelhoff explained how McGraw is really grasping and taking full advantage of the
technology aspect. They have acquired black board and connect. He sees the importance of
technology in helping the students and is excited about having this at his fingertips as a tool to utilize in
the selling cycle. His advice to me was to have strong product knowledge, go the extra mile with
service, and build great and lasting relationships.
Kim has been with McGraw Hill 6 months and had previous publishing experience. Ähe spoke highly of
her manager and Kim, whom she said she sold against a long time ago. Ähe feels the awesome
support and resources McGraw has to offer. Ähe tries to utilize people from the home office as much as
she can. eistner said the industry is very competitive and very challenging. Ähe finds that to be
successful you must posses great listening skills, product knowledge, and have great relationships. Kim
thinks that professors are looking for something to be inspired / motivated to change their text. Ähe also
thinks technology plays an integral role as well as proper service from the rep. I asked her to dive a little
deeper into what she means when she says service. It could be just a simple email that will explain how
to use or adapt to a piece of technology. Ähe finds the biggest objection is they don·t have time to
change and adapt to a different text. This is where you must find the pressure point/motivator to inspire
them to! In regards to technology she suggests to keep it simple and manageable rather than
overwhelming them with a lot of information. Pulling through with proper training and a web X can
show them you are willing to go the extra mile to support them and their students. Her advice to me
was to work hard but smart and HAVE FUN! This job is intellectually stimulating and she loves the size of
the territories because they are manageable.
 30 day outlook: I would hope to have an idea of my territory«Meaning location of
departments at each school, how to get there, best parking spots that are quick and
easy to access, introduce myself to big target professors in the territory, get a better
understanding of McGraw Hill products and supplemental technology products, learn
internal personnel that can help me, get professors schedules and what books they are
currently using, learn CM tool and be able to navigate through it with ease, introduce
myself to library managers and secretaries of departments, learn where the best places
to find certain professors and uncover some opportunities.

60 day: Would like to have several opportunities that I discovered closed and won, I
would like to be on Kim·s bulletin board sent out to the reps, have a better
understanding of product, be able to recognize faces and know exactly what
professor it is, have them know who I am as well, get a sense that they know I will be a
great service rep, start gaining trust in the territory from everyone I encounter, be able
to recognize what everyone does internally and where to go for what needs or
questions I have.

90 day: I would like to be recognized by other reps in the company as well as

managers of someone who got after it and is doing a great job!

120 day: Be at the top of some sort of a leader board in some area.

Year one: Be over 100% to plan.

Year two: Be looked at as a respected sales individual at the company and sought
after for advice.

Ultimately be able to say (like Kim I have been at McGraw Hill for 17 years and
growing!

Game Plan
 Do you read inspirational material and use positive affirmations?

Do you believe people are as happy as they want to be?

Do you go over, under, around, or through any obstacle to get the job done?

Are you persistent even in the face of disappointment?

Do you constantly improve your performance and knowledge?

Do you think BIG (even when you·re dealing with the small-minded?

Are you truly committed to being of service to others?

Are you willing to frequently leave your comfort zone?

Are you a consummate professional (and act like one?

Do you accept change willingly as a part of sales and life?

My answer to these questions is YEÄ« That is why I would be successful at McGraw Hill!