People don't buy products, they buy an outcome, they buy a better version of themselves, I read somewhere. Some of the world's most successful companies are sales-driven.
Learning Objectives
- What are the principal learning objectives from this lesson?
- What role does this lesson play in the greater course?
- How do you imagine this class affecting individual students' depth of knowledge, judgement, analytical skills, or other capabilities?
Teaching Opportunities and Challenges
- What compelling topics, points of tension, or potentially surprising or counterintuitive insights stand out in the case? How will you leverage these to engage your students in discussion and debate?
- What might this audience find challenging or confusing? How will you manage this discussion?
- When might the class be at greatest risk of going off-track? How might you manage contingencies should difficulty arise?
- How might you draw upon relevant connections between this class session and your own research or experience?
Class Design
Structure
- What issues or pieces of analysis should be covered during the discussion?
- How will you sequence the discussion pastures and how much time should be devoted to each? What is the logic underlying each transition from one pasture to another?
- How will your board plan support the class design and facilitate student learning?
Opening
- What comments, if any, will you make to introduce the discussion? Why?
- What is the rationale behind your opening question?
- Which student will you select as the opener? Why?
- How do you expect the discussion to emerge following the opener’s initial response?
Discussion Leadership
- What follow-up questions within each pasture will motivate students to think beyond their initial contributions?
- How will you phrase the transition between each pasture?
- What question will you use to introduce each pasture following the opening discussion?
- How will you incorporate student backgrounds into the discussion? Are there specific students who should/should not be encouraged to contribute during particular pastures?
- How might you stimulate students to think beyond this class and develop insights through linkages across classes, modules, and courses?
Closing
- How do you plan to close the class discussion? Why?
- What are the risks of providing too much closure at the end of this class? Too little?
