Industry Terms

Question 1

Adjunct

Answer 1

An instructor who teaches one or more courses on a non-permanent basis. He or she may or may not be involved in book selection for the assigned course.

Question 2

Adoption

Answer 2

Sale to professor of our product text, MyLab, mastering, or package of text & supplementary materials.

Question 3

Pending adoption

Answer 3

A sale-in-progress

Question 4

First cut

Answer 4

Book was selected from the first review and put into the Short Stack for further consideration

Question 5

Final cut

Answer 5

Book made it to the final round. Usually two books to choose from.

Question 6

Closed Adoption

Answer 6

When professor had selected a text or learning tool.

Question 7

Apparatus

Answer 7

Questions and instructions to help students analyze the readings. Mostly a term used in the humanities for English sales calls. See also pedagogy.

Question 8

Assessment

Answer 8

A way of evaluating a student’s skills in a particular area.

Question 9

Attrition

Answer 9

The loss of anticipated sales dollars in subsequent sales periods compared to actual sales in previous terms. The loss can be attributed to used text sales or students not purchasing resources at all for a particular course.

Question 10

Author

Answer 10

The person/s who writes the textbook or supplementary learning materials.

Question 11

ALC

Answer 11

Al La Carte Edition (aka notebook edition) that is the same as the textbook but loose leaf and 3-hole punched at a discount.

Question 12

AOD

Answer 12

Available on Demand. A program that allows us to keep more books in print without having to keep physical inventory in the warehouse. It was developed to support existing business untitled the currently are in use but that would have been put out-of-print due to low demand.

Question 13

Backlist Titles

Answer 13

All book titles published before the current copyright year.

Question 14

Back Order

Answer 14

When you sample a desk copy in Socrates and see “BO,” that means there is currently no available stock of the requested book. You may want to contact Editorial Assistant for the availability of that book.

Question 15

Bindery Shipment

Answer 15

A shipment of textbooks directly from the production facility to the bookstore. Often done because classes are starting and there is not enough time for the books to go from the bindery to the warehouse and then to the bookstore. Special arrangements must be made to complete this process.

Question 16

BIU

Answer 16

Book in Use

Question 17

BKMY36

Answer 17

This is a report which you will receive monthly which will list your sales for that month on an individual account basis. It will also show you how you are doing year-to-date. This should be evaluated and kept for at least a one year period. It can be found on HEAP (Higher Education Applications Portal).

Question 18

CW

Answer 18

Companion Website. A website that supports the textbook in use and can include: online self-grading quizzes, current events articles, instructor and student resource materials. Instructor materials are password protected from the students by the district manager’s territory code.

Question 19

CourseConnect

Answer 19

Online courses offered through Pearson Learning Solutions, which can work in any learning management system.

Question 20

Course List

Answer 20

A schedule of courses offered by a school during the current term, semester or quarter. Usually available in the registrar’s office and/or sometimes on the campus website or from a department secretary. Place to find course enrollments and teaching assignments. Also called “Class Schedule.”

Question 21

Course Catalog

Answer 21

A thorough presentation of the school - courses, course descriptions, faculty, etc., published annually and available in the Registrar’s Office and/or on the campus website. Sometimes called the “College Bulletin.”

Question 22

Course Codes

Answer 22

A set of numbers and letters assigned to a course (i.e. Intro to Physics MP0106) and shows you which books you have available to sell within that course. There is a course code guide you can use as a reference. It helps you determine which books to sell for a particular course in your territory.

Question 23

Course Compass

Answer 23

A distance learning platform owned by Pearson Education and powered by the engine of another popular platform - Blackboard.

Question 24

Course Management

Answer 24

Allows a professor to put their course online via the web and manage students and grading. School may select platform (method of delivery) for courses Sample list E-College, WebCT, Blackboard, Course Compass.

Question 25

CourseSmart

Answer 25

Website in which Pearson Sales Representatives e-text-book review copies for instructors. Students can also use this site to purchase e-textbooks. www.coursesmart.com

Question 26

Custom

Answer 26

General term used to describe an adoption and/or opportunity in which the instructor wants to tailor their textbooks and resources to meet their specific needs. This may include adding their own material, removing chapters, customizing a Pearson MyLab, etc.

Question 27

DM

Answer 27

District Manager. Immediate supervisor for sales/publisher’s representatives.

Question 28

Desk Copy

Answer 28

A copy of an adopted text sent to a professor for his or her classroom use.

Question 29

Document Library

Answer 29

Online resource library of documents for sales force use. Documents are organized in an easy to follow hierarchy of folders. Access the document library from the HEAP (Higher Education Applications Portal) the default homepage on your laptop computer (http://sales.prenhall.com).

Question 30

E-Catalog

Answer 30

Online catalog of available texts arranged alphabetically by discipline, course, and author. New texts and new editions are presented in full-page format; backlist titles are presented in paragraph format in course listing sections. Alphabetical listing by author and title are indexed. Primary Resource to use on campus when selling to professors.

Question 31

EIS

Answer 31

Early-in-Stock. Books that come out a few months before the traditional summer release date. Done often to best selling books to capture rollovers and new market share.

Question 32

Examination Copy

Answer 32

A sample copy sent to a professor for evaluation for his or her course. Also known as a “review copy.”

Question 33

Hybrid

Answer 33

A.k.a. “Blended.” Professor and students meet half the week in-person and half the week online.