MK 401 Sales Management
U1J 2006 DN
Morin, Rena P.
Master of Science in ManagementBachelors of Science Organzational LeadershipAssociates Degree Business
Not located on campus
05 Jun -24 July 2006
5:30 - 9:50 PM
Textbook: Sales Force Management, 8th ed., 2005, McGraw-Hill/Irwin. ISBN 0-07-296183-X
Textbooks can be purchased though the MBS bookstore
Textbooks can be purchased though the Parkville Bookstore
Course Description: Review and analysis of approaches to planning, organizing, training, developing, compensating, directing, and controlling the sales force in support of marketing objectives. Use of case materials. Prerequisite: MK351. 3:0:3
Educational Philosophy: Hello and welcome to Park's accelerated MK 401, Sales Management. As course instructor I wish to emphasize this course is dependent on your active participation in order to be successful. You all have a wealth of knowledge and experience, if you did not, you would not be here. I value the experiences you bring to the classroom and I look forward to learning more about you and from you as we progress through the course.
Personal contact and e-mail are very important links between a learner and instructor and I value our need to communicate. I'll get back to you and if necessary we can arrange a time to talk/chat/exchange ideas. We will use e-mail to send attachments if necessary (I can accept Word Documents only).
Learning Outcomes: Core Learning Outcomes
A comprehensive sales case is the chosen assessment device for the Sales Management course. The case is to be assigned during week 14 of a sixteen week course and during week seven of an eight week course.
Link to Class RubricGrading: Weekly attendance-participation in lecture/discussions, accuracy/quality of submitted homework assignments.
Term Project and conducting a Sales meeting.
Term Project: You will develop a sales plan project. The project is for a fictitious product and you are the sales manager. You will be required to develop this project weekly and do a final presentation on Week 8. Thus you will conduct a mock 20 minute sales meeting with your classmates as your sales staff using the materials you developed.
Late Submission of Course Materials: Late submission of coursework not turned in by the scheduled class meeting will result in a 10% grade reduction and additional 10% each week late.
Classroom Rules of Conduct: The student is responsible to contact the instructor for any makeup assignements or tests and their inclusion in the total grade. Please lets all be courteous to our fellow students and turn off our cell phones.
Meeting - 1 05 Jun 2006 6:00 - 9:50 PM,
(CLASS STARTS AT 6PM ON 05 JUNE O6 ONLY) Orientation and introductions.
Discuss Chapter 1 Introduction to Sales Management in the 21st Century. Chapter 2 The Process of Selling and Buying,
Prior to class read chapter 1 & 2,
Meeting - 2 12 Jun 06 5:30-9:50,
Chapters 3 & 4 for discussion
Prior to class read chapters 3 & 4 for discussion. Submit a sales plan project (rough draft) that describes the 4 P's (product, price, place and promotion) of the fictitious product chosen for the plan. The length of the report should be 1-2 pages in length. This is a rough draft and can be modified as the course continues. ,
Meeting - 3 19 Jun 06 5:30-9:50,
Chapter 5 for discussion and case study
Prior to class read chapter 5 for discussion. Submit section two of the sales plan. The section will include a description of the environmental influences on the sales program and the organization of the sales force for the product. Chapter One of the text has information on the environmental influences and Chapter Four describes how to organize the sales force. ,
Meeting - 4 26 Jun 06 5:30-9:50,
Mid Term Test
No paper due we will do the Mid term test over Chapters 1-5. This will be taken in class and is open book and open notes. The midterm consist of ten multiple choices questions and seven short answer questions. The test consists of 100 points.,
Mid term over Chapters 1-5
Meeting - 5 03 Jul 06 5:30-9:50,
Chapters 6 & 7 for discussion
Prior to class read chapters 6 & 7. Submit the sales plan project determining the way to motivate and reward the sales team. Chapter six discusses the performance and behavior of the salesperson. Chapter 7 advises on motivating the team.
Meeting - 6 10 Jul 06 5:30-9:50,
Chapters 8, 9 & 10 for discussion
Prior to class read chapters 8, 9 & 10. Submit in the sales plan project listing the criteria for selecting the sales force and the recruitment process. ,
Meeting - 7 17 Jul 06 5:30-9:50,
Chapters 11, 12 & 13 for discussion
Prior to class read chapters 11, 12 & 13. Submit the sales plan project describing the incentive and compensation plan for motivating the sales force. Evaluating the salesperson performance guidelines.,
Meeting - 8 24 Jul 06 5:30-9:50,
Submit the final completed sales project presentation. Prepare to hand in copies of the project and a criteria sheet will be provided prior. This is your final and must be 20 minutes and worth 100 points.
Submit the final completed sales project presentation. Prepare to hand in copies of the project and a criteria sheet will be provided prior. This is your final and must be 20 minutes and worth 100 points. ,
Final Presentation due.,
Academic Honesty:Academic integrity is the foundation of the academic community. Because each student has the primary responsibility for being academically honest, students are advised to read and understand all sections of this policy relating to standards of conduct and academic life. Park University 2005-2006 Undergraduate Catalog Page 85-87
Plagiarism:Plagiarism involves the use of quotations without quotation marks, the use of quotations without indication of the source, the use of another's idea without acknowledging the source, the submission of a paper, laboratory report, project, or class assignment (any portion of such) prepared by another person, or incorrect paraphrasing. Park University 2005-2006 Undergraduate Catalog Page 85-87
Attendance Policy:Instructors are required to maintain attendance records and to report absences via the online attendance reporting system.
Park University 2005-2006 Undergraduate Catalog Page 89
Disability Guidelines:Park University is committed to meeting the needs of all students that meet the criteria for special assistance. These guidelines are designed to supply directions to students concerning the information necessary to accomplish this goal. It is Park University's policy to comply fully with federal and state law, including Section 504 of the Rehabilitation Act of 1973 and the Americans with Disabilities Act of 1990, regarding students with disabilities. In the case of any inconsistency between these guidelines and federal and/or state law, the provisions of the law will apply. Additional information concerning Park University's policies and procedures related to disability can be found on the Park University web page: http://www.park.edu/disability .
Last Updated:5/30/2006 6:44:09 PM