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MK 401 Sales Management
Morin, Rena P.


Mission Statement: The mission of Park University, an entrepreneurial institution of learning, is to provide access to academic excellence, which will prepare learners to think critically, communicate effectively and engage in lifelong learning while serving a global community.

Vision Statement: Park University will be a renowned international leader in providing innovative educational opportunities for learners within the global society.

Course

MK 401 Sales Management

Semester

U1J 2006 DN

Faculty

Morin, Rena P.

Title

Adjunct Faculty

Degrees/Certificates

Master of Science in Management
Bachelors of Science Organzational Leadership
Associates Degree Business

Office Location

Downtown

Office Hours

Not located on campus

Daytime Phone

660-864-4132

Other Phone

816-331-3858

E-Mail

rena.morin@park.edu

morinmr@yahoo.com

Semester Dates

05 Jun -24 July 2006

Class Days

-M-----

Class Time

5:30 - 9:50 PM

Credit Hours

3


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

  1. Understand the function of sales management.
  2. Analyze the variables that affect sales management.
  3. Evaluate market research strategy opportunities through sales forecasting.
  4. Evaluate problem-solving in sales management strategies.
  5. Understand the advantages and disadvantages of qualitative and quantitative research methods.


Core Assessment:

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 Rubric

Grading:
Weekly attendance-participation in lecture/discussions, accuracy/quality of submitted homework assignments.  
Term Project and conducting a Sales meeting.
Examination
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.

 

Class Activities,

Assignments,

Tests,

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,

Presentations

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.

  1. The instructor may excuse absences for valid reasons, but missed work must be made up within the semester/term of enrollment.
  2. Work missed through unexcused absences must also be made up within the semester/term of enrollment, but unexcused absences may carry further penalties.
  3. In the event of two consecutive weeks of unexcused absences in a semester/term of enrollment, the student will be administratively withdrawn, resulting in a grade of "WH".
  4. A "Contract for Incomplete" will not be issued to a student who has unexcused or excessive absences recorded for a course.
  5. Students receiving Military Tuition Assistance or Veterans Administration educational benefits must not exceed three unexcused absences in the semester/term of enrollment. Excessive absences will be reported to the appropriate agency and may result in a monetary penalty to the student.
  6. Report of a "F" grade (attendance or academic) resulting from excessive absence for those students who are receiving financial assistance from agencies not mentioned in item 5 above will be reported to the appropriate agency.

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 .



Rubric

CompetencyExceeds Expectation (3)Meets Expectation (2)Does Not Meet Expectation (1)No Evidence (0)
Evaluation                                                                                                                                             
Outcomes
2, 4, 5                                            
The student's case analysis demonstrates the student's ability to analyze six or more alternative solutions.  The student will choose what they consider best alternative for solving the case and show how to implement their one best alternative. The student's case analysis demonstrates the student's ability to analyze four or five alternative solutions that will solve the case.  The student will pick their best alternative for solving the case. The case analysis demonstrates the student's ability to analyze two or three alternative solutions.  The student will pick an alternative for solving the case. The case analysis does not show the student's ability to analyze alternative solutions. 
Synthesis                                                                                                                                              
Outcomes
1, 2, 3, 4                                         
The student's case analysis demonstrates the student's ability to synthesize information from the case and from at least six other professional sources. The student's case analysis demonstrates his/her ability to synthesize information from the case and from four or five professional sources. The case analysis demonstrates the student's ability to synthesize information from the case and from three professional sources. The case analysis fails to demonstrate the student's ability to synthesize information from the case. 
Analysis                                                                                                                                               
Outcomes
3, 4, 5                                            
The student's case analysis demonstrates the student's ability to identify and analyze six or more alternative solutions that could potentially solve the case. The case analysis demonstrates the student's ability to identify and analyze four or five alternative solutions that could solve the case. The case analysis demonstrates the student's ability to identify and analyze two or three alternative solutions.  The student will pick an alternative for solving the case. The student's case analysis does not analyze alternative solutions and just retells the details of the case. 
Application                                                                                                                                            
Outcomes
2, 3, 4, 5                                         
The case analysis demonstrates the student's ability to apply sales management principles. The case analysis demonstrates the student's ability to apply sales management principles in a basic way. The case analysis shows the student's ability to apply a few sales management principles. The case analysis not show the student's ability to apply the sales management terms. 
Content of Communication                                                                                                                               
Outcomes
1, 2, 3, 4                                         
Correctly demonstrates a comprehensive understanding of sales management terminology. The student demonstrates a basic understanding of sales management terminology.  One or two errors in terminology are acceptable. The student often demonstrates a basic understanding of sales management terminology.  Three or four errors are noted. The student does not show a basic understanding of the terminology of sales management.  Five or more errors are noted. 
Disciplinary Competency                                                                                                                                
Outcomes
4                                                  
The case analysis shows excellent knowledge of sales management strategies and includes four or more examples of correct sales management terminology. The case analysis shows good knowledge of sales management strategies and includes three examples of correct sales management terminology. The case analysis shows basic knowledge of sales management strategies and includes two examples of correct sales management terminology. The case analysis does not show basic knowledge of sales management strategies and includes one or fewer examples of correct sales management terminology. 

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Last Updated:5/30/2006 6:44:09 PM