MK401 Sales Management

for F1J 2005

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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.

CourseMK 401 Sales Management DN
FacultyLane, Frank E.
TitleSenior Instructor
Degrees/CertificatesMA Management & Supervision,  Central Michigan University
BS Marketing, Southwest Missouri State
Office LocationNot located on campus
Office HoursOn an appointment basis will meet outside of class time
Daytime PhoneDuring the day leave a voice mail.
Other Phone816-694-2224 call evenings after 5:30 PM or on weekends after 1PM.
Semester DatesAugust 22  to October 16, 2005
Class Days---W---
Class Time5:30 - 9:50 PM   (Metro Park Downtown)
PerquisitesMK 351  Principles of Marketing
Credit Hours3

Churchill/Ford /Walker's Sales Force Management, 8th edition   2006.  McGraw-Hill Irwin: ISBN 0-07-296183-X

Textbooks can be purchased though the MBS bookstore

Textbooks can be purchased though the Parkville Bookstore

Additional Resources:
Identifying and personally interviewing a current sales manager from the metro area and writing a paper detailing the results and learnings from that meeting.

Class visuals will be posted on E Companion under the course title and term.

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:BA/MK 351. (Principles of Marketing) 3:0:3

Educational Philosophy:
This instructor has a skills based training philosophy from being corporate training manager. I believe you will learn by simulating the manager's role you are actually performing the duties and making the decisions you learn about in the class.

Learning Outcomes:

At the conclusion of this class you will be able to do the following: discuss and explain the roles of duties of a sales manager, practice and apply the key concepts of training and planning for a sales force, compare and contrast the learning from this class and text to actual practitioners, author and construct the various planning documents to formulate, estimate, measure, and appraise performance, and conduct interfaces to motivate performance.

Class objectives:

1.Discuss organizing and training a sales force

2.Explain sales planning to reach, meet and exceed sales objectives by working through others.

3.Explain how to direct their subordinates' operations and evaluate subordinates' performances

Course Assessment:
You will seek out and interview a current sales manager (approved to fit the criteria by your instructor) and write a significant paper to compare and contrasting textbook philosophy vs. real life.  Interview guidelines and criteria will be handed out in class.
You will be assigned to be part of a mock district sales management team to conduct a mock 20 minute sales meeting with your classmates as your sales employees.  You and your team you will author materials to include and not limited to: detailed sales objectives (dollars or units per product line) for each person in your mock district.  Written training plan with timelines, district and individual objectives and outcomes, one year non payroll budget on excel spread sheet, incentive plan, formal written job description(s) per title, current year sales plan.  This will be a team grade covering both written and oral portions.
Midterm and final examinations will give you and the instructor the basis to evaluate and measure your comprehension of the material verses the objectives.

%'s are approximates

15% Weekly attendance–active participation in lecture / case discussions, 15% independent research assignment and paper detailing the interview of a sales manager of your choosing (guidelines will be given in class) 20% authoring written planning materials and conducting a mock "kickoff" sales meeting, 50% midterm and final examinations.
Individual initiative accounts for 80% of your final grade.  It will be evaluated by

A complete point system schedule will be covered during your first class meeting. A (90%), B (80%), C (70%) D (60%) F (less than 60%) - all based upon total points.    "Extra Credit" is not available.  

Grades will not be held while waiting for your class requirements. At the end of the term, any student who has not completed all work will only receive an "incomplete" if a valid reason exists and there are unusual circumstances to consider.

Late Submission of Course Materials:
Assignment/test not turned in by the end of the scheduled class meeting due will result in a 10% grade deduction. If not submitted during the following class meeting, it will no longer be accepted and zero points will be awarded. The student is responsible to verbally communicate with the instructor before the next meeting to learn of assignments made during one's absence.  

If late work is associated with an "excused absence" (agreed to and granted by this instructor), makeup arrangements must be met on time or the student's submission will be classified as "late".

Classroom Rules of Conduct:
Use of cell phones in the classroom is prohibited.  This is a case discussion class and rules of etiquette will be discussed the first meeting.

A. Academic Honesty: Refer to the Park College catalog for policies on attendance and academic honesty.  

B. Each student must read all assigned material before class, be fully prepared to participate in weekly class discussions and activities.  

C. Discussion policy: Students will receive points per class for participation in class discussions.  Only timely and relevant discussion will be evaluated positively.  A lack of participation in class and case discussions will lead the instructor to conclude the student is not prepared to participate; this could have a negative effect on the student's participation grade.

DateTentative Class ScheduleHomework Assignment
Meeting - 1
Aug. 24
-Orientation –manager interview, mock sales simulation, examinations
-Chapter 1 Overview of Sales Management
-Chapter 2 Process of Buying and -Selling Video
For next meeting:
-Read Chapters 3 & 4
-Read assigned case
Meeting - 2
Aug. 31
-Chapter 3 Linking Strategies & Sales Role – Customer Relationship Management
-Chapter 4 Organizing the Sales Effort
-Video & case study
For next meeting:
-Read Chapters 5 & 6
-Read assigned case
Meeting - 3
Sept. 7
-Chapter 5 Strategic Role of Information
-Chapter 6 Salesperson Performance
-Video & case study
-Team work group time
For next meeting:
-Read Chapter 7
-Study for Exam
Meeting - 4
Sept. 14
-Examination over Chapters 1,2,3,4,5,6
-Chapter 7 Motivating the Sales Force
-Team work group time
For next meeting:
-Read Chapters 8 & 13
-Read assigned case
-Write your term paper from sales manager interview
Meeting - 5
Sept. 21
-Chapter 8 Criteria for Selecting Salespeople
-Chapter 13  Behavior and other Performance Analyses
-Video & case study
-Turn in your term paper from sales manager interview.
For next meeting:
-Read Chapter 10
Meeting - 6
Sept. 28
-Chapter 10 Sales Training
-Review team term project meeting in small groups to finalize items due next week
For next meeting:
-Finish term project
-Read Chapter 9
Meeting - 7
Oct. 6
-Chapter 9 Recruitment & Selection
-Turn in written items listed for sales meeting
-Team work group time to finalize mock sales meeting
For Last Meeting:
-Read Chapters 9 & 10
Meeting - 8
Oct. 13
-Teams conduct mock sales meetings
-Examination Chapters 8-10 & 13
Attendance mandatory for class meeting # 8.

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 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.
NOTE: An attendance report of “P” (present) will be recorded for students who have logged in to the Online classroom at least once during each week of the term. Recording of attendance is not equivalent to participation. Participation grades will be assigned by each instructor according to the criteria in the Grading Policy section of the syllabus.

Park University 2005-2006 Undergraduate Catalog Page 89

Students are expected to arrive on time and attend the entire class period.  Plan on meeting the FULL time for each session.

Requesting an excused absence requires you to call the instructor at least 3 hours before the absence by phone with a legitimate reason such as personal illness, death in the family, or occupational related requirements.  At that time be prepared to discuss scheduling submission of assignments due before the next class. (See Late Submission)

Attendance may be taken at any time during each class session and also at the end of class to insure accurate attendance records. Three tardies and/or partial attendance (not being present when roll is called or leaving prior to class being dismissed) excused or not excused counts as one class absence.  Any student absent over 2.5 classes meetings will receive a failing grade, whether absences are excused, unexcused or in combination with tardies/partial attendance. (Example:  two absences plus two tardy/partial attendances will receive a failing grade for the term).  Extra credit and/or make-up work cannot be substituted for attendance and class participation.

An incomplete grade will not be granted for lack of attendance or late work.

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. Park University is committed to meeting the needs of all learners that meet the criteria for special assistance. These guidelines are designed to supply directions to learners 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 American with Disabilities Act of 1990, regarding learners with disabilities and, to the extent 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:

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