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MK 401 Sales Management
Roehrich, Henry C.


 
Course Syllabus
          Henry Roehrich
Henry.Roehrich@pirate.park.edu
Office: Bismarck, North Dakota
Office Hours: 8:00 PM - 10:00 PM
Phone: (701) 740-3176

 

I received a B.S. degree in Business Administration (Marketing) and a B.S. degree in Communication Arts (Radio and TV Broadcasting) from Wayne State College in Nebraska. I received my Master of Science degree in General Administration from Central Michigan University.  I have a Ph.D. in Educational Leadership with a major in Higher Education Administration from the University of North Dakota in Grand Forks.

I am an Associate Professor at the University of Mary in Bismarck, North Dakota.  Also, I am a marketing instructor for Park University at the Grand Forks AFB and on the Internet.  I also teach marketing for the University of North Dakota, Lake Region State College, Mayville State University and Embry-Riddle Aeronautical University. In addition, I am a consultant to Northland Community and Technical College in Minnesota. 

I was in retail management for 19 years at the JCPenney Company. My responsibilities included purchasing and marketing over $3 million dollars of merchandise each year. After I left the company, I then took a position as the Executive Officer for the Grand Forks Realtors following the flood. While working for the Realtors, I was responsible for public relations and marketing along with working with Urban Development in the flood recovery.  I then worked as a program administrator at the Grand Forks AFB for Central Michigan University for six years before taking a faculty position at the University of Mary. 

I can be reached at the following:

Phone -      701-740-3176 after 8:00 PM CST
Email -       henry_roehrich@hotmail.com

It is a pleasure to have each of you in the class and I hope you enjoy the course.

Dr. Roehrich


Park Vision/Mission Statement

Park University Vision

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

Park University Mission

The mission of Park University, a 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.

 
Course Description

This course will involve the 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. (3 Credit Hours). 

 
Overview and Course Goals

Welcome to MK 401 Sales Management, students, you will be a partner in pioneering higher education. Through "electronic teams," you will work with students miles apart to complete projects and discuss sales management issues. As your online professor, I will serve as your facilitator and will encourage you to take responsibility for your learning processes. You will discover how to perform research for your papers and discusstopics using the World Wide Web.

The basic goals of this course are to provide you with the tools that are used for strategies in management of the sales force. The student is to understand the critical role of personel selling and sales management to the overall marketing strategy and how to develop a sales plan from the results of data analysis in a marketing research effort. The course should help the student develop a deeper understanding of the formulation, implementation, evaluation and control of sales programs.

Each week, we will focus on sales management strategies, issues, problems, etc., encountered by the marketing professional through our online conferencing discussions; these issues are reinforced and expanded in readings in our text, Sales Force Management by Churchill, Ford, Walker, Johnston and Tanner, 8th edition. This course is designed to provide the student:

  1. An overview of the sales management process.
  2. A view of activities involved in the sales management function;
  3. An understanding of major account relationships and the organizational buying process;
  4. An introduction to the complicated nature of the motivation process;
  5. A sensitivity to the implications of cultural diversity and international issues in sales management; and
  6. The ability to conduct market research, sales forecasting, and analysis.

The course should help you to develop an insight about decisions relating to management of the sales force. Students would be able to recognize situations that arise causing difficulties in sales management through a joint "online" effort. I will work to stimulate your interest and learning. However, you will be expected to display initiative and a program of self-study as well.

 
Core Learning Outcomes

After completing the course, you should:

  1. Understand the function of sales management;
  2. Be aware of the variables that affect selling and sales management;
  3. Understand the importance of sales management;
  4. Understand how to evaluate market research strategy opportunities through sales forecasting;
  5. Know how to define and solve sales management problems;
  6. Understand how social, governmental, and environmental influences can affect sales programs and performance;
  7. Understand problem-solving in sales management strategies;
  8. Understand the implication of ethical issues in manageing the sales force;
  9. Understand the barriers to sales management;
  10. Understand how to choose a compensation and incentive program;
  11. Be aware of sources of online marketing data;
  12. Understand the advantages and disadvantages of qualitative and quantitative research methods; and
  13. Be able to present results of sales, cost, behavior and performance analysis in the evaluation of a sales program..

Note: Not only should you develop an understanding of the above concepts, but also an ability to apply them in your own personal and business life.

 
Required Texts/Materials

Sales Force Management, 8th ed., by Churchill, Ford, Walker, Johnston, and Tanner. (2005). New York: Irwin/McGraw-Hill. ISBN 007296183 X

 
Course Policies

Course-Specific Policies:

E-Mail Procedures and Submitting

    • General e-mail: When sending e-mail other than assignments, you must identify yourself fully by name and class in all e-mail sent to me and/or other members of our class.
    • My Response Policy:  I will check my e-mail frequently. I will respond to course-related questions within 24-48 hours (unless I notify you previously that I will be unavailable).
    • When files are sent attached to an email, the files should be in either Microsoft Word, RTF, ASCII, txt, or PDF file formats.

Students are responsible for clicking on the link below and thoroughly reading each Online course policy.  If you have questions about any of these policies, please contact your instructor for clarification.

Students are responsible for clicking on the link below and thoroughly reading each Online course policy.  If you have questions about any of these policies, please contact your instructor for clarification.

Online Course Policies

 
Grading Policy

I will provide you with ongoing progress reports of your average grade throughout the term. The grading scale is as follows:

 Course Evaluation

 Points

 Midterm Examination

 100 points

 Final Examination

 100 points

 Homework

 160 points

 Weekly Discussion

 160 points

 Sales Plan Project

 100 points

 Total Points

 620 points

 

 Grading Scale

 

 A =

 90 - 100% (558 to 620 points)

 B =

 80 - 89% (496 to 557 points)

 C =

 70 - 79% (434 to 495 points)

 D =

 60 - 69% (372 to 433 points)

 F =

 < 60% (371or fewer points)

Midterm examination – The midterm test will be posted in the conference threads in Week 4.  The test is open book and open notes and must be completed and e-mailed to the instructor before the end of the 4th week of instruction.

Final examination - An examination will be taken in person during the 8th week of instruction at one of the Park University sites around the country or at an alternative location approved by your Instructor where Park University sites are not available.  It will be the responsibility of the student to arrange for a proctor, by the 6th week of the term, who will be accepted and approved by the instructor.  Guidelines for selecting an acceptable proctor can be found at the Park University Website.  For proctored examinations, photo identification is required at the time of the test.  A proctor request form will be made available to you during the first week of class so that you can send your requested proctor to me for approval.  Failure to take a final proctored exam (or submit your final project for some online graduate courses) will result in an automatic "F" grade.  Some Graduate Online courses may not require a proctored Final Examination.

Submission of Late Work: Unless there are special circumstances discussed and approved ahead of time with the instructor, grades for late work are deducted 10% each day for up to five days.  After five days past the due date, the work will not receive any credit.

Proctored final examination - A computerized examination will be taken in a proctored testing environment during the 8th (or 16th) week at one of the Park University sites around the country or at an alternative location.  For proctored examinations, photo identification is required at the time of the test.  Guidelines for selecting an acceptable proctor can be found on the Park University Website. 

Other Information on proctored exams:

  • It will be the responsibility of the student to arrange for a proctor, by the 6th week of the term, who is accepted and approved by the course instructor. 
  • Approval of proctors is the discretion of the Online instructor. 
  • A proctor request form will be made available to you during the first week of class so that you can send your requested proctor to your instructor for approval. 
  • Failure to take a final proctored exam (or submit your final project for some online graduate courses) will result in an automatic "F" grade. 
  • Some Graduate Online courses may not require a proctored Final Examination.

 
Academic Honesty

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. 

Definitions

Academic dishonesty includes committing or the attempt to commit cheating, plagiarism, falsifying academic records, and other acts intentionally designed to provide unfair advantage to the students.

  • Cheating includes, but is not limited to, intentionally giving or receiving unauthorized aid or notes on examinations, papers, laboratory reports, exercises, projects, or class assignments which are intended to be individually completed.  Cheating also includes the unauthorized copying of tests or any other deceit or fraud related to the student's academic conduct.
  • Plagiarism involves the use of quotation 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 assignments (any portion of such) prepared by another person, or incorrect paraphrasing.
  • Falsifying academic records includes, but is not limited to, altering grades or other academic records.
  • Other acts that constitute academic dishonesty include:
    • Stealing, manipulating, or interfering with an academic work of another student or faculty member.
    • Collusion with other students on work to be completed by one student.
    • Lying to or deceiving a faculty member.

Procedure

In the event of alleged academic dishonesty, an Academic Dishonesty Incident Report will be submitted to an Online Academic Director who will then investigate the charge.  Students who engage in academic dishonesty are subject to a range of disciplinary actions, from a failing grade on the assignment or activity in question to expulsion from Park UniversityPark University's academic honesty policy and related procedures can be found in full in the Park University Undergraduate and Graduate Catalogs.

 
Attendance

Professors are required to keep attendance records and report absences throughout the term. Excused absences can be granted by the instructor for medical reasons, school sponsored activities, and employment-related demands including temporary duty. The student is responsible for completing all missed work.  Any student failing to attend class for two consecutive weeks, without an approved excuse from their instructor, will be administratively withdrawn and notified via email that you have been withdrawn and a grade of "WH" will be recorded.

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.  PLEASE NOTE:  Recording of attendance is not equivalent to participation.  Participation grades will be assigned by each individual instructor according to the criteria in the Grading Policy section of the syllabus.

More details on the attendance policy can be found in the Park University Undergraduate and Graduate Catalogs.

 
Student Resources

McAfee Memorial Library - Online information, links, electronic databases and the Online catalog. Contact the library for further assistance via email or at 800-270-4347.

Park University Online Bookstore - Select "Online Learning- Graduate," or "Online Learning - Undergraduate," and then click on the appropriate course code (ex. AC 201, PA 501) to see the list of required and optional texts for each course that you are enrolled in. 

Advising - Park University would like to assist you in achieving your educational goals. Your Campus Center Administrator can provide advising to you, please contact them for assistance.  If you need contact information for your Campus Center, click here.

Online Tutoring Services - Park University has arranged for Online students to receive five hours of free access to Online tutoring and academic support through Smarthinking. If you would like Online tutoring, please contact me to receive their recommendation and information on how to access the Online tutoring.

Career Counseling - The Career Development Center (CDC) provides services for all stages of career development.  The mission of the CDC is to provide the career planning tools to ensure a lifetime of career success.

Online Classroom Technical Support - For technical assistance with the Online classroom, email helpdesk@parkonline.org or call the helpdesk at 866-301-PARK (7275).  To see the technical requirements for Online courses, please visit the http://parkonline.org website:  click on the "Technical Requirements" link, and click on "BROWSER Test" to see if your system is ready.

Park Helpdesk - If you have forgotten your User ID or Password, or if you need assistance with your PirateMail account, please email helpdesk@park.edu or call 800-927-3024.