MK401 Sales Management

for F1QQ 2005

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Sales Management

Park University


Semester: F1QQ2005 (Fall I 2005)

Credit Hours: 3

Course Textbook: Spiro, Stanton, Rick: Management of a Salesforce. Eleventh Edition. New York, New York, McGraw Hill Irwin, 2003.

Instructor: Morgan Cloward, MS (Master of Science, Direct Marketing)

Term Dates: August 22, 2005 - October 16, 2005

Meeting Time: Tuesdays and Thursdays, 7:30 p.m. – 10:15 p.m.

First Session: August 23, 2005

Site: Hill AFB, Building 1279, Room 2

Work Phone: 801-927-3020 ext. 150


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 Description:

This course deals with the management of outside and inside sales forces: sales forces that call on prospective customers and staff who receive inbound sales leads. Outside selling stands in contrast to inbound selling, and thus both present a unique set of problems. This course will demonstrate how to effectively manage both types of sales forces.

Educational Philosophy:

A sales career can be both highly challenging and rewarding. The sales staff is often vital to a company’s financial well-being. Personal selling contributes to a firm’s marketing efforts by producing sales revenue. Sales people are the direct link between a firm and its customers. They have a heavy influence on whether or not a firm succeeds. Sales managers must learn how to work well with customers, salespeople, and others to be effective.

Course Objectives:

To introduce students to the basics of sales management and apply the textbook, current news events, corporate case studies, class projects, etc. to real-life business situations. Each student who completes this course should gain a solid understanding of effective sales management. Students will learn several specifics including the nature of sales management, the role and skills of a sales manager, levels of sales management positions, and how sales manager’s jobs differ from other management jobs.

Academic Honesty:

“Academic Honesty is required of all members of a learning community. Hence, Park will not tolerate cheating or plagiarism on tests, examinations, papers or other course assignments. Students who engage in such dishonesty may be given failing grades or expelled from Park.”


Plagiarism—the appropriation or imitation of the language or ideas of another person and presenting them as one’s original work—sometimes occurs through carelessness or ignorance. Students who are uncertain about proper documentation of sources should consult their instructors.”

Attendance Policy:

Attendance records will be kept during the course. Absences may be allowed for convincing reasons, but missed work must be made up within the term of enrollment. Work missed through unexcused absences must also be made up within the term of enrollment, but unexcused absences may carry further penalties. In the event of two consecutive weeks of unexcused absences in a term of enrollment, students will be administratively withdrawn, resulting in a grade of “F”. An Incomplete will not be issued to a student who has unexcused or excessive absences recorded for a course. Students receiving Military Tuition Assistance (TA) or Veterans Administration (VA) educational benefits must not exceed three unexcused absences in the term of enrollment. Excessive absences will be reported to the appropriate agency and may result in a monetary penalty to the student. Reports of F grade (attendance or academic) resulting from excessive absence for students receiving financial assistance from agencies not mentioned above will be reported to the appropriate agency.

Points cannot be made up for attendance/participation if the student is absent. Each missed class will reflect zero points (exception made for documented military TDY). The instructor may allow assignments to make up the points. This option is at the discretion of the instructor.

Late Submission Of Course Materials:

Any exams or papers not complete when due may not be made up unless special approval is given by the instructor to make up for missed work. Assignments are considered late if not submitted on the specific due date and will be reduced by 30% of possible earned points. Term papers will not be accepted after the end of the last term class.

Course Assessment:


·        Examinations: Based on material reviewed in the text. Instructor will provide criteria for successful mid-term and final exam performance.

·        Term individual project/written assignment: Each class member is expected to interview a sales manager. The interview may be via telephone, e-mail, or in person, then documented in the form of a three to four-page (double-spaced, typewritten) report. This assignment may be submitted at any time during the term, but is due before completion of the last class.

·        Develop, as a team, a one-year written sales plan (for a selected business) including: sales objectives, training plan, department budget, sales call schedule, incentive plan, review of results, and job descriptions. The class will be divided into teams, with each responsible for creating their own separate plan. The plan must be typewritten, double-spaced, and at least six pages in length. Each team will take turns presenting their plans during the last two sessions of class.


Classroom Rules Of Conduct:


Each class member is expected to listen to, and participate in, the class lecture, group discussions, and selected activities. Students are responsible for all scheduled assignments before each class meets. Instructor will provide guidelines and grading criteria for all major assignments. Students are expected to demonstrate their understanding of basic marketing principles, theories, and practices.

Disability Guidelines:


Park University is committed to meeting the needs of all students who 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 American with Disabilities Act of 1990, regarding students 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:

Course Topics/Assignments:

Class 1

· Course overview

· Introductions
· Review syllabus

Class 2
· Review, discuss text reading assignment: Chapter 1: The Field of Sales Force Management


Class 3
· Review, discuss text reading assignment: Chapter 2: Strategic Sales Force Management


Class 4
· Review, discuss text reading assignment: Chapter 3: The Personal Selling Process

Class 5
· Review, discuss text reading assignment: Chapter 5: Profiling and Recruiting Salespeople; Chapter 6: Selecting and Hiring Applicants

· Instruction, guidelines for group sales plans

Class 6
· Review, discuss text reading assignment: Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program; Chapter 8: Motivating a Sales Force

· Begin work on group sales plans

Class 7
· Review midterm exam material

· Work on group sales plans

Class 8

· In-class midterm exam

· Work on group sales plans

Class 9

· Review, discuss text reading assignment: Chapter 9: Sales Force Compensation

· Work on group sales plans

Class 10

· Review, discuss text reading assignment: Chapter 11: Leadership of a Sales Force

· Work on group sales plans

Class 11

· Review, discuss text reading assignment: Chapter 12: Forecasting Sales and Developing Budgets

· Work on group sales plans

Class 12

· Review, discuss text reading assignment: Chapter 14: Analysis of Sales Volume; Chapter 16: Evaluating a Salesperson’s Performance

· Work on group sales plans

Class 13

· Review final exam material

· Work on group sales plans

Class 14
· In-class final exam

· Work on group sales plans

Class 15

· Group sales plans presentations

Class 16

· Wrap up group sales plans presentations
· Term individual project/written assignment due


Grading Plan:

·        Attendance/participation points: 16 classes x 10 points = 160 points possible

·        Midterm exam: 100 points possible

·        Final exam: 100 points possible

·        Group sales plan written assignment: 240 points possible

·        Term individual project written assignment: 100 points possible

·        Total 700 points possible


Grading Plan:

A = 90% - 100% (630-700 points)

B = 80% - 89% (560 – 629 points)

C = 70% - 79% (490 – 559 points)

D = 60% - 69% (420 – 489 points)

F = Below 60% (419 points and below)