MK 401 Sales Management
S1T 2009 DL
Master of Business AdministrationBachelor of Science in International Business, Management Information Systems, & Economics
1/12/09 - 3/08/09
Sales Force Management, 8th ed., 2005, McGraw-Hill/Irwin, Authors: Churchill, Ford, Walker, Johnston, and Tanner
Textbooks can be purchased through the MBS bookstore
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Review and analysis of approaches to planning, organizing, training, developing, compensating, directing, and controlling the sales force in support of marketing objectives. PREREQUISITE: MK 351
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 RubricClass Assessment:
B = 800 - 899
The course grade for students will be based on the overall average of homework and tests taken during the course in accordance with the weighting of the various requirements as stated in the syllabus.
All final exams in all School of Business and Management courses will be comprehensive and will be closed book and closed notes. They will constitute 30% of the total course grade and will not be a take-home exam. They will be completed during the test week in the period designated by the registrar or by the Proctor in the case online courses. If calculators are allowed, they will not be multifunctional electronic devices that include features such as: phones, cameras, instant messaging, pagers, and so forth. Electronic Computers will not be allowed on final exams unless an exception is made by the Dean of the School of Business and Management.
Read: Chapter 1 and Case 1.1 The Valley Winery. Pg 186.
Read: Chapters 7 & 8 and Case 2.2 On-Time Package Delivery. Pg 372.
Read: Chapter 13
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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 2008-2009 Undergraduate Catalog Page 87
Attendance Policy:Instructors are required to maintain attendance records and to report absences via the online attendance reporting system.
Park University 2008-2009 Undergraduate Catalog Page 89-90
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Last Updated:12/26/2008 9:39:44 AM