Syllabus Entrance
Printer Friendly
Email Syllabus

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.
CourseMK 401 Sales Management DN
SemesterU1J2005
FacultyMorin, Rena P.
TitleAdjunct Faculty
Degrees/CertificatesMasters of Science in Management
Bachelor of Science Organizational Leadership
Associates Degree Business
Office LocationDowntown
Office HoursNot located on campus
Daytime Phone660-864-4132 Cellular
Other Phone660-563-2600 Home
E-Mailrena.morin@park.edu
rena.morin@whiteman.af.mil
Semester DatesJune 05 - July 25 2005
Class Days-M-----
Class Time5:30 - 9:50 PM (June 06 class starts at 6pm)
PerquisitesPrinciples of Marketing MK351
Credit Hours3

Textbook:
Churchill/Ford/Walker's Sales Force Management with CD 7th Edition 2003.  ISBW 0-07-246648-0.

Textbooks can be purchased though the MBS bookstore


Course Description:
Welcome to Park University course, MK 401 – Sales Management.  This course reviews and analyses the approach to planning, organizing, training, developing, compensating, directing and controlling the sales force in support of marketing objectives.  

The objective of Sales Management is to give the learner a solid foundation for applying the concepts and theories learned in other marketing courses.  The course provides the student with a mix of critical analysis, applications, and communication.    

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:
By the end of this course, a successful learner should be able to:

1. Discuss organizing staffing and training a sales force.
2. Explain sales planning to reach and meet plus exceed sales objectives by working through others.  
3. Explain how to direct their subordinates operating and evaluate subordinate's performance.

Course Assessment:
Class time will be 50% lecture and discussion; 25% analyze sample cases; 25% presentations, examinations and review of projects.  

Grading:
30% Weekly attendance-participation in lecture/case discussions, accuracy/quality of submitted homework assignments.  
40% Term Project and conducting a Sales meeting.
30% Examinations
Term Project:  
Interview a Sales Manager
Develop a year opening sales meeting and all the materials to include: Objectives, training plan, budget, call schedule, incentive plan, review of results, job descriptions, sales plan and more all which will be turned in for grading.
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.  

Learning UnitsClass ActivitiesAssignments
Meeting - 1
June 06, 2005
(CLASS STARTS AT 6PM ON JUNE 06 ONLY)
Orientation
Chapter 1 Overview of Sales Management and the Selling Environment  
Chapter 2 Process of Buying and Selling
Video/PowerPoint
NEXT MEETING:
Read Chapter 3 & 4
Read assigned case
Meeting - 2
June 13, 2005
Chapter 3 Linking Strategies and the Sales Role in the Era of Customers Relationship Management
Chapter 4 Organizing the Sales Effort
Video/PowerPoint
Case Study
Read Chapter 5 & 6
Read assigned case
Meeting - 3
June 20, 2005
Chapter 5 The Strategic Role of Information in Sales Management
Chapter 6 Salesperson Performance: Behavior, Role Perceptions and Satisfaction
Video/PowerPoint
Case Study
Read Chapter 7
Read assign case
Meeting - 4
June 27, 2004
Chapter 7 Salesperson Performance: Motivating the Sales Force
Video/PowerPoint
Case Study
Study for knowledge Assessment Chapters 1-7
Meeting - 5
July 04, 2005
No Class - Knowledge Assessment over chapters 1-7
Student is to use this time wisely and work on take home examination
Read Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for selecting salespeople
Chapter 13 Behavior and other performance analyses
Meeting - 6
July 11, 2005
Chapter 8 Personal Characteristics and Sales Aptitude: Criteria for selecting salespeople
Chapter 13 Behavior and other performance analyses
Video/PowerPoint
Review for Quiz
Read Chapter 9 Sales Forces Recruitment and Selection
Read Chapter 10 Sales Training: Objective, Techniques, and Evaluations
Meeting - 7
July 18, 2005
Chapter 9 Sales Forces Recruitment and Selection
Chapter 10 Sales Training: Objective, Techniques, and Evaluations
Quizz over 8,9,10 & 13
Review term project
Attendance is mandatory for Class 8
Prepare for Final Project
Meeting - 8
July 25, 2005
Term Projects and 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 2004-2005 Undergraduate Catalog
Page 101

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. <a href="http://www.park.edu/catalog">
Park University 2004-2005 Undergraduate Catalog</a> Page 101
ACADEMIC DISHONSETY: Academic dishonesty is a serious matter and can create a lot of problems for you academically and professionally.  Park will not tolerate cheating or plagiarism on test, examinations, papers or other course assignments.  Those who engage in such dishonesty may be given failing grades or expelled from Park.  I would like to offer the following guidelines to help you avoid such pitfalls.  

There are a few things that you can do that will help you to avoid being charged with academic dishonesty.  WHETHER YOUR ACTIONS ARE INTENTIONAL OR NOT! In other words it is plagiarism if you go to the Internet, find an article, copy it to your clipboard and then drop it into your word processor (i.e., cut and paste) use it verbatim.  Listing the article as a reference on the last page will not cover you.  This is plagiarism!

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 2004-2005 Undergraduate Catalog Page 100

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:
http://www.park.edu/disability
 
.

Copyright:
This material is copyright and can not be reused without author permission.