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.
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.
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 101ACADEMIC 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!
Instructors are required to maintain attendance records and to report absences
via the online attendance reporting system.
Park University 2004-2005 Undergraduate
Catalog Page 100
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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