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MK 401 Sales Management
Dunn, Daniel J.


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

MK 401 Sales Management

Semester

S2T 2007 DL

Faculty

Dunn, Daniel J.

Title

Senior Instructor

Degrees/Certificates

MBA, University of Montana
MAC, Pepperdine University
MEd, Northern Montana MSU

Office Location

Great Falls, MT

Office Hours

(406) 452 6191

E-Mail

Daniel.Dunn@park.edu

Danpark1@att.net

Class Days

19 March 2007  to  13 May 2007

Class Time

TBA

Prerequisites

MK 351

Credit Hours

3


Textbook:

Required Text: Sales Force Management, 8th ed., 2005, McGraw-Hill/Irwin.  

Author: Churchill, Ford, Walker, Johnston, and Tanner.
ISBN: 007296183 X

Textbooks can be purchased through the MBS bookstore

Textbooks can be purchased through the Parkville Bookstore

Additional Resources:

News Papers
Magazines, i.e. ,Time, Fast Company, Forbes

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.
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.
Park Helpdesk - If you have forgotten your OPEN ID or Password, or need assistance with your PirateMail account, please email helpdesk@park.edu or call 800-927-3024
Resources for Current Students - A great place to look for all kinds of information http://www.park.edu/Current/.
Advising - Park University would like to assist you in achieving your educational goals. Please contact your Campus Center for advising or enrollment adjustment information.
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, and click on the "Technical Requirements" link, and click on "BROWSER Test" to see if your system is ready.
FAQ's for Online Students - You might find the answer to your questions here.


Course Description:
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. PREREQUISITE: MK 351. 3:0:3

Educational Philosophy:

I believe that all students can and do learn through an interactive multidisciplinary approach.  This may include multimedia, text, practical applications, theory, and open discussion.  As a facilitator my philosophy is one of interactiveness and engagement with the learner to encourage the exploration of ideas, issues, and contradictions.

Learning Outcomes:
  Core Learning Outcomes

  1. Understand the function of sales management.
  2. Analyze the variables that affect sales management.
  3. Evaluate market research strategy opportunities through sales forecasting.
  4. Evaluate problem-solving in sales management strategies.
  5. Understand the advantages and disadvantages of qualitative and quantitative research methods.


  Instructor Learning Outcomes
  1. Be aware of the variables that affect selling and sales management.
  2. Understand the implications of ethical issues in manageing the sales force.
  3. Understand how to choose a compensation and incentive program.
  4. Understand the barriers to sales management.
Core Assessment:

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 Rubric

Class Assessment:

Assessments will include the following:
Midterm Examination, Final Examination, Homework Assignments, Weekly Discussions, and a Sales Plan Project.

Grading:

Midterm = 200 points
Final Exam = 200 points  Porctor, closed book all enclusive
Homework = 200 points
Weekly Discussion = 200 points
Sales Plan Project = 200 points
Total Points = 1000

All final exams will be comprehensive and will be closed book and closed notes.  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 Associate Dean.

The Proctored final exam for online courses must be passed with a grade of 60% or higher in order to pass the course regardless of the overall average.  The grade for students who pass the proctored final will be based on the overall average of homework and tests taken during the course.  The proctored final exam must address only material which the student has been taught in class.

Late Submission of Course Materials:
Late submission of work is not acceptable unless prior arrangements have been made between the student and the instructor.

Classroom Rules of Conduct:

The student is responsible to contact the instructor for any make-up assignments or tests.  

IT is expected that all students will be courteous and polite in their comments and written interactions.

Course Topic/Dates/Assignments:

Sale Project Plan - During the course you will be developing a sales plan project. The project is for a fictitious product and you are the sales manager. You will be required to develop this project submit the work in the Dropbox. I am looking for creativity in the development of the plan. The sections are as follows:

Week 2 - Submit in the Dropbox the section of the sales plan project that describes the 4 P's (product, price, place and promotion) of the fictitious product chosen for the plan. The length of the report should be 1-2 pages in length.

Week 3 - This week submit section two of the sales plan in the dropbox. The section will include a description of the environmental influences on the sales program and the organization of the sales force for the product. Chapter One of the text has information on the environmental influences and Chapter Four describes how to organize the sales force.

Week 5 - This week you will submit in the dropbox the section of the sales plan project determining the demand estimate and sales quota for the product, based on competition and history of a similar product. Chapter Five discusses how to estimate the demand and setting sales quotas. Also, describe the sales territories planned for the sales force.

Week 6 - This week you will submit in the dropbox the section of the sales plan project listing the criteria for selecting the sales force and the recruitment process.

Week 7 - This week you will submit in the dropbox the section of the sales plan project describing the incentive and compensation plan for motivating the sales force, including the impact of environmental conditions and organizational variables on motivation.

Week 8 - This week you will submit in the Dropbox the final completed sales project plan. The plan will include the final section describing evaluation and control of the sales program for the product.

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 before the end of the 4th week of instruction. The midterm test consists of ten multiple choice questions and seven short answer questions. The test consists of 100 points.

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.

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 2006-2007 Undergraduate Catalog Page 87-89

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 2006-2007 Undergraduate Catalog Page 87

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

Park University 2006-2007 Undergraduate Catalog Page 89-90

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. 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 .



Rubric

CompetencyExceeds Expectation (3)Meets Expectation (2)Does Not Meet Expectation (1)No Evidence (0)
Evaluation                                                                                                                                                                                                                                                 
Outcomes
2, 4, 5                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              
The student's case analysis demonstrates the student's ability to analyze six or more alternative solutions.  The student will choose what they consider best alternative for solving the case and show how to implement their one best alternative. The student's case analysis demonstrates the student's ability to analyze four or five alternative solutions that will solve the case.  The student will pick their best alternative for solving the case. The case analysis demonstrates the student's ability to analyze two or three alternative solutions.  The student will pick an alternative for solving the case. The case analysis does not show the student's ability to analyze alternative solutions. 
Synthesis                                                                                                                                                                                                                                                  
Outcomes
1, 2, 3, 4                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                           
The student's case analysis demonstrates the student's ability to synthesize information from the case and from at least six other professional sources. The student's case analysis demonstrates his/her ability to synthesize information from the case and from four or five professional sources. The case analysis demonstrates the student's ability to synthesize information from the case and from three professional sources. The case analysis fails to demonstrate the student's ability to synthesize information from the case. 
Analysis                                                                                                                                                                                                                                                   
Outcomes
3, 4, 5                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                              
The student's case analysis demonstrates the student's ability to identify and analyze six or more alternative solutions that could potentially solve the case. The case analysis demonstrates the student's ability to identify and analyze four or five alternative solutions that could solve the case. The case analysis demonstrates the student's ability to identify and analyze two or three alternative solutions.  The student will pick an alternative for solving the case. The student's case analysis does not analyze alternative solutions and just retells the details of the case. 
Application                                                                                                                                                                                                                                                
Outcomes
2, 3, 4, 5                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                           
The case analysis demonstrates the student's ability to apply sales management principles. The case analysis demonstrates the student's ability to apply sales management principles in a basic way. The case analysis shows the student's ability to apply a few sales management principles. The case analysis not show the student's ability to apply the sales management terms. 
Content of Communication                                                                                                                                                                                                                                   
Outcomes
1, 2, 3, 4                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                           
Correctly demonstrates a comprehensive understanding of sales management terminology. The student demonstrates a basic understanding of sales management terminology.  One or two errors in terminology are acceptable. The student often demonstrates a basic understanding of sales management terminology.  Three or four errors are noted. The student does not show a basic understanding of the terminology of sales management.  Five or more errors are noted. 
Disciplinary Competency                                                                                                                                                                                                                                    
Outcomes
4                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                    
The case analysis shows excellent knowledge of sales management strategies and includes four or more examples of correct sales management terminology. The case analysis shows good knowledge of sales management strategies and includes three examples of correct sales management terminology. The case analysis shows basic knowledge of sales management strategies and includes two examples of correct sales management terminology. The case analysis does not show basic knowledge of sales management strategies and includes one or fewer examples of correct sales management terminology. 

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Last Updated:3/20/2007 4:47:00 PM