MK 401 Sales Management
F1J 2007 DN
Lane, Frank E.
MA Management & Supervision, Central Michigan UniversityBS Marketing, Missouri State University
Not located on campus
On an appointment basis will meet outside of class time
August 20, 2007 – October 14, 2007
5:30 - 9:50 PM
MK 351 Principles of Marketing
Textbooks can be purchased through the MBS bookstore
Textbooks can be purchased through the Parkville Bookstore
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This instructor has a skills based training philosophy from being headquarters sales training manager for an 800 member sales force. I believe you will learn by simulating the manager's role and performing the duties and making the decisions you learn about in the class.
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:
During week 7 you will be given a problem/issue that concerns your mock sales district for you to solve. You will turn in a written solution on week 8 along with conducting a mock sales meeting to implement your solution along with using the materials you have developed in your term project.
First and second examinations will give you and the instructor the basis to evaluate and measure your comprehension of the material verses the objectives
70-pts - weekly attendance–active participation in lecture / case discussions
30 pts – perfect attendance “no excused or unexcused absences” and less than 3 partial (tardy or leave early) attendances. Note: see Attendance Section.
100 pts - independent research assignment and paper detailing the interview of a sales manager of your choosing (guidelines will be given in class)
150 pts- team term project authoring written manager materials and leading sales meeting problem and conducting a mock "kickoff" sales meeting to implement your solution.
500 pts- first and second examinations 150 pts – core assessment
A complete point system schedule will be covered during your first class meeting. A (90%), B (80%), C (70%) D (60%) F (less than 60%) - all based upon total points. "Extra Credit" is not available. Grades will not be held while waiting for your class requirements. At the end of the term, any student who has not completed all work will only receive an "incomplete" if a valid reason exists and there are unusual circumstances to consider.
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.
Assignment/test not turned in by the end of the scheduled class meeting due will result in a 10% grade deduction. If not submitted during the following class meeting, it will no longer be accepted and zero points will be awarded. The student is responsible to verbally communicate with the instructor before the next meeting to learn of assignments made during one's absence. If late work is associated with an "excused absence" (agreed to and granted by this instructor) makeup arrangements must be met on time or the student's submission will be classified "late".
Classroom Rules of Conduct:
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.
Park University 2006-2007 Undergraduate Catalog Page 89-90Any student absent over 2.5 classes meetings will receive a failing grade, whether absences are excused, unexcused or in combination with tardies/partial attendance.
Example: two absences plus two tardy/partial attendances will receive a failing grade for the term) Extra credit and/or make-up work cannot be substituted for attendance and class participation.
An incomplete grade will not be granted for lack of attendance or late work
Requesting an excused absence requires you call the instructor at least 3 hours before the absence by phone with a legitimate reason such as personal illness, death in the family, or occupational related requirements. At that time be prepared to discuss scheduling submission of assignments due before the next class. (See Late Submission)
Attendance may be taken at any time during each class session and also at the end of class to insure accurate attendance records. Three tardies and/or partial attendance (not being present when roll is called or leaving prior to class being dismissed) excused or not excused counts as one class absence.
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 .
Attachments:07 MK401 Grading Scale.xlsRubric
Last Updated:7/11/2007 2:17:34 AM