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MK 401 Sales Management
Lane, Frank E.


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

F1J 2007 DN

Faculty

Lane, Frank E.

Title

Senior Instructor

Degrees/Certificates

MA Management & Supervision,  Central Michigan University
BS Marketing, Missouri State University

Office Location

Not located on campus

Office Hours

On an appointment basis will meet outside of class time

Other Phone

816-694-2224

E-Mail

frank.lane@park.edu

Semester Dates

August 20, 2007 – October 14, 2007

Class Days

---W---

Class Time

5:30 - 9:50 PM

Prerequisites

MK 351  Principles of Marketing

Credit Hours

3


Textbook:

Churchill/Ford /Walker's Sales Force Management, 8th edition 2006.  McGraw-Hill Irwin: ISBN 0-07-296183-X

Textbooks can be purchased through the MBS bookstore

Textbooks can be purchased through the Parkville Bookstore

Additional Resources:

Identifying and personally interviewing a current sales manager from the metro area and writing a paper detailing the results and learning's from that meeting. Research on company and products you will represent as a sales manager for you paper and meeting on weeks seven and eight. 

Class power points, syllabus, grading scale, and templates will be posted on E Companion (www.parkonline.org) under the course title and term one week before class starts.

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/.


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. 3:0:3Prerequisite: MK351.

Educational Philosophy:

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

  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. Practice management skills of running a sales team
  2. Lean to forecast sales, budget, payroll for a sales team
  3. Practice the skill of running motivating sales meeting for your team
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:

You will seek out and interview a current sales manager (approved to fit the criteria by your instructor) and write a significant paper to compare and contrasting textbook philosophy vs. real life.  Interview guidelines and criteria will be handed out in class and posted on the class website.
 

As a term project, you and a team will author materials to include and not limited to: a written training plan with timelines, district and individual sales objectives and outcomes, one year non payroll budget on excel spread sheet, incentive plan, formal written job description(s) per sales representatives title, current year sales plan, detailed sales and personal objectives (dollars or units per product line) for each territory in your mock sales district representing a company of your choosing. These will be handed in as homework over weeks 2-7.

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

Grading:

1000 points will be used to calculate your grade.

   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.

Late Submission of Course Materials:

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:

Use of cell phones in the classroom is prohibited.  This is a case discussion class and rules of etiquette will be discussed the first meeting.

Course Topic/Dates/Assignments:

Class Meeting

 

Pre-work Assignments

 

Tentative Class Schedule

 

Meeting - 1
Aug. 22

 

2007

 

Prework:
Purchase text book
-Read Chapters 1& 2

 

Class Schedule:
Orientation –manager interview, mock sales simulation/ final case study, term project & homework schedule, examinations.
-Chapter 1 Overview of Sales Management
-Chapter 2 Process of Buying and -Selling Video

 

Meeting - 2
Aug.29

 

2007

 

Prework:
-Read Chapters 3 & 4
-Read assigned case
- Term project homework

 

Class Schedule:
-Chapter 3 Linking Strategies & Sales Role – Customer Relationship Management
-Chapter 4 Organizing the Sales Effort
-Video & case study

 

Meeting - 3
Sept. 5

 

2007

 

Prework:
• Read Chapters 5 & 6
-Read assigned case
- Term project homework
Schedule interview with sales manager

 

Class Schedule:
-Chapter 5 Strategic Role of Information
-Chapter 6 Salesperson Performance
-Video & case study

 

Meeting - 4
Sept. 12

 

2007

 

Prework:
-Read Chapter 7
-Study for Exam
- Term project homework
Interview your sales manager

 

Class Schedule:
-Examination over Chapters 1,2,3,4,5,6
-Chapter 7 Motivating the Sales Force
-Term project homework turn in

 

Meeting - 5
Sept. 19

 

2007

 

Prework:
-Read Chapters 8 & 13
-Read assigned case
-Write your term paper from sales manager interview
- Study for examination

 

Class Schedule:
-Chapter 8 Criteria for Selecting Salespeople
-Chapter 13 Behavior and other Performance Analyses
-Video & case study
-Turn in your sales manager interview term paper.

 

Meeting - 6
Sept. 26

 

2007

 

Prework:
-Read Chapter 9& 10
- Term project homework

 

Class Schedule:
-Chapter 10 Sales Training
-Chapter 9 Recruitment & Selection
-Video & case study
- Term project homework turn in

 

Meeting - 7
Oct. 3

 

2007

 

Prework:
-Read chapter 12
-Finish term project
-Study for Examination

 

Class Schedule:
-Chapter 12 Cost Analysis
- Term project homework turn in
-Core Assessment /case study assigned for week 8 along with format to solve
Examination Chapters 8-10 & 13

 

Meeting - 8
Oct. 10

 

2007

 

Prework:
Prepare for sales meeting
Prepare your case study

 

Class Schedule: Mandatory Attendance
-Conduct your mock sales meeting
- Turn in core assessment solution in writing

 

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.

Park University 2006-2007 Undergraduate Catalog Page 89-90
Any 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.xls

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:7/11/2007 2:17:34 AM