MK401 Sales Management

for F1J 2004

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KC Accelerated - Downtown Fall I 2004

(816) 694-2224
THE COURSE: Semester dates: August 23rd to October 17th 2004
LOCATION:  Park Accelerated Downtown
EVENING:  Wednesday
TIME:  5:30-9:50 P.M.
FACULTY OFFICE LOCATION/OFFICE HOURS:  Not located on campus.  May call on my mobile number 816-694-2224 between 9 a.m. and 9 p.m.
PREREQUISITE(S):  Principles of Marketing (MK351)


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.


Park University will be a renowned international leader in providing innovative educational opportunities for learners within the global society.


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: BA/MK 351. (Principles of Marketing) 3:0:3


Class time will be divided into roughly 50% lecture & discussion, 25% analyze sample cases, 25% presentations, examinations and review of projects. Students are expected to have completed the requirements listed in pre-work (homework, readings, etc.) prior to attending class.


The objective of Sales Management is to give the student 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, application, and communication.

Class time will be divided into roughly 3/4 lecture, 1/4 analyze sample cases & discussion and critique on homework cases. Students are expected to have completed the requirements listed in pre-work (homework, readings, etc.) prior to attending class.


Churchill/Ford /Walker’s Sales Force Management with CD, 7th Edition 2003. McGraw-Hill Irwin: ISBN 007-282634-7


“Academic Honesty is required of all members of a learning community. Hence, Park will not tolerate cheating or plagiarism on tests, examinations, papers or other course assignments. Students who engage in such dishonesty may be given failing grades or expelled from Park.”


Plagiarism-the appropriation or imitation of the language or ideas of another person and presenting them as one’s original work-sometimes occurs through carelessness or ignorance. Students who are uncertain about proper documentation of sources should consult their instructors.”


Instructors are required to keep attendance records and report absences. The instructor may excuse absences for cogent reasons, but missed work must be made up within the term of enrollment. Work missed through unexcused absences must also be made up within the term of enrollment, but unexcused absences may carry further penalties. ( See “Late Submission….” In the event of two consecutive weeks of unexcused absences in a term of enrollment, the student will be administratively withdrawn, resulting in a grade of “F”. An Incomplete will not be issued to a student who has unexcused or excessive absences recorded for a course. Students receiving Military Tuition Assistance (TA) or Veterans Administration (VA) educational benefits must not exceed three unexcused absences in the term of enrollment. Excessive absences will be reported to the appropriate agency and may result in a monetary penalty to the student. Reports of F grade (attendance or academic) resulting from excessive absence for students receiving financial assistance from agencies not mentioned above will be reported to the appropriate agency

THIS INSTRUCTOR’S ADDITIONAL ATTENDANCE POLICY FOR THIS CLASS: Students are expected to arrive on time and attend the entire class period. Plan on meeting the FULL time for each session. Class hours from 5:30pm to 9:50 PM. Non-attendance requires a legitimate reason such as personal illness, death in the family, or occupational related requirements. In the event of two consecutive unexcused absences, the instructor will administratively withdraw a student if it is prior to the published drop date. An incomplete grade will not be granted for lack of attendance or late work

Notify the instructor at least 2 hours before an absence by phone to request being formally excused from class and schedule submission of make-up material. 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. 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.


Assignment/test not turned in by the end of the scheduled class meeting due will result in a 10% grade reduction and an additional 10% deduction each week late. If late due to an “excused absence” prior arrangements must be made with the instructor for submission to not be considered late. If arrangements are not met, submission will be considered late.

At the end of the term any student who has not completed all work will receive an incomplete only if a valid reason exists for an incomplete. Grades will not be held while waiting for your class requirements. A (90%), B (80%), C (70%) D (60%) F (less than 60%) all based upon total points. A complete point system schedule will be covered during our first class meeting. “Extra Credit” is not available.


This is an 85% case study class. Case studies provide an opportunity to apply marketing concepts and practices in a wide range of industrial settings. Cases necessitate meaningful numerical and financial analysis. The average case is 10 pages long and students will need two hours to properly prepare for most of the cases. “SWOT formats will be used to analyze cases.


The student is responsible to contact the instructor for any makeup assignments or tests and their inclusion in the total grade. 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.


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 American with Disabilities Act of 1990, regarding students 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:


· 20% Weekly attendance-participation in lecture / case discussions, accuracy/quality of submitted homework assignments and instructor's evaluation all weighed equally.

· 30 % Independent Term Project and Conducting a Sales Meeting

· 50% Examinations, closed book

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…. To turn in.

· Conduct a mock 20 minute sales meeting with your classmates as your sales staff using the materials you developed.



Date Tentative Class Schedule Homework Assignment
Class 1 Aug 25 Orientation -term project Chapter 1 Overview of Sales Management Chapter 2 Process of Buying and Selling Video For next meeting: Read Chapters 3 & 4 Read assigned case
Class 2 Sept. 1 Chapter 3 Linking Strategies & Sales Role - Customer Relationship Management Chapter 4 Organizing the Sales Effort Video & case study For next meeting: Read Chapters 5 & 6 Read assigned case
Class 3 Sept. 8 · Chapter 5 Strategic Role of Information · Chapter 6 Salesperson Performance · Video & case study For next meeting: Read Chapter 7 Study for Exam
Class 4 Sept. 15 Examination over Chapters 1,2,3,4,5,6 Chapter 7 Motivating the Sales Force For next meeting: Read Chapters 8 & 13 Read assigned case
Class 5 Sept. 22 Chapter 8 Criteria for Selecting Salespeople Chapter 13 Behavior and other Performance Analyses Video & case study For next meeting: Read Chapters 9 & 10 Announce independent term project
Class 6 Sept. 29 · Chapter 9 Recruitment & Selection · Chapter 10 Sales Training · Review term project For next meeting: Finish term project Attendance mandatory for class meeting # 7.
Class 7 Oct. 6 Term Project Due & Presentation For Last Meeting: Study for examination
Class 8 Oct. 13 · Examination Chapters 8-10 &13