INSTRUCTOR: Frank Lane
EMAIL: firstname.lastname@example.org <mailto:email@example.com>
THE COURSE: Semester dates: August 23rd to October 17th 2004
LOCATION: Park Accelerated Downtown
TIME: 5:30-9:50 P.M.
CREDIT HOURS: 3
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
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
FACULTY’S EDUCATIONAL PHILOSOPHY:
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
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.
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 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.
CLASSROOM RULES OF CONDUCT:
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: www.park.edu/disability.