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MK 401 Sales Management
Raymond, Sparkle G.


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 2010 DL

Faculty

Raymond, Sparkle G.

Title

Professor

Degrees/Certificates

MBA
BS in Business
BA in Psychology with minor in Sociology

Office Location

Virtual

Office Hours

Virtual

Daytime Phone

540-657-9354

Other Phone

703-878-5786 wk 540-273-5489 cell

E-Mail

Sparkle.Raymond@park.edu

spraymond@nvcc.edu

Semester Dates

March 15 thru May 9, 2010

Class Days

TBA

Class Time

TBA

Prerequisites

MK 351

Credit Hours

3


Textbook:

Sales Force Management 8th edition
 
ISBN 0-07-296183-X
 
McGraw-Hill
Irwin

Additional Resources:

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.
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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:
MK401 Sales Management: 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. 3:0:3 Prerequisite: MK351.

Educational Philosophy:
My educational philosopy is based on interaction by way of lectures, readings, dialogues, examinations, internet, web sites and writings.  Each learner will be required to engage in the learning process through dialogues via 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.


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:
Class assessments will be based on homework assignments, case studies,  projects and written papers.

Grading:

Homework will be worth 30 points each for weeks 1,2,3, 5, 6, and  7  =   180 points
 
Two case studies worth 45 points week 4 and 55 points week 7          =   100 points
 
Sales Project worth  points 40 points each for weeks 2,3,5,6,7, and 8  =   240 points
 
Midterm week 4 worth                                                                        =   180 points             
 
Final week 8 worth                                                                              =   300 points
 
Total points                                                                                       =  1,000 points
 
 
Grading Scale
 
900 - 1000  =  A
800 -   899  =  B
700 -   799  =  C
600 -   699  =  D
< 599          =  F 

The course grade for students will be based on the overall average of homework and tests taken during the course in accordance with the weighting of the various requirements as stated in the syllabus.

All final exams in all School of Business courses will be comprehensive and will be closed book and closed notes. They will constitute 30% of the total course grade and will not be a take-home exam. They will be completed during the test week in the period designated by the registrar or by the Proctor in the case online courses. 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 Dean of the School of Business.

Late Submission of Course Materials:
Students will have 5% disducted from their grade on all assignments turned in pass the due dates.  Assignments more than two weeks late will receive a 15% grade reduction.

Classroom Rules of Conduct:
Students are required to conduct themselves in a professional manner at all times.

Course Topic/Dates/Assignments:

Week 1 - Chapter 1  Introduction to Sales Management in the 21st Century  
                                Answer one question on at the end of the chapter
 
Week 2 - Chapter 2  The Process of Selling and Buying
                Chapter 3 Linking Strategies & the Sales Role in the Era of Customer Relationship Management
                                Answer two questions at the end of the chapters
 
Week 3 - Chapter 4 Organizing the Sales Effort
                Chapter 5 The Strategic Role of Information in Sales Management
                                Answer two questions at the end of the chapters
 
Week 4 - Chapter 6 - Salesperson Performancfe: Behavior, Role, Perceptions, and Satisfaction
                Discuss Minicase: Land Escape Vacation Club
                Answer any two questions at the end of the chapters
                Midterm
 
Week 5 - Chapter 7 - Salesperson Performance: Motivating the Sales Force
                Chapter 8 - Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
                                  Answer two questions at the end of the chapters
 
Week 6 - Chapter 9 - Sales Force Recruitment and Selection
                Chapter 10 - Sales Training: Objectives, Techniques and Evaluation
                                     Answer two questions at the end of the chapters 
 
Week 7 - Chapter 11 - Salesperson Compensation and Incentives
                Chapter 12 - Cost Analysis   
                                     Answer the case study On-Time Package Delivery           
                                     Answer two questions at the end of the chapters
 
Week 8 - Chapter 13 - Evaluating Salesperson Performance
                                     Final
              

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 2009-2010 Undergraduate Catalog Page 92

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 2009-2010 Undergraduate Catalog Page 92

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 "F".
  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 2009-2010 Undergraduate Catalog Page 95

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:3/2/2010 10:34:54 AM