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MK 401 Sales Management
Roehrich, Henry C.


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

U1T 2011 DL

Faculty

Roehrich, Henry C.

Title

Assistant Professor of Marketing

Degrees/Certificates

Ph.D. University of North Dakota
MSA Central Michigan University
B.S. Wayne State College

Office Location

Grand Forks, North Dakota

Office Hours

Monday - Friday  9:00 AM - 10:00 AM CST

Daytime Phone

(701) 757-0704

Other Phone

After 9:00 PM CST (Cell Phone) 701-330-6753

E-Mail

henry.roehrich@park.edu

Semester Dates

June 6 - July 31, 2011

Class Days

TBA

Class Time

TBA

Credit Hours

3


Textbook:
Sales Force Management, 10th ed., 2011, McGraw-Hill/Irwin.
Authors: Johnston and Marshall
ISBN: 0-07-340485-3

Textbooks can be purchased through the MBS bookstore

Textbooks can be purchased through the Parkville Bookstore

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.
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/.
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:

The facilitator’s educational philosophy is one of interactiveness based on lectures, readings, dialogs, examinations, web sites and writings. The facilitator will engage each learner in what is referred to as disputatious learning to encourage the lively 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:

Assessments will include the following:

Midterm Examination, Final Examination, Homework Assignments, Weekly Discussions, and a Sales Plan Project.

Grading:

Grading:

 Course Evaluation

 Points

 Midterm Examination

 100 points       10%

 Final Examination

 300 points       30%

 Homework (8 @ 30 points)

 240 points       24%

 Case Conferencing (8 @ 30 points)

 240 points       24%

 Sales Plan Project

 120 points       12%

 Total Points

1000 points     100%



 Grading Scale
 
 A =
 90 - 100% (900 to 1000 points)
 B =
 80 - 89%   (800 to 899 points)
 C =
 70 - 79%   (700 to 799 points)
 D =
 60 - 69%   (600 to 699 points)
 F =
 < 60%      (599 or fewer points)
 
 

Midterm Examination – The midterm test will be posted in the conference threads in Week 4.  The test is open book and open notes and must be completed before the end of the 4th week of instruction.

Proctored Final Examination - An examination will be taken in person during the 8th week of instruction at one of the Park University sites around the country or at an alternative location approved by your Instructor where Park University sites are not available.  It will be the responsibility of the student to arrange for a proctor, by the 6th week of the term, who will be accepted and approved by the instructor.  The final exam will count at least 30% of the grade, and will be closed book/closed note.

Guidelines for selecting an acceptable proctor
can be found at the Park University Website.  For proctored examinations, photo identification is required at the time of the test.  A proctor request form will be made available to you during the first week of class so that you can submit your requested proctor for approval.  Some Graduate Online courses may not require a proctored Final Examination.

Other Information on proctored exams:

  • It will be the responsibility of the student to arrange for a proctor, by the 6th week of the term, who is accepted and approved by the course instructor. 
  • Approval of proctors is the discretion of the On-line instructor. 
  • A proctor request form will be made available to you during the first week of class so that you can send your requested proctor to your instructor for approval. 
  • Some Graduate Online courses may not require a proctored Final Examination.

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:
Late work is not accepted. There may be some situations where a deviation could be allowed; however, this is the exception and not the rule. In these rare occasions, late work will only be accepted on a case by case basis with instructor approval. The following applies to all late work, unless prior arrangements have been made with and approved by the instructor: All late work will be downgraded at the discretion of the instructor, up to 20 points for every day or part of a day it is late. Late work WILL NOT be accepted if it is more than 7 days late, period.  No late work will be accepted after the end of week 8. Unless all required work is submitted, the student could receive a failing grade for the course.

Classroom Rules of Conduct:

· Students should use E-Mail for private messages to the instructor and other students. The class Discussion thread is for public discussion.

· Students are expected to complete four hours per week of conferencing or other appropriate on-line activities, including sending/receiving E-mail and navigating and conducting research over the World Wide Web.

· All students will participate in conference discussions. Conventions of "on-line etiquette," which include courtesy to all users, will be observed.

· Students may get assistance with computer-related problems through the instructor.

· Students must submit all work in a Word file attached to their e-mail message. They should routinely check to assure their computer and the files are virus free.

· Assigned papers may be submitted via the postal service or fax only if arrangements are made with the instructor beforehand

Course Topic/Dates/Assignments:

Sale Project Plan: 

During the course you will be developing a sales plan project.  The project is for a fictitious product and you are the sales manager.  You will be required to develop this project submit the work in the Dropbox.  I am looking for creativity in the development of the plan and have provided direction to you for completing the plan.  The sections are as follows: 

Week 2 - Submit in the Dropbox the section of the sales plan project that describes the 4 P'S (product, price, place, and promotion) of the fictitious product chosen for the plan.  The length of the report should be 1-2 pages in length.

Week 3 - This week submit section two of the sales plan in the dropbox. The section will include a description of the environmental influences on the sales program and the organization of the sales force for the product. Chapter One of the text has information on the environmental influences and Chapter Four describes how to organize the sales force.  The length of the report should be 1-2 pages in length.

Week 5 - This week you will submit in the dropbox the section of the sales plan project determining the demand estimate and sales quota for the product, based on competition and history of a similar product.  Chapter Five discusses how to estimate the demand and setting sales quotas.  Also, describe the sales territories planned for the sales force.   The length of the report should be 1-2 pages in length.

Week 6 - This week you will submit in the dropbox the section of the sales plan project listing the criteria for selecting the sales force and the recruitment process.  The length of the report should be 1-2 pages in length.

Week 7 - This week you will submit in the dropbox the section of the sales plan project describing the incentive and compensation plan for motivating the sales force, including the impact of environmental conditions and organizational variables on motivation.  The length of the report should be 1-2 pages in length.

Week 8 - This week you will submit in the Dropbox the final completed sales project plan.  The plan will include the final section describing evaluation and control of the sales program for the product. The length of the final section should be 1-2 pages in length.

Weekly Assignments:

Week 1 Activities 

Readings: Chapter 1

On-Line Discussion Assignment: Read Case 1.1 The Valley Winery and post your response to the questions concerning the case in the Discussion Area. You may provide any other comments you wish concerning the case.  Also, in the introduction located in the Discussion Area please post your e-mail address, along with a brief work and/or educational background.

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Homework: Answer any two discussion questions at the end of the chapter assigned for week 1 and post the homework to the Dropbox by the end of the week.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later than midnight CST on Sunday.

Week 2 Activities 

Readings: Chapters 2 and 3

On-Line Discussion Assignment: Read Case 1-2 Health Care Office Solutions, Inc. and post your responses to the questions concerning the case in the Discussion Area. You may provide any other comments you wish concerning the case. 

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit in the Dropbox the section of the sales plan project that describes the 4 P’s (product, price, place and promotion) of the fictitious product chosen for the plan. The length of the report should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of each chapter assigned for week 2 and post in the Dropbox by the end of the week.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later then midnight CST on Sunday.

Week 3 Activities  

Readings: Chapters 4 and 5

On-Line Discussion Assignment: Read Case 2.1 California Credit Life Insurance Group, and post your responses to the questions concerning the case in the Discussion Area. You may provide any other comments you wish concerning the case. 

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we
can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit in the Dropbox the section of the sales plan project that describes the environmental influences on the sales program and the organization of the sales force for the product. The length of the report should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of each chapter assigned for week 3 and post in the Dropbox by the end of the week.  

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later than midnight CST on Sunday.


Week 4 Activities

Readings: Chapters 6

On-Line Discussion Assignment: Observations and Applications. You will post your observations relating to concepts from the assigned reading material in the Discussion Area. You may provide any other comments you wish concerning the assigned reading material. 

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect
research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two
requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: None for this week

Homework: Answer any two discussion questions at the end of the chapter assigned for week 4 and post to the Dropbox by the end of the week.

Midterm Test: The midterm test will be posted in the Discussion Area in Week 4.  The test is open book and open notes and must be completed before the end of the 4th week of instruction.  The midterm test consists of ten multiple choice questions and seven short answer questions on Chapters 1-6.  The test consists of 100 points.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later than midnight CST on Sunday.

Week 5 Activities 

Readings: Chapters 7 and 8

On-Line Discussion Assignment: Read Case 2.2 On-Time Package Delivery and post your responses to the questions concerning the case in the Discussion Area. You may provide any other comments you wish. 

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit in the Dropbox the section of the sales plan project determining the demand estimation and sales quota for the product, based on competition and history of a similar product.  Also, describe the sales territories planned for the sales force. The length of the report should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of each chapter assigned for week 5 and post to the Dropbox by the end of the week.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later than midnight CST on Sunday.

Week 6 Activities 

Readings: Chapters 9 and 10

On-Line Discussion Assignment: Read Case 3-1 Wentworth Industrial Cleaning Supplies and post your responses to the questions concerning the case in the Discussion Area.  You may provide any other comments you wish.

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit in the dropbox the section of the sales plan project listing the criteria for selecting the sales force and the recruitment process. The length of the report should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of the chapter assigned for week 6 and post to the Dropbox by the end of the week.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later then midnight CST on Sunday.

Week 7 Activities 

Readings: Chapters 11 and 12

On-Line Discussion Assignment: Read Case 3.2 Hanover-Bates Chemical Corporation and post your responses to the questions concerning the case in the discussion threads. You may provide any other comments you wish.

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit in the dropbox the section of the sales plan project describing the incentive and compensation plan for motivating the sales force, including the impact of environmental conditions and organizational variables on motivation. The length of the report should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of the chapters assigned for week 7 and post to the dropbox by the end of the week.

Due Dates:  You should have posted your homework to the dropbox and the responses in the Discussion Area posted no later then midnight CST on Sunday.

Week 8 Activities

Readings: Chapter 13

On-Line Discussion Assignment: Observations and Applications. You will post your observations relating to concepts from the assigned reading material in the Discussion Area. You may provide any other comments you wish concerning the assigned reading material.

Marketing Research: Sales management involves "marketing research" -- procedures to develop and analyze new information to help sales managers make decisions.  Many firms are utilizing the Internet not only to reach their customers, but also to collect research information with respect to their customers and their competitors.  As you search the web and find a site we can use in a marketing research application, post it to the thread "Marketing Research" in the Discussion Area.  There are only two requirements: you provide the URL and a very brief description of its application to marketing research.

Sales Plan Project: Submit to the instructor in the dropbox the completed sales project plan. The plan will include the final section describing evaluation and control of the sales program for the product. The length of the final section should be 1-2 pages in length.

Homework: Answer any two discussion questions at the end of the chapter assigned for week 8 and post to the Dropbox by the end of the week.

Final Exam: The final exam is closed book and no notes.  The final exam must be taken in person before the end of the week at one of the Park University sites around the country or at an alternative location approved by the University where Park University sites are not available. It will be the responsibility of the student to arrange for a proctor who will be accepted and approved by the instructor.  Guidelines for selecting an acceptable proctor can be found at the Park University Website.

Due Dates:  You should have posted your homework to the Dropbox and the responses in the Discussion Area posted no later then midnight CST on Sunday.

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 students and faculty members are encouraged to take advantage of the University resources available for learning about academic honesty (www.park.edu/current or http://www.park.edu/faculty/).from Park University 2010-2011 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. from Park University 2010-2011 Undergraduate Catalog Page 92-93

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 2010-2011 Undergraduate Catalog Page 95-96

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:5/3/2011 12:15:24 PM