MK 401 Sales Force Management
F1J 2011 DN
Turner, Mark A.
B.S. Business/Marketing-Park UniversityM.A. Telecommunication ManagementM.A. Computer Resource and Information Management
Not on campus
On an appointment basis will outside of class time
816 223-5592 Cell Phone
08/15/11 - 10/09/11
5:30 - 9:50 PM
Sales Force Management McGraw-Hill Irwin .......author Mark W. Johnson...Greg W. Marshall Tenth Edition ISBN 978-0-07-340485-1
Textbooks can be purchased through the MBS bookstore
Textbooks can be purchased through the Parkville Bookstore
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Learning Outcomes: Core Learning Outcomes
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 RubricClass Assessment:
You will seek out and interview a current sales manager (approved to fit the criteria by your instructor which will be reviewed in class) and write a significant paper to compare and contrasting textbook philosophy vs. real life. Interview guidelines and criteria will be handed out in class. The manager interviews will be five to seven pages and MLA writing format will be used. You will also be assigned case studies from the instructor for homework and class discussion
You will be assigned to be part of a mock district sales management team to conduct a mock 20-30 minute sales meeting with your classmates as your sales employees. You and your team you will author materials to include and not limited to: detailed sales objectives (dollars or units per product line) for each person in your mock district. Written training plan with timelines, district and individual objectives and outcomes, one year non payroll budget on excel spread sheet, incentive plan, formal written job description(s) per title, current year sales plan. This will be a team grade covering both written and oral portions.
Midterm and final examinations will give you and the instructor the basis to evaluate and measure your comprehension of the material verses the objectives
Grades for this course will be determined by the following:
Case Study 1
Case Study 2
Sales Management Plan
1000 – 900
899 – 800
799 – 700
699 – 600
599 – 0
100% – 90%
89% – 80%
79% – 70%
69 % – 60%
59% – 0%
A (Outstanding Achievement)
90 – 100% of the possible points
B (Highly Satisfactory Achievement)
80 – 89% of the possible points
C (Adequate Achievement)
70 – 79% of the possible points
D (Marginal Achievement)
60 – 69% of the possible points
F (Unsatisfactory Achievement)
Below 60% of the possible points
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.
Classroom Rules of Conduct:
Meeting - 1 August 17 2011 5:30 - 9:50 PM,
Orientation and introductions.
Discuss Chapter 1 Introduction to Sales Management in the 21st Century. Chapter 2 The Process of Selling and Buying,
Prior to class read chapter 1 & 2,
Meeting - 2 August 24,2011 5:30-9:50,
Chapters 3 & 4 for discussion
Prior to class read chapters 3 & 4 for discussion. Submit a sales plan project (rough draft) 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. This is a rough draft and can be modified as the course continues. ,
Meeting - 3 August 31th 5:30-9:50,
Chapter 5 for discussion and case study
Prior to class read chapter 5 for discussion. Submit section two of the sales plan. 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. ,
Meeting - 4 September 07 5:30-9:50,
Mid Term Test
No paper due we will do the Mid term test over Chapters 1-5. This will be taken in class and is open book and open notes. The midterm consist of ten multiple choices questions and seven short answer questions. The test consists of 150 points.,
Mid term over Chapters 1-5
Meeting - 5 September 14 5:30-9:50,
Chapters 6 & 7 for discussion Holiday
Prior to class read chapters 6 & 7. Submit the sales plan project determining the way to motivate and reward the sales team. Chapter six discusses the performance and behavior of the salesperson. Chapter 7 advises on motivating the team.
Chapters 8, 9 & 10 for discussion
Prior to class read chapters 8, 9 & 10. Submit in the sales plan project listing the criteria for selecting the sales force and the recruitment process. ,
Meeting - 7 September 28 5:30-9:50,
Chapters 11, 12 & 13 for discussion
Prior to class read chapters 11, 12 & 13. Submit the sales plan project describing the incentive and compensation plan for motivating the sales force. Evaluating the salesperson performance guidelines.,
Submit the final completed sales project presentation. Prepare to hand in copies of the project and a criteria sheet will be provided prior. This is your final and must be 20 minutes and worth 300 points.
Final Presentation due.,
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Last Updated:7/26/2011 9:06:18 PM