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MK 401 Sales Management
Elgin, Robert W.


Mission Statement: Park University provides access to a quality higher education experience that prepares a diverse community of learners to think critically, communicate effectively, demonstrate a global perspective and engage in lifelong learning and service to others.

Vision Statement: Park University, a pioneering institution of higher learning since 1875, will provide leadership in quality, innovative education for a diversity of learners who will excel in their professional and personal service to the global community.

Course

MK 401 Sales Management

Semester

S2J 2012 IN

Faculty

Elgin, Robert W.

Title

Senior Instructor

Degrees/Certificates

BS - Management - William Jewell College
MBA - University of Central Missouri

Office Location

Home(Independence)

Office Hours

24/7

Daytime Phone

Phone/FAX 816-795-0251

Other Phone

816-795-0625

E-Mail

robert.elgin@park.edu

jameschasee@yahoo.com

Semester Dates

3/19/2012 to 5/13/2012

Class Days

-M-----

Class Time

5:30 - 10:00PM

Prerequisites

MK351

Credit Hours

3


Textbook:

" Sales Force Management", Mark W. Johnston/Greg W. Marshall, tenth edition, McGraw-Hill Irwin, 2011
ISBN 978-0-07-340485-1

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/.


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.

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:

  The primary method of instruction will be lecture, case study and class discussion.  To sucessfully complete this course, it is recommended that you attend all classes, complete all case studies on time, keep up with reading and homework assignments and be prepared to participate in class discussion.

Grading:

Grades for this course will be determined by the following:
Case Study
Quiz 1
 50 Points
100 Points
15.0%
 
Case Study
Quiz 2
 50 Points
100 Points

15.0%

Case Study
Quiz 3
 50 Points
100 Points

15.0%

Comprehensive Sales Case

250 Points

25.0%

Final Examination

300 points

30.0%

Totals

1000 points

100.0%

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:
Make up quizzes will not be permitted.  Make up examinations will not be permitted unless there are unusual circumstances and arrangements are made prior to the examination date.  Make up examinations are generally more difficult and may be in a different format than the original examination.  If the make up examination is identical to the original examination, the grade that you receive will be reduced by 20%.
The total grade for the term will be awarded based on the following scale where the percentage represents the amount earned of the total possible points
 
  

90% to 100% =A

80% to 89%=B

70% to 79%=C

60% to 69%=D

Below 60%=F

Classroom Rules of Conduct:
We expect students to act like adults, respect the rights of others and generally conduct themselves like they would in an office work environment.

Course Topic/Dates/Assignments:

   CLASS MEETINGS                            ASSIGNMENTS

 1st Class  – 3/19/12

Chapter 1 - Introduction to Sales Management
Chapter 2 - The Process of Buying and Selling

2   2nd Class – 3/26/12

Chapter 3 - Linking Stategies and the Sales Role, ETAL
Chapter 4 - Organizing the Sales Effort

3   3rd Class – 4/2/12

Chapter 5 - Strategic Role of Information in Sales Management
Chapter 6 - Sales Person Performance: Behavior, ETAL
Case Study #1 and Quiz #1

4   4th Class – 4/9/12

Chapter 7 - Sales Person Performance: Motivating, ETAL
Chapter 8 - Personal Characteristics, ETAL

5   5th Class – 4/16/12

Chapter 9 - Sales Force Recruitment
Chapter 10 - Sales Training
Case Study #2 and Quiz #2

6   6th Class – 4/23/12

Chapter 11 - Salesperson Compensation and Incentives
Chapter 12 - Cost Analysis

7   7th Class – 4/30/12

Chapter 13 - Evaluating Salesperson Performance
Case Study #3 and Quiz #3
Review for final examination
Assignment of comprehensive sales case

8   8th Class – 5/4/12

Final – Case Study and turn in Comprehensive Sales Case


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 2011-2012 Undergraduate Catalog Page 93
We have a "NO TOLERANCE POLICY" on academic dishonesty.

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 2011-2012 Undergraduate Catalog Page 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.

Park University 2011-2012 Undergraduate Catalog Page 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:2/16/2012 12:51:37 PM