MK 401 Sales Management
U1U 2011 LU
Dunston, Sebrina J.
Masters of Science Degree in Integrated Marketing Communications
Messages may be left on instructor voicemail or students may choose to email. Appointments may be scheduled at instructor/student convenience.
June 6 - to July 31
4:50 - 10:10 PM
Textbook: Sales Force Management by Mark W. Johnston, Greg W. Marshall, 10e.
Additional Resources: N/A
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 firstname.lastname@example.org or call 800-927-3024Resources for Current Students - A great place to look for all kinds of information http://www.park.edu/Current/.
Like most passionate academic instructors, I strive
to ensure students learn the fundamental content of the courses I teach which
is to: 1) facilitate the acquisition of lifelong learning skills, 2) to help
students realize how important their skills and talents are to the professional
industry, and 3) to administer knowledge of the content and to communicate it in a manner that allows
students’ to associate it with real world application.
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: Examination,
quizzes, case studies, marketing research, oral presentations,
final sales case. Class time will be divided into 25% lecture; 25% lab time; 20% case study reviews and oral presentation; 10 quizzes and 20% final exam.
Grading: A total point system of 1000
will be used to calculate your grade.
Attendance = 100 Pts.
In-class Assignments = 200 Pts.
Homework = 100 Pts.
Quizzes = 100 Pts.
Sales Presentations Project = 150 Pts.
Final Sales Case = 150
Final Examination = 200 Pts.
TOTAL = 1000 POINTS
Note: Homework will be based on assignments not completed during
class; therefore, points may vary.
90 - 100
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.
All work is due at deadline. This
means that it must be turned in exactly when specified by the instructor. Any
student who does not turn in his/her work by the specified deadline will
receive a zero. Unfinished work may be turned in at the time of the deadline
but will be marked "unfinished" and will be graded accordingly.
ABSOLUTELY NO WORK WILL BE ACCEPTED
AFTER THE FINAL CLASS MEETING!
Classroom Rules of Conduct:
Students are expected to behave as mature
adults and to respect the opinions, philosophies, and ideas of their peers as
well as the instructor's. All wireless cell phones and/or pagers must be on
vibrate/silent mode. Talking on the cell phone during class is prohibited. If
you receive an emergency call please take it out into the hall.
WEEK 1: June 10, 2011
Class Policy Review
Chapters 1 and 2
Review criteria: Intro to Sales Management
Discuss criteria for special project
Read chapters and be ready to
discuss in class.
Answer questions 1, 3 & 5 on page
24 in Chapter 1.
Answer questions 5 & 7 on page 60 in Chapter 2.
In-class: Collecting market research data.
WEEK 2: June 17, 2011
Chapters 3 and 4 discussion
Case Study Review
WEEK 3: June 24, 2011
Chapters 5 and 6 discussion
WEEK 4: July 1, 2011
Chapters 7 and 8
Read chapters and be ready to
discuss in class
Leadership Challenge: Characteristics of the Great Salesperson, pg. 263, answer questions 1 - 2. Be prepared to discuss with classmates.
In-class/Lab time: Collect market research data
WEEK 5: July 8, 2011
Chapters 9 and 10
Leadership Challenge: Internet or Interview, pg. 293, answer questions 1 -3. Be prepared to discuss in class.
Collect marketing research data
WEEK 6: July 15, 2011
Chapter 11 discussion
Review final criteria for special project DUE next week
WEEK 7: July 22, 2011
WEEK 8: July 29, 2011
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.
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 .
Bibliography: Sebrina Harper Dunston Bio
I graduated with a M.S. degree from Roosevelt University in Chicago,
Illinois, 2002. After graduating, I taught English at Prairie State
College and reading at South Suburban College, both in Illinois.
I later moved to Phoenix, Arizona where I continued to pursue
my passion in the academic circle, facilitating several marketing
courses at Glendale Community College. This opportunity led to other
institutional advantages teaching at Park University (Luke AFB) and the
Art Institute of Phoenix and the Art Institute of Pittsburgh Online.
Throughout my life, I have mastered a unique marketing
phenomenon in travel & tourism, automobile sales, real estate,
radio, and event coordinating, altogether making up 17 years of industry
I currently attend Argosy University in Phoenix, pursuing a
Doctorate's degree in Business Administration with a concentration in
Management. This July will complete my course work with my dissertation
Last Updated:5/18/2011 11:06:29 PM