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MK 401 Sales Management
Dunston, Sebrina J.


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

U1U 2011 LU

Faculty

Dunston, Sebrina J.

Title

Adjunct Faculty

Degrees/Certificates

Masters of Science Degree in Integrated Marketing Communications

Office Hours

Messages may be left on instructor voicemail or students may choose to email. Appointments may be scheduled at instructor/student convenience.

Daytime Phone

623 606-5688

E-Mail

sebrina.harper@park.edu

Semester Dates

June 6 - to July 31

Class Days

-----F-

Class Time

4:50 - 10:10 PM

Credit Hours

3


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.
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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.

Educational Philosophy:

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

  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:
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:

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 Pts.

Final Examination = 200 Pts.

TOTAL = 1000 POINTS

Note: Homework will be based on assignments not completed during class; therefore, points may vary.

                                            

90 - 100                                            A

80 - 89                                              B

70 - 79                                              C

60 - 69                                              D

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:

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.

Course Topic/Dates/Assignments:

Class Meeting

Tentative Class

Activity/Topics

Assignments

WEEK 1: June 10, 2011

Class Policy Review

Syllabus Overview

Discussion

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



Read chapters and be ready to discuss in class.

In-class: Complete Case Study: Leadership Challenge: Whose CRM Is It Anyway, pg. 93; answer questions 1 -3. Be prepared to share your thoughts with classmates.

In-class: Collecting market research data.

Quiz!!!

WEEK 3: June 24, 2011

Chapters 5 and 6 discussion

Case Study


Read chapters and be ready to discuss in class.

In-class: Leadership Challenge: A Quote by Any Other Name, pg. 168, answer questions 1 - 3. Be prepared to share your thoughts with classmates.

In-class: Collecting market research data.

WEEK 4: July 1, 2011

Chapters 7 and 8 discussion

Case Study


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

Quiz!!!


WEEK 5: July 8, 2011

Chapters  9 and 10 discussion

Case Study


Read chapters and be ready to discuss in class

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



Read chapter and be prepared to discuss in class.

Work on Final components for sales presentation.

WEEK 7: July 22, 2011


Sales Presentation Projects Today!

WEEK 8: July 29, 2011

Return Sales Presentation evaluations
FINAL Sales Case Today!

FINAL EXAM

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.

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 experience.

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 to follow.





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:5/18/2011 11:06:29 PM