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MK 401 Sales Management
Turner, Mark A.


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 Force Management

Semester

S2J 2013 PV

Faculty

Turner, Mark A.

Title

Adjunct Faculty

Degrees/Certificates

B.S. Business/Marketing-Park University
M.A. Telecommunication Management
M.A. Computer Resource and Information Management

Office Location

Not on campus

Office Hours

On an appointment basis will outside of class time

Daytime Phone

816 235-5258

Other Phone

816 223-5592 Cell Phone

E-Mail

mark.turner@park.edu

matman102003@yahoo.com

Semester Dates

03/18/13 - 05/12/13

Class Days

--M----

Class Time

5:30 - 10:00 PM

Prerequisites

MK351

Credit Hours

3


Textbook:

Textbook Title: :Sales Force Management

 Edition: 10th
Author: Mark W. Johnson, Greg W. Marshall

ISBN-978-0-07-340485-1
Publisher: McGraw-Hill


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/.

http://www.parkonline.org
http://www.economist.com
http://www.fortune.com
http://www.businessweek.com
http:///www.wsj.com
http://www.dogpile.com

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 pedagogy for this class will be administered by lectures and class room discussion, and you will need to participate in class because sales is an action product. The examinations that are given will be a form of application questions, to check 
the understanding of students if you can apply concepts you understand. Articles from the Wall Street Journal and other business articles will be used in class to give a real-world effect.  Everyone has a lot to offer to this educational encounter, so we can learn from each other as the class goes on. I have worked over twenty years in sales management with Fortune 500 companies which will add credibility to the class. One final thought is that I want everyone in this class to have fun and think outside the box.

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.


  Instructor Learning Outcomes
  1. Recruiting and selecting the right sales talent
  2. Integrating other forms of business with sales
  3. Creating a customer-driven culture
  4. Creating relationships with personal and customers
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:

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

Grading:
 

Weekly attendance-participation in lecture/discussions, accuracy/quality of submitted homework assignments.
Term Project and conducting a Sales meeting.

Grades for this course will be determined by the following:

Case Study 1

100 Points

15.0%

Case Study 2

100 Points

15.0%

Manager Interview
Midterm Examination
200 Points
200 Points

15.0%

Sales Management Plan

200 Points

25.0%

Final Examination

200 points

30.0%

Totals

1000 points

100.0%

 

A

B

C

D

F

1000 – 900

899 – 800

799 – 700

699 – 600

599 – 0

100% – 90%

89% – 80%

79% – 70%

69 % – 60%

59% – 0%

Course Grade

Course Percentage

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.

Late Submission of Course Materials:
Assignment/test not turned in by the end of the scheduled class meeting due will result in a letter grade deduction. If not submitted during the following class meeting, it will no longer be accepted and zero points will be awarded. The student is responsible to verbally communicate with the instructor before the next meeting to learn of assignments made during one's absence. No email assignment accepted.

If late work is associated with an "excused absence" (agreed to and granted by this instructor) makeup arrangements must be met on time or the student's submission will be classified "late".

Classroom Rules of Conduct:

Class Activities,

Assignments,

Tests,

Week One

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,

Week Two

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. ,

Week Three

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. ,

First Case Study

Week Four

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 closed book and open notes. The midterm consist of ten or more essay questions. The test consists of 200 points for the class,

Mid term over Chapters 1-5

Week Five

Chapters 6 & 7 for discussion 

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.

Week Six

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. ,

Second Case Study

Week Seven

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.,

Week Eight

Presentations

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 200 points.

Final Presentation due.,

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 2012-2013 Undergraduate Catalog Page 97

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 2012-2013 Undergraduate Catalog Page 95

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 2012-2013 Undergraduate Catalog Page 98

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:3/5/2013 6:07:16 PM