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MK 401 Sales Management
Roehrich, Henry C.


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

F2T 2012 DL

Faculty

Roehrich, Henry C.

Title

Assistant Professor of Marketing and Management

Degrees/Certificates

Ph.D. University of North Dakota
MSA Central Michigan University
B.S. Wayne State College

Office Location

Grand Forks, North Dakota

Office Hours

Monday - Friday 9:00 AM - 11:00 AM CST

Daytime Phone

(701) 757-0704

Other Phone

After 9:00 PM CST (701) 330-6753

E-Mail

henry.roehrich@park.edu

Semester Dates

October 22 - December 16, 2012

Class Days

TBA

Class Time

TBA

Prerequisites

MK351.

Credit Hours

3


Textbook:

Two textbooks are available which have the same identical materials, but may have different costs, as follows:

Title: Management of a Sales Force
Edition: 12th
Author: Spiro

ISBN-10: 007352977X
ISBN-13: 9780073529776
Publisher: McGraw-Hill
Copyright: 2008

Custom Book: Black and White, Softbound, Duplication of textbook
Title: Management of a Sales Force
Edition: 12th
Author: Spiro
ISBN-10: 1-121-55807-0
ISBN-13: 978-1-121-55807-6
Publisher: McGraw-Hill
Copyright (Year): 2008

(Do not use an International or earlier version that you might find on some websites.)

NOTE: It is important and your responsibility to have the correct textbook before the course begins.

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/.
Advising - Park University would like to assist you in achieving your educational goals. Please contact your Campus Center for advising or enrollment adjustment information.
Online Classroom Technical Support - For technical assistance with the Online classroom, email helpdesk@parkonline.org or call the helpdesk at 866-301-PARK (7275). To see the technical requirements for Online courses, please visit the http://parkonline.org website, and click on the "Technical Requirements" link, and click on "BROWSER Test" to see if your system is ready.
FAQ's for Online Students - You might find the answer to your questions here.


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 facilitator’s educational philosophy is one of interactiveness based on lectures, readings, dialogs, examinations, web sites and writings. The facilitator will engage each learner in what is referred to as disputatious learning to encourage the lively exploration of ideas, issues and contradictions.

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:

Assessments will include the following:

Midterm Examination, Final Examination, Homework Assignments, Weekly Discussions, and a Sales Plan Project.

Grading:

Points and Grades:

Item

Quantity

Points

Total Points

Pct of Grade

Weekly Threaded Discussions

8

25

200

20%

Core Assessment - Sales Plan (Six Sections)

6

30

180

18%

Weekly Homework

8

25

200

20%

Midterm Exam

1

120

120

12%

Final Exam

1

300

300

30%

1000

100%

The final grade will be based on the percentage of total points earned.

Grade

Minimum

 

Maximum

Low Points

High Points

A:

90%

or

more

900

1000

B:

80%

to

89%

800

899

C:

70%

to

79%

700

799

D:

60%

to

69%

600

699

F:

Less

than

59%

0

599

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 assignments are due by midnight of the date posted.  Please see the chart below for weekly submission deadlines. It is the student’s responsibility to insure that assignments are received by the instructor.

Homework and
Sales Plan

Sunday - Midnight

Discussion
Question 1

Wednesday - Midnight

Discussion Question 2

Friday - Midnight

Peer Response

Sunday - Midnight

You will be allowed one (1) late submission and still receive full credit if the assignment is received by the instructor by the end of the next following week. (Sunday – Midnight; Central Time).

Please utilize this option wisely, either for a computer problem or possibly the week of another course deadline, family matter, or business related travel.

Discussion activities must be fulfilled during the week assigned.  These deadlines are non-negotiable.

Classroom Rules of Conduct:

Always use good grammar and your best online etiquette. Be clear; edit before you hit the "respond" button.

Classroom Rules of Conduct (Netiquette)

In this course, some people may have different opinions which you do not agree with. Be objective and respectful when responding to different points of view. Working online may make communication more difficult since you don't see each other's body language.

  1. Online communications need to be composed with fairness, honesty, and tact. Spelling and grammar are very important in an online class. What you put into an online course reflects on your level of professionalism.
  2. It is important not to take disagreement personally.
  3. Responses to different ideas and observations need to be objective. Being objective means maintaining boundaries and not making personal attacks on the ability of others or making statements that have the potential to be taken personally.
  4. An important part of online learning is discussion. Differences in thinking are good because our knowledge is broadened.
  5. Because we have differences, we will have conflict. The important thing is to handle conflict in a way that does not create defensiveness, which does not promote learning.

You can see more about core rules of netiquette at http://www.albion.com/netiquette/corerules.html. If you have questions about any of these policies, please contact your instructor.

Course Topic/Dates/Assignments:

Core Assessment

The Core Assessment for MK 401 is the development of a sales management plan for a product or service of the student’s choice.  The project involves research and analysis of the target market.

Sale Management Plan: 

During the course you will be developing a sales management plan.  The project is for a fictitious product and you are the sales manager.  You will be required to develop this plan and submit the work in the Dropbox.  I am looking for creativity in the development of the plan and have provided direction to you for completing the plan.  The sections are as follows: 

Week 2 - Submit in the Dropbox the section of the sales plan project 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.

Week 3 - This week you will submit in the Dropbox the section of the sales plan project listing the criteria for selecting the sales force and the recruitment process.  The length of the report should be 1-2 pages in length.

Week 5 - This week you will submit in the Dropbox the section of the sales plan project describing the incentive and compensation plan for motivating the sales force, including the impact of environmental conditions and organizational variables on motivation.  The length of the report should be 1-2 pages in length.

Week 6 – This week you will submit in the Dropbox the section of the sales plan project determining the demand estimate and sales quota for the product, based on competition and history of a similar product.  The length of the report should be 1-2 pages in length.

Week 7 – This week submit in the Dropbox the section describing the environmental influences on the sales program and the organization of the sales force for the product.  The length of the report should be 1-2 pages in length.

Week 8 - This week you will submit in the Dropbox the final completed sales project plan.  The plan will include the final section describing evaluation and control of the sales program for the product. The length of the final section should be 1-2 pages in length

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 95-96

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 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.
ONLINE NOTE: Students must participate in an academically related activity on a weekly basis in order to be marked present in an online class. Examples of academically-related activities include but are not limited to: contributing to an online discussion, completing a quiz or exam, completing an assignment, initiating contact with a faculty member to ask a course related question, or using any of the learning management system tools.

Park University 2011-2012 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:9/18/2012 12:08:33 PM