MK 401 Sales Management
F2T 2012 DL
Roehrich, Henry C.
Assistant Professor of Marketing and Management
Ph.D. University of North DakotaMSA Central Michigan UniversityB.S. Wayne State College
Grand Forks, North Dakota
Monday - Friday 9:00 AM - 11:00 AM CST
After 9:00 PM CST (701) 330-6753
October 22 - December 16, 2012
Two textbooks are available which have the same identical materials, but may have different costs, as follows:
Title: Management of a Sales Force
Custom Book: Black and White, Softbound, Duplication of textbook
Title: Management of a Sales Force
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
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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
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:
Assessments will include the following:
Midterm Examination, Final Examination, Homework Assignments, Weekly Discussions, and a Sales Plan Project.
Points and Grades:
Pct of Grade
Weekly Threaded Discussions
Core Assessment - Sales Plan (Six Sections)
The final grade will be based on the percentage of total points earned.
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 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.
Sunday - Midnight
Wednesday - Midnight
Discussion Question 2
Friday - 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.
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.
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.
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 .
Last Updated:9/18/2012 12:08:33 PM