BBA 3221, Sales Management Course Syllabus. Course Description. Course Textbook. Course Learning Outcomes. Credits.

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1 BBA 3221, Sales Management Course Syllabus Course Description Sales Management presents a contemporary, practical approach to managing sales. Emphasis is placed on the sales manager as a strategic partner to the business including an evaluation of leadership, technology, motivation techniques, and ethical concerns that assist in the creation of effective, personal selling processes. Course Textbook Ingram, T. N., LaForge, R. W., Avila, R. A., Schwepker, C. H., Jr., & Williams, M. R. (2015). Sales management: Analysis and decision making (9th ed.). New York, NY: Routledge. Course Learning Outcomes Upon completion of this course, students should be able to: 1. Explain strategic sales force management. 2. Describe methods to recruit, select, hire, and develop salespeople. 3. Trace the evolving role of salespeople to business consultants. 4. Discuss the role of vision in leading and motivating a sales force. 5. Identify the role of the sales manager in forecasting sales, developing budgets, and managing sales territories. 6. Explain methods used by sales managers to evaluate the performance of individual salespeople. 7. Explore ethical situations facing salespeople and sales management. Credits Upon completion of this course, the students will earn three (3) hours of college credit. Course Structure 1. Study Guide: Each unit contains a Study Guide that provides students with the learning outcomes, unit lesson, required reading assignments, and supplemental resources. 2. Learning Outcomes: Each unit contains Learning Outcomes that specify the measurable skills and knowledge students should gain upon completion of the unit. 3. Unit Lesson: Each unit contains a Unit Lesson, which discusses lesson material. 4. Reading Assignments: Each unit contains Reading Assignments from one or more chapters from the textbook and outside resources. 5. Suggested Reading: Chapter presentations are provided in each unit study guide as Suggested Reading to aid students in their course of study. 6. Unit Quizzes: This course contains two Unit Quizzes, one to be completed at the end of Units I and IV. Quizzes are used to give students quick feedback on their understanding of the unit material and are composed of matching questions. 7. Unit Assessments: This course contains one Unit Assessment, to be completed at the end of Unit II. The assessment is composed of written response questions. 8. Unit Assignments: Students are required to submit for grading Unit Assignments in Units I and III-VIII. Specific information and instructions regarding these assignments are provided below. Grading rubrics are included with each assignment. Specific information about accessing these rubrics is provided below. 9. Final Exam: Students are to complete a Final Exam in Unit VIII. All Final Exams are proctored see below for additional information. You are permitted four (4) hours to complete this exam in the presence of your approved BBA 3221, Sales Management 1

2 proctor. This is an open-book exam. Only course textbooks and a calculator, if necessary, are allowed when taking proctored exams. The Final Exam is composed of multiple choice and written response questions. 10. Ask the Professor: This communication forum provides you with an opportunity to ask your professor general or course content related questions. 11. Student Break Room: This communication forum allows for casual conversation with your classmates. CSU Online Library The CSU Online Library is available to support your courses and programs. The online library includes databases, journals, e-books, and research guides. These resources are always accessible and can be reached through the library webpage. To access the library, log into the mycsu Student Portal, and click on CSU Online Library. You can also access the CSU Online Library from the My Library button on the course menu for each course in Blackboard. The CSU Online Library offers several reference services. (library@columbiasouthern.edu) and telephone ( ) assistance is available Monday Thursday from 8 am to 5 pm and Friday from 8 am to 3 pm. The library s chat reference service, Ask a Librarian, is available 24/7; look for the chat box on the online library page. Librarians can help you develop your research plan or assist you in finding relevant, appropriate, and timely information. Reference requests can include customized keyword search strategies, links to articles, database help, and other services. LibGuides Click here for the LibGuide for this course. Think of a LibGuide (a Library Guide) as a mini-website to help you with your assignments. It has relevant information such as databases, ebooks, and websites specific to your courses. If you have any questions, please reach out to your friendly library staff. Unit Assignments Unit I Case Study Read Case 2.1: ProFood Supply Company on pages of your textbook. In a minimum two-page, APA formatted paper, answer the questions below. A title page and references page should be included in addition to the two pages of content. In your response, make specific references to concepts you learned in Chapters 1 and 2 and any other sources that support your analysis of the questions. Convince the reader that your response to the questions is correct. Outside sources other than the textbook are not required; however, they can be helpful in your responses. 1. Is it likely that Jon Menzes will be successful in the short term with this strategy? 2. What are the longer-run implications of this strategy for Jon Menzes and for ProFood? 3. If you were Emily Lewis, what advice would you give Jon? What characteristics would you expect Emily to have as a successful sales manager? 4. Describe the importance of trust in developing a buyer-seller relationship. 5. Identify and describe the personal selling approach that you feel would work best in the situation described in the case study. BBA 3221, Sales Management 2

3 Unit III Case Study Read Case 5.1 Help Wanted! on pages of your textbook. In a minimum two-page, APA formatted paper, answer the questions below. A title page and references page should be included in addition to the two pages of content. In your response, make specific references to concepts you learned in Chapter 5 and other sources that support your analysis of the questions. Convince the reader that your response to the questions is correct. Using outside sources other than the textbook is not required; however, they can be helpful in your responses. 1. Assess Fred s interview with Victor. Do you feel that Fred violated any legal or ethical guidelines during the interview? Explain why you feel this way. 2. How are the key concepts of socialization related to this situation? Explain. 3. What do you think might happen to Victor should he accept the position? 4. What responsibility does Victor have when interviewing for a position such as this? 5. Explain the approaches that Fred used to locate prospective candidates for his sales rep position. How do you think that Fred could improve his recruitment and selection process? Be sure to identify the legal and ethical considerations Fred should be aware of when recruiting individuals and the tools he should use to select candidates with the right profile. Unit IV Assignment Developing a Sales Training Process You are a sales manager for a corporation that sells software to local businesses. You have been asked to create a new training process for a new group of salespeople who have been recently hired. Describe your sales training process using the six interrelated steps discussed in your textbook. Be sure to identify specific, measurable, and obtainable sales training objectives. Your process should consist of at least three pages, not counting a title page or reference page Make sure that any sources used, including your textbook, are cited and referenced properly using APA formatting. Outside sources other than your textbook are not required but can add depth to your response. Unit V Assignment In this assignment, you are asked to interview a sales manager, and summarize what you learned in a paper of at least three pages. Follow these steps to complete your assignment. 1. Read the chapter assigned in this unit. 2. Review the Unit V discussion in which everyone is asked to post questions to ask a sales manager. Select four to six questions for your interview. When selecting your questions, make sure that you include questions that will cover the following: the difference between management and leadership of a sales force, how situational factors affect sales leadership, and best practices sales managers can follow to create an effective sales force. 3. Find a sales manager to interview. You may be able to find one where you work or through your work colleagues, family, or friends. Auto dealers, radio and television stations, and newspapers have sales managers. A business you deal with may have a sales manager. Keep in mind that the sales manager you interview does not necessarily have to be local because you can conduct your interview in person, on the phone, or using the Internet ( , Skype, Facetime, etc.). 4. When you conduct your interview, remember to take notes. Be sure to record the name and title of the sales manager and where he or she works. Start your paper by identifying the person you interviewed. BBA 3221, Sales Management 3

4 5. Report on your interview in a paper of at least two pages. As you prepare your report, list each question and then the sales manager s response after the question. 6. APA formatting is not required for this assignment. Unit VI PowerPoint Presentation You have been named the national sales manager of a small distributor that sells products to electronics retailers. You know this is a highly competitive field. You decide you need a reward system for your sales staff in addition to their compensation. You present your idea to the executive vice president of marketing who agrees and asks you to develop a reward program and present it to leadership. Prepare a PowerPoint presentation of at least 10 slides, not including the title and references slide. Include at least two additional peer-reviewed outside sources in addition to your textbook. Your presentation must address these elements of your reward plan: 1. three objectives your plan is designed to accomplish, 2. the principal elements of your plan with one being a sales contest, 3. how you will describe the plan to the salesforce, 4. the rules for the sales contest (How will you select the winner or winners? What is the prize?), and 5. the way you will evaluate the effectiveness of the plan. Your presentation should describe how this contest will motivate the salespeople using the key components of motivation, identify potential issues that could arise due to the contest and how those issues will be handled, and discuss how the contest follows the guidelines for motivating and rewarding salespeople. Unit VII Essay In this assignment, you will plan to conduct an audit of a sales organization and hold a sales meeting to discuss your findings. Prepare one document that includes your 500-word business memo and the 500-word script of what you will say at the sales meeting. Read the situations carefully so you know what to include in each part. Submit this document to the Unit VII assessment tab in Blackboard. You have been selected as the new sales manager of Rapid Digital, a firm founded 20 years ago to provide digital repair services and equipment to other businesses. You are replacing the long-time sales manager (who retired) to bring fresh thinking to the sales organization and its 30 salespeople. The vice president of marketing has asked you to audit the sales organization and prepare a business memo of at least 500 words describing, in detail, how you will conduct the audit. Be sure to explain the role of sales volume, cost, and profitability in your audit. How do these three evaluate the effectiveness of the sales organization? Also, be sure to discuss the concept of benchmarking and how it will be used in your audit to determine the effectiveness of the salesforce. Your audit of the sales organization raises questions in your mind about the accuracy of the expense information submitted by salespeople and whether some reps may be stretching ethical boundaries to make sales. You decide to call a sales meeting to address your concerns. What will you say? Write a script of at least 500 words that explains the importance of submitting accurate expense reports and following ethical guidelines. Include some examples of ethical lapses. You should not use a cover page but should include references for any sources you use, including the course textbook. Please include at least two peer-reviewed, outside sources, including your textbook. Unit VIII PowerPoint Presentation You were recently hired as a new sales manager and are about to conduct your first evaluations of individual salespeople. You have called a sales staff meeting to explain what you plan to do. Prepare a PowerPoint presentation of at least six slides with a title slide and final slide with references. Please use at least one peer-reviewed outside source in addition to your textbook. The title slide and reference slide are not included in the required slide count. Your slides should use bullet points and the notes section of the slides to add detail. Be sure you include at least the following: BBA 3221, Sales Management 4

5 1. three reasons why you are conducting the evaluations, 2. three criteria you will measure as part of your evaluation, 3. some advantages and disadvantages of an outcome-based evaluation, 4. some advantages and disadvantages of a behavior-based approach, and 5. how you plan to use salesperson job satisfaction in your evaluations. APA Guidelines The application of the APA writing style shall be practical, functional, and appropriate to each academic level, with the primary purpose being the documentation (citation) of sources. CSU requires that students use APA style for certain papers and projects. Students should always carefully read and follow assignment directions and review the associated grading rubric when available. Students can find CSU s Citation Guide by clicking here. This document includes examples and sample papers and provides information on how to contact the CSU Success Center. Grading Rubrics This course utilizes analytic grading rubrics as tools for your professor in assigning grades for all learning activities. Each rubric serves as a guide that communicates the expectations of the learning activity and describes the criteria for each level of achievement. In addition, a rubric is a reference tool that lists evaluation criteria and can help you organize your efforts to meet the requirements of that learning activity. It is imperative for you to familiarize yourself with these rubrics because these are the primary tools your professor uses for assessing learning activities. Rubric categories include: (1) Assessment (Written Response) and (2) Assignment. However, it is possible that not all of the listed rubric types will be used in a single course (e.g., some courses may not have Assessments). The Assessment (Written Response) rubric can be found embedded in a link within the directions for each Unit Assessment. However, these rubrics will only be used when written-response questions appear within the Assessment. Each Assignment type (e.g., article critique, case study, research paper) will have its own rubric. The Assignment rubrics are built into Blackboard, allowing students to review them prior to beginning the Assignment and again once the Assignment has been scored. This rubric can be accessed via the Assignment link located within the unit where it is to be submitted. Students may also access the rubric through the course menu by selecting Tools and then My Grades. Again, it is vitally important for you to become familiar with these rubrics because their application to your Assessments and Assignments is the method by which your instructor assigns all grades. Final Examination Guidelines Final Exams are to be administered to students by an approved Proctor. CSU approves two flexible proctoring options: a standard Proctor, who is chosen by the student and approved by the university, or Remote Proctor Now (RP Now), an ondemand, third-party testing service that proctors examinations for a small fee. Students choosing RP Now must have an operational webcam/video with audio, a high-speed Internet connection, and the appropriate system rights required to download and install software. To review the complete Examination Proctor Policy, including a list of acceptable Proctors, Proctor responsibilities, Proctor approval procedures, and the Proctor Agreement Form, go to the mycsu Student Portal from the link below. You are permitted four (4) hours to complete this exam in the presence of your approved Proctor. This is an open book exam. Only course textbooks, writing utensils, and a calculator, if necessary, are allowed when taking proctored exams. Other materials are not permitted unless specified in the examination instructions and only the sources identified in the instructions may be used as source material. BBA 3221, Sales Management 5

6 Communication Forums These are non-graded discussion forums that allow you to communicate with your professor and other students. Participation in these discussion forums is encouraged, but not required. You can access these forums with the buttons in the Course Menu. Instructions for subscribing/unsubscribing to these forums are provided below. Once you have completed Unit VIII, you MUST unsubscribe from the forum; otherwise, you will continue to receive updates from the forum. You will not be able to unsubscribe after your course end date. Click here for instructions on how to subscribe/unsubscribe and post to the Communication Forums. Ask the Professor This communication forum provides you with an opportunity to ask your professor general or course content questions. Questions may focus on Blackboard locations of online course components, textbook or course content elaboration, additional guidance on assessment requirements, or general advice from other students. Questions that are specific in nature, such as inquiries regarding assessment/assignment grades or personal accommodation requests, are NOT to be posted on this forum. If you have questions, comments, or concerns of a nonpublic nature, please feel free to your professor. Responses to your post will be addressed or ed by the professor within 48 hours. Before posting, please ensure that you have read all relevant course documentation, including the syllabus, assessment/assignment instructions, faculty feedback, and other important information. Student Break Room This communication forum allows for casual conversation with your classmates. Communication on this forum should always maintain a standard of appropriateness and respect for your fellow classmates. This forum should NOT be used to share assessment answers. Grading Quizzes 3%) = 6% Unit II Assessment = 8% Case Studies 8%) = 16% Assignments 8%) = 16% PowerPoint Presentations 8%) = 16% Unit VII Essay = 8% Final Exam = 30% Total = 100% Course Schedule/Checklist (PLEASE PRINT) The following pages contain a printable Course Schedule to assist you through this course. By following this schedule, you will be assured that you will complete the course within the time allotted. BBA 3221, Sales Management 6

7 BBA 3221, Sales Management Course Schedule By following this schedule, you will be assured that you will complete the course within the time allotted. Please keep this schedule for reference as you progress through your course. Unit I The Personal Selling Function Chapter 1: Changing World of Sales Management Chapter 2: Overview of Personal Selling Quiz Case Study Unit II The Strategic Role of the Sales Function Chapter 3: Organizational Strategies and the Sales Function Chapter 4: Sales Organization Structure and Salesforce Deployment Assessment Proctor Approval Form Unit III Staffing a Sales Force Chapter 5: Acquiring Sales Talent: Recruitment and Selection Case Study BBA 3221, Sales Management 7

8 BBA 3221, Sales Management Course Schedule Unit IV Developing the Sales Force Chapter 6: Continual Development of the Salesforce: Sales Training Quiz Assignment Unit V Leadership of a Sales Force Chapter 7: Sales Leadership, Management, and Supervision Assignment Unit VI Motivation and Reward System Management Chapter 8: Motivation and Reward System Management Additional Reading Assignment(s): See Study Guide PowerPoint Presentation Unit VII Determining Salesforce Effectiveness Chapter 9: Evaluating the Effectiveness of the Organization Additional Reading Assignment(s): See Study Guide Essay Request to take Final Exam BBA 3221, Sales Management 8

9 BBA 3221, Sales Management Course Schedule Unit VIII Evaluating the Performance of Salespeople Chapter 10: Evaluating the Performance of Salespeople PowerPoint Presentation Final Exam BBA 3221, Sales Management 9