A. Terminal Objectives As a result of successfully completing this course, the student will be able to do the following:

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1 Syllabus for MKT 346 Sales Management 3 Credit Hours Fall 2002 I. COURSE DESCRIPTION A study of the management of the outside sales force. Topics include organizing, staffing, operating, and planning functions in a sales management context. Uses computer simulation. Prerequisite: MKT 130 II. COURSE GOALS A. During this course the student experiences a variety of presentation methods as seen below. 1. Reading, projects or case assignments are made for each session. 2. Classes are devoted to lecture and discussions on the assignment 3. Team Student presentations are made on assigned topics in a team environment. 4. Outside speakers in industry are invited to class sessions. 5. Audiovisual materials are used as appropriate. 6. Role-playing exercises may be employed where applicable to the course particularly in the training segment. 7. Current internet resources are used in Sales Management to enhance the students abilities in today s fast changing and competitive environment. B. Consistent with the University s purpose, this course seeks the following: 1. Contribute to the education of the whole person. 2. Encourage the synthesis and integration of the common bond of knowledge provided by the University into a unified whole. 3. Sharpen the student s communication, computation, and critical analysis skills. 4. Demonstrate that knowledge and experience are related, not separated. 5. Assist the students development of the basic skills, acquiring basic knowledge, and formulation of a world vision. 6. Advocate the examination of this field of knowledge in the context of its influence upon and its being influenced by others. C. This course prepares students for an active role in Sales Force Management in a broad business environment. A strong focus is on preparing students to provide marketing expertise in selling and effectively managing the sales force through these activities: Planning, forecasting, budgeting, training and evaluating performance. Through all of the courses in Marketing, the program s purpose is to develop an integrated person--- spiritually alive, intellectually alert, and physically disciplined. D. Specific Assessment Course Outcome Criteria 1. Critical thinking (skills in reasoning, objectivity, analysis, interpretation, research, or decision making relevant to the discipline). 2. Communications (abilities in areas such as written, oral, and nonverbal communication, group process; information technology and/or media production). 3. Provides comprehensive foundational knowledge for major s professional standards. III. COURSE OBJECTIVES A. Terminal Objectives As a result of successfully completing this course, the student will be able to do the following: 1

2 1. Discuss the interrelationships between the marketing function and sales force management. 2. Identify the various aspects of sales force management and define the basic relationships that exist. 3. Exhibit a marketing-oriented philosophy regarding sales force management. 4. Describe the sales manager s role in his company and the society of which he/she is a part. 5. Identify skills necessary for employment in the sales field. B. Unit Objectives. The course has five sections designed to ready the student. Upon successful completion of the these units, the student will be able to do the following: 1. Module I: Sales Management Functions and Strengths a. Introduction to Selling and Sales Management b. Strategic Planning and Budgeting 2. Module II: Developing the Selling Function a. Personal Selling b. Account Relationship Management c. Territory Management d. Sales Ethics 3. Module III: Sales Goals and Structure a. Estimating Potentials and Forecasting Sales b. Organization c. Territory Design 4. Module IV: Building A Sales Program a. Recruiting and Selecting Personnel b. Sales Training 5. Module V: Leading and Motivating the Sales Force a. Leadership b. Motivating Salespeople c. Compensating Salespeople d. Evaluating Performance IV. TEXTBOOKS AND OTHER INFORMATION SOURCES A. Required Textbook Dalrymple, Douglas J. Sales Management, 7 th Edition. New York, John Wiley and Sons Publishers, B. Other Recommended Reading Materials Selected Sales Management Information Sources. 1. Publications 2. Newspapers 3. Library 4. Internet 5. Industry Associations C. Scantron sheets. For exams, students must bring Scantron sheets to the classroom for each designated test. D. ORUNet account for Electronic Mail ( ). Students with personal computers are encouraged to obtain a connection with the university's ORUNet directly through the use of a modem or network card. 2

3 V. COURSE PROCEDURES A. University Policies and procedures 1. Attendance at each class or laboratory is mandatory at Oral Roberts University. 2. Double cuts will be assessed for absences immediately preceding or following breaks or holidays. 3. Excessive absences can reduce a student s grade or deny credit for the course. 4. Students taking a late exam because of an authorized absence will be charged a late fee. 5. Students and faculty at Oral Roberts University adhere to all laws addressing the ethical use of others materials, whether it is in the form of print, video, multimedia, or computer software. 6. Final exams cannot be given before their scheduled times. Students need to check the final exam schedule before planning return flights or other events at the end of the semester. B. Evaluation Procedures Activities Points 1. Exams a. Number One 100 b. Number Two 100 c. Number Three - Final 100 Sub-total Team Projects a. Trade Show Organization &Activity 50 b. Sales Contact Management Software 50 c. Rollout Sales Plan with video conferencing 100 Sub-total Evaluations a. Team Member 30 b. Team Leader Individual Written Cases a. Number One 25 b. Number Two 25 Sub-total Professional Development Points 10 C. Attendance 1. After three (3) unexcused absences in a MWF class or two (2) unexcused absences in a TR class, each subsequent absence lowers the total earned points by ten (10) points. 2. Tardiness is not tolerated. Being late for class three (3) times will count as one unexcused absence. Tardiness is defined as appearing for class after the instructor has taken up the attendance folder. 3. Students will find a positive relationship between class attendance and achieving the course objectives. 4. Students turning in assignments with more than three grammar and/or spelling error per typed page are referred to the Collaborative Learning Center (CLC). The student will establish a set, weekly appointment with the assigned tutor and attend all such appointments as an additional class requirement. 3

4 D. Grading Scale 90% = A 80% = B 70% = C 60% = D Below 60% = F Failure to meet appointments is treated as a class absence and is subject to the same penalties. These students receive diagnostic assistance during these appointments and should not expect the tutor to proof their class assignments. Participating students may be relieved from this requirement upon the CLC Director s written recommendation. E. Student(s) missing an exam without prior approval from the instructor may automatically receive a penalty of 10% on the exam for each day of the delay plus late exam fee ($10). Only those students that have been academically excused, or hospitalized and provide documentation will be allowed to make up exams or assignments. Exams will cover material from the text as well as additional material given in the lectures by the instructor or guest speaker. The final exam contains questions from the latest material covered. F. Team and Individual Projects are scheduled with a due date. All homework must be typed using a computer or typewriter and proofed for spelling and grammatical errors prior to submission. All work is submitted as independent work. G. Case analysis are submitted using the same guidelines as regular homework. H. Students are expected to complete all readings as assigned during the course. Lectures are designed to bring additional insight after the student has read the appropriate material. I. The Instructor may be contacted as seen below. a. In person---- Call to request an appointment with the professor. b. Via ---students may to the instructor at this address: VI. COURSE CALENDAR Number Date Day Assignment 1. 8/16 F Chapter 1 Introduction to Selling and Sales Management 2. 8/19 M Chapter 2 Strategic Planning and Budgeting 3. 8/21 W Chapter 3 Personal Selling 4. 8/23 F Chapter 3 Personal Selling 5. 8/26 M Chapter 4 Account Relationship Management 6. 8/28 W Team Assignment #I-Trade Show Organization & Activity Work Session I 4

5 7. 8/30 F Team Presentation # I Trade Show Organization and Activity 8. 9/2 M No School 9. 9/4 W Chapter 5 Territory Management 10. 9/6 F Team Assignment #2-Contact Management Software, Work Session I 11. 9/9 M Team Presentation #2-Contact Management Software 12. 9/11 W Exam #1 Review 13. 9/13 F Exam # /16 M Chapter 6 Sales Ethics and Case /18 W Chapter 7 Estimating Potentials and Sales Forecasting 16. 9/20 F Team Assignment #3-Information Sources and Sales Analysis System Work Session I 17. 9/23 M Review of Work Plan-Work Session II 18. 9/25 W Chapter 8 - Organization 19. 9/27 F Chapter 8 - Organization 20. 9/30 M Chapter 9 Territory Design /02 W Team Assignment #3 - Rollout Sales Plan - Work Session III /04 F Team Assignment #3 Rollout Sales Plan - Work Session IV Number Date Day Assignment /07 M Chapter 10 Recruiting and Selecting Personnel + Exam Review /9 W Exam #2 Chapters 6,7, 8, 9, & 10 =========================================================================== Fall Break Starts: 10/11, 5:00 p.m. Classes resume 7:50 a.m. 10/22 =========================================================================== /21 M Chapter 11 Sales Training /23 W Chapter 12 - Leadership /25 F Class Discussion - Case 9-1, D.F. Hardware p /28 M Team Assignment #3, Work Session V /30 W Chapter 13 Motivating Salespeople Individual Case #1 Case 12-1 or Case /01 F Class Discussion Case 13-2 General Electric Applications /04 M Chapter 14 Compensating Salespeople 5

6 32. 11/06 W Chapter 14 Compensating Salespeople /08 F Team Assignment #3 - Rollout Sales Plan-Presentation #1 Group /11 M Team Assignment #3 Rollout Sales Plan #2 Group /13 W Video and Class Discussion /15 F Class Discussion Case 11-1 Westinghouse Electric Corporation, p /18 M Class Discussion Case 6-2 MacDonald s Ethical Dilemma, p /20 W Individual Case #2 Case 13-1 or /22 F Class Case Discussion: Case 11-2 Sandwell Paper Company, p /25 M Class Case Discussion: Case 15-1 York Electronics, p. 531 Thanksgiving Vacation Starts: 11/26, 5:00 p.m. Classes resume 12/02, 7:50 a.m /02 M Class Case Discussion: Case 15-2 Abbott, Inc., p /04 W Class Discussion To be announced /06 F Course Summary and Final Exam #3 Review All Finals Will Be Given As Scheduled By The University Administration. Do Not Plan To Travel Until After Your Exam. 6

7 Charles Atkins Name of Instructor MKT 346 Course No. Sales Management Title of Course School of Business Name of School MISSIONS MAJOR OUTCOMES COURSE GOALS ASSESSMENT OF COURSE GOALS The lifestyle at ORU is rooted in the word "Wholeness." ORU seeks to educate the whole person, with balanced emphasis placed on the development of mind, spirit, and body. GENERAL OUTCOMES 1. Spiritual Development 2. Physical Development 3. Communication 4. Analysis 5. Problem Solving 6. Valuing in Decision-making 7. Social Interaction 8. Global Perspectives 9. Effective Citizenship 10. Aesthetic Responsiveness Critical Thinking/ Communicating: Accurately uses theoretical frameworks from functional business areas to interpret and analyze business situations and effectively communicates his or her analysis to others in a variety of roles in the business environment. Problem Solving: Takes the initiative in identifying and solving problems or pursuing opportunities for organizational growth or improvement. Implements problemsolving activities with a commitment to excellence. Interpersonal/Leadership: Demonstrates the ability to use accounting, organizational and management theory to interact effectively in organizational contexts that require leadership ability as an individual or in group behavior. Global Perspectives: Demonstrates the ability to use business administration theoretical frameworks to identify and solve problems using the global perspectives and cultural mores of different countries. Demonstrates effective sales communication techniques in a variety of settings. Demonstrates effective management of sales personnel through motivation, leadership, training, and compensation. Demonstrates effective management of sales department assets through budget development and control. Demonstrates effective planning and monitoring of department activities through goal setting, territory and quota setting, sales volume analysis, cost-profit analysis, and determining appropriate measures to be taken when results indicate differences between actual results and goals. STIMULI: Exercises Quizzes Examinations Simulation Classroom discussions Article summaries and resulting discussions CRITERIA: Points awarded to specific activities (See syllabus) 7

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