COURSE MATERIALS RECOMMENDED READING. Dale Anne Davidson 250 Fisher Hall Office hours: by appointment

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1 Dale Anne Davidson 250 Fisher Hall Office hours: by appointment University attendance policy first week of : Fisher College of Business strongly enforces University attendance policies. As per University rule , any student may be dis- enrolled from a course for failure to attend by the first Friday of the term, or by the 3 rd instructional day of the term, or by the second meeting, whichever occurs first. rules/rules8/ru8-33.html COURSE MATERIALS 1. Sales Management Cases and Articles a. ISBN- 13: b. Published by The McGraw- Hill Companies 2. Coaching Salespeople into Sales Champions a. Keith Rosen, author b. ISBN- 13: c. Copyright 2008 d. Published by John Wiley & Sons, Inc. 3. Purchase and download from Harvard Business Publishing a. Case Analysis Coach (a tutorial) b. Course pack link: Course materials # 1 & 2 is available at University bookstores and is required. Do NOT delay in purchasing textbooks. Reading materials are required for quizzes and participation. RECOMMENDED READING For students that have NOT completed BUSML4221 Professional Selling or BUSML761 Personal Selling, it is strongly recommended that you complete the following textbook before the start of : Customer Centric Selling, 2 nd edition Author, Michael T. Bosworth, John R. Holland, and Frank Visgatis Publisher, McGraw- Hill ISBN- 13: Reading this textbook will provide you with a good foundation of professional selling in today s business environment and provide a basis to learn how to manage a sales force. 1

2 COURSE DESCRIPTION This course provides an overview of sales management and its managerial hierarchy. Principles covered include strategic planning; sales leadership; analyzing customers and markets; designing and developing the sales force; process management; and measurement, analysis, and knowledge management. COURSE KNOWLEDGE GOALS Sales management is one of the most dynamic aspects of today s business strategy and by the end of this course you should be able to discuss and be familiar with: 1. The formulation of a sales program including the process of buying and selling, selling as a career; sales management vs. business and marketing- level strategies; organizing for success in sales management; the strategic role of information in forecasting; importance of customer relationship management (CRM) and its link to sales management. 2. Implementation of a sales program to determine sales performance with special focus on a salesperson s role perception and motivation. 3. Evaluation and control of the sales program to monitor and control sales force behavior and performance. CLASS PARTICIPATION/ATTENDANCE Class performance and attendance are critical to success in this. The sales arena is engaging, interactive, and dynamic and will be treated as such in with the use of case discussions, group case studies, group problem solving, and leadership challenges. Class participation is graded separately from attendance. In order to derive the maximum benefit from your attendance and participation are required and will be graded. Note, simply showing up to is not sufficient basis for participation. Participation, as defined by Dictionary.com, can be found at It is highly recommended that reading assignments be completed before the beginning of each to enable successful completion of assigned quizzes and to actively engage in room activities. A complete list of reading assignments/dates is listed under course schedule. CARMEN ON- LINE QUIZZES Online quizzes via Carmen are assigned to reading assignments and are to be completed BEFORE the start of. Check course schedule for quiz dates. The purpose of these quizzes is to compel students to become familiar with reading assignments before attending and to be prepared to fully participate in 2

3 activities. This allows time to be more productive as the builds on what has been learned in the reading materials. Quizzes have a time limit to complete, based on total number of questions, and are closed out and inaccessible after the beginning of each. The lockdown browser is activated for all quizzes. Hardcopy reference materials can be used during the quiz. Make up quizzes are not available. The lowest quiz grade is dropped. GROUP ASSIGNMENTS Groups of 3-4 students will automatically be generated by Carmen for graded group case analyses and presentations. Group case presentation assignment and instructions will be covered in and a separate document. EVALUATION Course grade is based on the following weights: On- line quizzes Class attendance* Class participation Group Case Analysis NO FINAL EXAM *Class attendance: 30% 10% 20% 40% (25% individual role- play/15% group) Chapter quizzes, group work, and in- exercises in lieu of a final exam 1. Absences will be excused when meeting the following criteria: 1. Illness documented by doctor s note 2. Job interview documented by interviewer s note to include interview time and date 2. Attendance counts double on group presentation days OSU Standard Grade Scheme to be used: Grade Start % Grade Start % Grade Start % A 93 B- 80 D+ 67 A - 90 C + 77 D- 60 B + 87 C 73 E 0 3

4 COURSE SCHEDULE (Tue/Thu 5:30-6:50 pm) 305 Schoenbaum Hall) 1 TU (FIRST DAY OF CLASS) Class introduction to include review of course objectives, syllabus, in- exercises, group projects, and room etiquette TH Lecture 2 TU Lecture TH The Process of Selling and Buying Read BEFORE Class Coaching Sales People into Champions (henceforth referred to as CSPIC), chapters 1 and 2 The Death of Management The Coach s Mindset: Six Universal Principles of Masterful Coaching In- exercises CRM and the Strategic Role of Information in Sales Management Read BEFORE Class CSPIC, chapter 9 In- exercises Read BEFORE : Implementing Sales Force Automation at Quantum Technology, page 1 Why is My Sales Force Automation System Failing?, page 13 Review and learn BEFORE : el/sales/index.html Guest speaker: Rhonda Kusper, McGraw- Hill Rhonda will demonstrate the CRM software McGraw- Hill uses In- exercises *Quiz due case Implementing SFA, abstract Why is My SFA Failing? plus, Siebel Sales Application basic information 4

5 from above web link 3 TU Group case analysis preparation time time to be used to prepare group role- play projects instructor will be available to offer guidance and to answer questions TH 11-1 It is strongly suggested that students complete the Harvard Case Coach Analysis tutor program before tonight s Case Review and exercise: Designs by Kate: The Power of Direct Sales, page 87 from this case and present your answers during Spreadsheet work may be involved *Quiz due case, Designs by Kate 4 TU 11-6 Group 1 Case Presentation TH 11-8 I ve Got Rhythm: Selling Cardiac Rhythm Management Devices Group 2 Case Presentation OptiGen All- group assignment Be prepared to answer and discuss study questions for Group 1 and 2 cases *Quiz due cases, I ve Got Rhythm and OptiGen Case Review and discussion/exercises: A Note on Sizing the Sales Force, page 119 Spreadsheet work may be involved *Quiz due case, A Note on Sizing the Sales Force 5 TU Group 3 Case Presentation New York Life and Immediate Annuities Group 4 Case Presentation Jive Software 5

6 All Group Assignment TH Be prepared to answer and discuss study questions for Group 3 and 4 cases *Quiz due cases, New York Life and Jive Software Case review and discussion/exercises: Scaling a Startup: People and Organizational Issues, page 177 *Quiz due case, Scaling a Startup 6 TU Case review and discussion/exercises: TH Sales Force Training at Arrow (A, B, and C parts) *Quiz due case, Sales Force Training at Arrow Case review and discussion/exercise: Entrepreneurial Sales Strategies: Namaste Laboratories Pursues New Markets for Hair Care Products *Quiz due Entrepreneurial Sales Strategies 7 TU Group 5 Case Presentation Spectrum Brands, Inc. The Sales Force Dilemma Group 6 Case Presentation Amylin Pharmaceuticals, Inc. s Sales Force Strategy Be prepared to answer and discuss study questions for Group 5 and 6 cases 6

7 *Quiz due Spectrum Brands, Inc. TH TU 12-4 (LAST DAY OF CLASS) Group 7 Case Presentation Global Source Healthcare: Allocating Sales Resources Be prepared to answer and discuss study questions for Group 7 case *Quiz due Global Source Healthcare Group 8 Case Presentation Clearion Software Be prepared to answer and discuss study questions for Group 8 case *Quiz due Clearion Software PHOTOGRAPHS Please submit a small photograph, headshot only, via to Davidson.399@osu.edu. Photographs are due no later than August 28. Submit one of the following formats: JPEG, JPG, or PNG. I can crop your photo if you do not have the capability. 7