Marketing Department Sales Management (237-635) Dave Gee Office: Grainger - 4283 Classrm: Grainger - 1270 Curse Time: Mndays 4:00 pm-7:00 pm Office Hurs: After class r by requested appintment Dave s Cntact Infrmatin: Phne/Text: (262) 949-4969 E-mail: dgee@bus.wisc.edu Required Readings: The Art f War (edited by James Clavell): Sun Tzu Fr thse with additinal interest in sales/sales management: Sales & Sales Management: www.salessherpas.cm - www.bungeelyaltyprgrams.cm Sales Training: www.astd.rg Sales Cmpensatin: www.salary.cm Sales Fr Small Businesses: www.scresewiscnsin.rg Sales & Marketing Jbs: www.bigshesnetwrk.cm The One Minute Salespersn Spencer Jhnsn 1
Overview: T prvide yu with the best learning experience pssible this curse will be a blend f field study, extensive classrm discussin, and examinatins. Fr yu t gain a pragmatic understanding f the rle f tday s sales manager sme fieldwrk will be necessary. In additin, guest speakers will be prvided t enhance classrm knwledge. Due t the cncentrated nature f weekly curses active participatin will be requested. Tw examinatins will be cnducted t ensure understanding f cre cncepts. What s in it fr yu? The purpse f Sales Management is t prvide yu with a practical verview f the respnsibilities, challenges, and rewards f the sales manager rle. We will fcus n Business-t-Business (B2B)Sales Management as ppsed t Business-t-Cnsumer (B2C) Sales. At the cmpletin f the curse yu will be able t: Utilize tls t rganize a sales frce Prvide insights fr training needs analyses Efficiently and effectively recruit salespeple Understand the basics f cnducting interviews Identify the characteristics f high perfrming salespeple Effectively analyze cmpensatin plans fr sales persnnel Determine if the field f sales and sales management is fr yu Cmprehend the skills necessary t lead and manage a sales frce Assist in the develpment f yur wn small business with sales skills Grading: 100-92 = A 87-91 = AB 82-86 = B 77-81 = BC 72-76 = C 67-71 = D - 66 = F Ttal Grade Breakdwn 25% Exam 1 25% Exam 2 25% Field Study Written Reprt 15% Field Study Presentatin 10% Active Participatin 100% 2
Curse Cntent: The field study will invlve students teaming up int grups f 5-6 and interviewing smene in the field f Sales Management. These interviews will allw students t gain pragmatic insights nt available in the classrm. Once the interviews have been cnducted, the team will prepare and submit a written accunt f the interview. Lastly, the team will present the findings t the class, in the frm f a frmal PwerPint presentatin. Steps fr the field study are as fllws: 1) Yu will grup int teams f 5-6 (all team selectins are final). - Please nte: If challenges arise within a team that require instructr interventin, he needs t be infrmed within the first 6 class perids. (Waiting until the semester t ntify the instructr f team challenges is unacceptable) 2) Yur team will develp an utline that will be submitted (via e-mail nly) t the instructr fr additinal recmmendatins (prir t field study). The utline shuld include the name f the persn yu will interview, their rganizatin, their telephne number, and an verview f questins yu will ask. Tpics fr questins will include (but are nt limited t): Industry analysis, sales frce size, sales frce rganizatinal structure, recruiting methds, cmpensatin systems, training curses, sales evaluatins (reviews), and characteristics f the best salespeple. Restrictins in client selectin: Yu may nt interview anyne frm a firm where a team member currently wrks has previusly wrked r that is wned r managed by a family member. If tw teams select the same firm nly the first team that turns in their utline will be allwed t interview the firm. 3) Yur team will crdinate and cnduct the field study interview as a team and in persn f a current sales manager. Everyne in the team will need t attend this interview. This will allw all team members t learn frm the experience. Please dress prfessinally t this meeting. 3
4) Yur team will prepare a reprt discussing team findings and insights. (15 page minimum, 20 page maximum). Reprt will: Prvided as a PDF Be duble-spaced Have page numbers Include a Table f Cntents Utilize ftntes t dente surces utilized Include yur insights based n classrm discussin Include a Industry Analysis (including secndary research) Cntain a 1 page Executive Summary at the beginning f the reprt Incrprate graphics, bar graphs, and pie charts (within the bdy f the paper) Include recmmendatins yu have fr the cmpany (mst critical part f reprt) Include a Summary and a Bibligraphy Reprt Grading: The Reprt will be graded as fllws: Cntent (60%) Prfessinalism (20%), Guideline adherence (20%) 5) Yur team will cnduct a 20-minute PwerPint presentatin t the class and will be prepared t answer questins frm fellw classmates. Presentatin will be evaluated n: presentatin skills, visuals, creativity(e.g. bringing in cmpany prduct/sharing f electrnic materials etc.), adherence t time limit, and presentatin cntent. The fcus f the grading will be n effective presentatin skills (i.e. eye cntact, hand gestures, bdy mvement, vice prjectin, and pace). Yu will need t practice with yur team t make this effective. Include handuts (crucial fr all prfessinal presentatins. We fcus n this t help strengthen yur presentatin skills fr the real wrld. Yur participatin is a gd thing! This curse will be cnducted using the Scratic methd (discussin thrugh asking questins). This will allw us t all learn frm each ther, including me frm yu. Given that we will all learn frm each ther, active participatin will represent 10 percent f yur final grade. Yu will be expected t read/cmplete all the assigned readings/activities. Yu als will be expected t actively participate in discussin. Attendance will be taken at each class and participatin in discussins is expected. Yu may miss 1 class withut a negative impact n yur grade. Each additinal class miss will result in lss f the Active Participatin prtin f yur grade. 4
Curse Schedule: January 27 February 3 Class cancelled due t weather. Read the Art f War. First Day f Class Intrductins, curse verview, expectatins, student requested tpics Read The Art f War fr next class and be prepared t discuss Select field study teams Begin discussin The Art f War February 10 Discuss The Art f War (Day 2) An Overview f Sales Management and the Selling Envirnment Turn in utline fr Field Study via e-mail by 5:00pm tday (late utlines nt accepted) February 17 February 24 The Prcess f Buying and Selling Digital Marketing & The Sales Frce Guest Speaker: Matt Lch - TDS Organizing the Sales Frce The Strategic Rle f Infrmatin in Sales Management Interviewing salespeple - Instructr material and interviewing exercise (Bring resume ) March 3 Exam I - Curse Cntent January 27 February 24 March 10 March 17 March 24 March 31 April 7 April 14 April 21 April 28 Sales Territries Instructr s material Mtivating the Salesfrce Instructr s material Spring Break Digital Marketing & Marketing Autmatin Guest Speaker: Miltn Hwang GE Healthcare Designing Sales Cmpensatin and Incentive Prgrams Prgressive Discipline and Terminatins Guest Speaker: Wade Krgwld Direct Supply Sales Training: Objectives, Techniques and Evaluatin Tim Behling Directr f Sales Training - Time Warner Field study reprt due at beginning f class (late reprts nt accepted) Persnal Characteristics/Sales Aptitude, Criteria fr selecting salespeple Sales Frce Recruitment and Selectin Field Study Presentatins Field Study Presentatins May 5 Final Exam Curse Cntent March 24-April 28 5