COURSE SYLLABUS AND SCHEDULE OUTLINE FOR
SALES MANAGEMENT (34-MKTG-171-001)
WINTER QUARTER 2006
T 2:00P - 4:40P
EDUCATIONAL SERVICES BUILDING ROOM 115
Fax: 732-5304
Division Office: 732-5255
Website: http://www.ucclermont.edu/~bauerj
Office Hours: T/Th 9:00A – 9:30A, T 12:15P – 2:00P, Th
5:15P – 6:30P. Other times by appointment.
Required Text(s)
Sales Force Management, Churchill, Ford, and Walker, Irwin/McGraw Hill, 8h Edition 2006. ISBN: 0-07-296183-X.
The fundamentals of job analysis and specification; the process of selecting, training, compensating, and supervising salespeople; discussion of the problems and methods; and the organization and administration of sales departments, and territories.
1. Understand the role of personal selling and sales management to the firm's overall marketing strategy.
2. Know the different types of sales jobs, the selling activities that exist and the steps in the selling process.
3. Understand the issues in organizing to serve national and key accounts.
4. Learn the importance of the sales forecast to the overall planning process.
5. Know the factors affecting sales force size and the techniques for determining sales force size.
6. Know the relationship between types of selling and personal and psychological characteristics.
7. Understand the procedures a sales manager or a company can follow in order to attract the kind of people who will be successful as sales representatives.
8. Understand the objectives of sales training, and incentive and compensation systems.
Individual Application Assignments: There will be five (5) application assignments during the term. Application assignments are designed to provide the student the opportunity to demonstrate competence with the material though application of the concepts presented in class. Assignments will come from the textbook and outside sources and will be assigned throughout the term.
Case Analyses: Students will be assigned to a group. Each group will complete five (5) case analyses during the quarter. Some cases will be assigned and completed in class. Some cases will require additional work outside the classroom. Detailed information about the expectations for the case analyses will be provided during the term.
Exams: There will be two (2) exams during the quarter. Exam formats will be true-false, fill-in-the-blank, multiple choice, and short essay. Exams will be given as indicted on the Course Schedule.
Grading:
The final grade will be determined as follows:
Midterm Exam (Chapters 1, 2, 3, 4, 5, and 6) 100 points
Final Exam (Chapters 7, 8, 9, 10, 11, 12, and 13) 100 points
Application Assignments (5 @ 20 Points) 100 points
Case Analyses (5 @ 20 points each) 100 points
Total Points 400 points
The numerical average will be calculated by dividing total points by 4.
GENERAL COURSE POLICIES
Attendance
is a requirement of the course. If for
some reason you cannot attend a class, please let me know by using one of the
phone numbers (or other means) listed above.
Any assignments are due at the beginning of the
class period as indicated on the Course Schedule. Late assignments will be reduced at least one letter grade per class day at
the discretion of the instructor.
Consider this
class to be a call-free, beep-free, vibrate mode-free zone of silence.
Make-up
exams will be given at the discretion of the instructor. The student must notify the instructor of the absence before the exam begins. If
proper notification is given, a make-up exam will be administered which may be
significantly more challenging than the examination given on the scheduled
date.
The
policy as stated in the
The
current withdrawal policy of
Students
with Disabilities: The policy of the
University of Cincinnati Clermont College requires
students to self-identify and provide proper documentation to the Academic
Director of Disability Services,
The following plus/minus grading system will apply:
92 - 100%
= A 91 - 89% = A- 88 -
87% = B+ 86 - 82% = B
81 - 79% = B-
78 – 77% = C+ 76 – 72% = C 71 –
69% = C- 68 – 67% = D+ 66 – 62% = D
61 – 59% = D - 58% and Under = F
Note: The
course schedule and procedures are tentative and subject to change depending
upon the progress of the class.
COURSE SCHEDULE OUTLINE – SALES MANAGEMENT
Week 1 Chapter One – Sales Management in the 21st Century
01/03 Chapter Two – The Process of Selling and Buying
Week 2 Chapter Two - The Process of Buying and Selling (Continued)
01/10 Chapter Three – Linking Strategies and the Sales Role in the Era of Customer Relationship Management
Case Analysis One Due
Week 3 Chapter Four – Organizing the Sales Effort
01/17 Chapter Five – The Strategic Role of Information in Sales Management
Case Analysis Two Due
Week 4 Chapter Five – The Strategic Role of
Information in Sales Management
01/24 (Continued)
Chapter Six – Salesperson Performance:
Behavior, Role Perceptions, and
Satisfaction
Week 5 Midterm Exam (Chapters 1, 2, 3, 4, 5, and 6)
01/31 Chapter
Seven – Salesperson Performance:
Motivating the Sales Force
Week 6 Chapter Eight – Personal Characteristics and Sales Aptitude: Criteria for
02/07 Selecting Salespeople
Case Analysis Three Due
Week 7 Chapter Nine – Sales Force Recruitment and Selection
02/14 Chapter Ten – Sales Training: Objectives, Techniques, and Evaluation
Week 8 Chapter Eleven – Salesperson Compensation and Incentives
02/21 Case Analysis Four Due
Week 9 Chapter Twelve – Cost Analysis
02/28 Chapter Thirteen – Evaluating Salesperson Performance
Case Analysis Five Due
Week 10 Chapter Thirteen – Evaluating Salesperson Performance (Continued)
03/07 Review for Final Exam
Week 11 Final Exam – Thursday, March 16th. 4:00P – 6:00P (Chapters 7 - 13)