Sales Management

                                   MINNESOTA STATE UNIVERSITY, MANKATO

                                                COLLEGE OF BUSINESS

                         DEPARTMENT OF MARKETING & INTERNATIONAL BUSINESS

 97:420 (3)  SALES MANAGEMENT                        Spring 2003

     Instructor:  Dr. Kevin M. Elliott

        Office:  Morris Hall 150

         Phone:  389-5404

  Office Hours: 

 

 TEXT:  Sales Force Management, 6th edition, by Churchill, Ford, and Walker; Richard D. Irwin, Inc.

COURSE DESCRIPTION:  The study of the role of sales management in the overall marketing strategy.  Of specific interest is the identification of analytical skills necessary to plan, manage, and control the sales force.

 MARKETING PROGRAM OUTCOMES:

        1. Identify domestic and international environment factors that influence marketing decisions.

       2. Describe consumer and organizational buyer behavior (for a specific product).

       3. Describe the components of a marketing decision support system (for a specified firm).

       4. Conceptualize, design, execute, and report results of a basic marketing research study.

       5. Develop and write a marketing plan.

 COURSE OUTCOMES:

1.  Understand the major decisions involved in designing a strategic sales program.

2.  Understand the activities involved in designing sales territories.

            3.  Understand methods for estimating product demand.

4.  Understand the process of setting sales quotas.

5.  Understand the issues involved in assessing sales performance.

6.  Understand the decisions involved in the recruitment and selection of sales personnel.

7.  Understand sales training techniques.

8.  Understand the design of compensation/incentive programs

9.  Understand the techniques for monitoring and controlling sales force performance.

          10.  Understand sales and cost analyses.

ATTENDANCE:  Attendance will be expected at all class meetings.

EVALUATION:  You will be graded according to your performance on 3 exams, 5 group written case analysis, and 1 group case presentation.  Points will be accumulated as follows:

    3 exams at 100 pts. each -------------------- 300 pts.

    4 group written cases at 20 pts. each -------    80 pts.

    1 group case presentations at 20 pts. -----   -  20 pts.

             Total points possible                             400 pts.

 

 GRADING SCALE:  The following grading scale will be adhered to:

          A = 90 - 100% of total possible points

         B = 80 - less than 90% of total possible points

         C = 70 - less than 80% of total possible points

         D = 60 - less than 70% of total possible points

         F = less than 60% of total possible points

 EXAMINATIONS:  Exams will be a combination of multiple choice, definitions, and essay questions.  Ordinarily exams and cases cannot be made up.  Only rarely will exceptions be made to this policy, and then only if documentation is provided for an excuse deemed "acceptable" by your instructor.

 CASES:  Case analysis and presentations will be a group effort.   Everyone in the group will receive the same grade.  It is up to each group to ensure that everyone does their fair share.  A group member may be "kicked out" of the group at anytime if all other group members sign a document and present it to the instructor requesting such action.  The individual will then be required to do the written case analysis and/or presentation alone.

    Students taking this course at the graduate level (520) will be required to complete a 20 page research paper.  The paper will be a review of the literature covering a topic related to key issues in sales management.