8/8/2019 Sales Management Syllabus Fall08[1]

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Marketing 448

Sales Management

Fall 2008

 

Dr. Lynnea Mallalieu

Office: 240D Cameron Hall

Email – mallalieul@uncw.eduOffice Hours: T/TH: 11am – 12 noon, W: 9:30am – 2:30pm, F: 10-12noon

Course Materials

Text: Relationship Selling (1st or 2nd edition) by Johnson and Marshall.

Course Objectives

Course examines managerial issues surrounding sales force management. These include

motivation and training issues, sales force recruitment issues, and evaluation and analysis of thesales force.

Specific objectives are to (1) familiarize students with the activities involved in managing a salesforce; (2) involve students in specific learning exercises that simulate ‘real world’ activities that

sales managers partake in on a regular basis.

Class Approach

The course is divided into modules that are intended to simulate ‘real world’ sales management

topics and programs. Each module is a self contained unit covering a specific topic related tosales management. Modules consist of lecture material, team exercises, case study discussions,

videos and exams.

Much of this class is interactive and I expect participation. You are being trained in the area of 

sales management, which is a very people oriented field, therefore you need to actively

 participate just as a real sales manager would.

Value of Exercises

In class exams are multiple choice and are worth 45% of overall grade.

Final exam is comprehensive and consists of short answer questions and is worth 20% of overall

grade.

Case study write-ups are worth 15% of overall grade.

Recruitment exercise is a team exercise and is worth 15% of overall grade.

Participation in class assignments/homework is worth 5% of overall grade.

Your grade will suffer for poor attendance and lack of participation.

Grading scale - A’s from 92% and up with 90-91% as A- and so on for B’s, C’s, and D’s.

8/8/2019 Sales Management Syllabus Fall08[1]

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Class Schedule

Aug 21 – Intro to course/what is sales management and professional selling (thinking out of 

the box exercise)26 – Professional selling process/videos

28 – Ice breaker game

Sept 2 – Simulation Games

Module 1 – Sales Force Performance – Chapter 104 – Model of salesperson performance

9 – Model continued

11 – Motivation16 – Motivation Game

18 – Aptitude/Characteristics – in class exercise, practice case

23 – Wrap up module 1/exam review25 – Case discussion/Rick Fire

30 – Module 1 Exam

Module 2 – Recruiting and Compensating the Sales Force – Chapters 11 and 13

Oct 2 – Recruitment Assignment/Resume Building

7 – No class Fall Break 9 – Chapter 11

14 – Recruiting Process16 – Chapter 13/Rebok video

21 – Sales Contests/Hand out case 2 – possible guest speaker 

23 – Work in teams28 – Recruitment Assignment Due

30 – Wrap up module 2/exam review

 Nov 4 – WBYL Case Discussion6 – Module 2 Exam

Module 3 – Training and Evaluating the Sales Force – Chapters 12 and 14 

11 – Chapter 1213 – Assertiveness Training18 – Chapter 14/in class exercise

20 – Wrap up module 3

25 – Case Discussion Power and Motion27 – Thanksgiving Break 

Dec 2 – Module 3 Exam

Final Exam is scheduled for Thursday, December 11 th at 3:00pm.