LINCOLN MEMORIAL UNIVERSITY
SALES MANAGEMENT
MKTG 420
MWF: 11:00 - 11:50a.m.
DB-310
Class Hours: 3.0 Instructor: Dr.
Credit Hours 3.0 Office Hours: MW: 12:00-2:00p.m.(H)
Course Syllabus T: 3:00p.m.-5:00p.m.(OL)
Spring 2004 F: 12:00-1:00p.m.(H)
Revised: 1/5/04 Other Hours By Appointment
Phone: 423-869-6263(H) E-mail: cdecker@lmunet.edu
865-693-1570(K) deckca@aol.com
Web Page Address: http://hometown.aol.com/deckca/classpage.html
(Check for Assignment, Announcements, & Updates)
(H) = Harrogate Site
(K) = Knoxville Site
(OL) = On-line
CATALOG COURSE DESCRIPTION: Personal
selling and its relationship to sales management. Planning and development of sales management
processes for selling specific products.
PREREQUISITE: MKTG 300
STANDARDS/GOALS:
Maintain a high quality, effective undergraduate business curriculum relevant to business and students
COURSE
OBJECTIVES:
Deliver curriculum cores
appropriate to a strong business foundation and to diverse student needs
Deliver programs which allow
specialization in specific business fields for which there is market demand
· Relate personal selling as a competitive advantage, a marketing strategy, a strategic process, self management, and as a component of sales management.
· Explain personal selling opportunities for individual and organizational sales management growth.
· Describe and distinguish among factors influencing the relationship building process.
· Perform and explain the sales management process.
· Conduct personal selling in an ethical fashion.
· Develop a product strategy utilizing product knowledge, research of product and company information, knowledge of competition, and analysis of product features and buyer benefits.
· Develop & explain a product selling strategy by analyzing product differentiation, customer perception, product positioning, price strategy, value-added strategy, and formal product dimensions.
· Develop a written sales proposal.
· Develop a customer strategy by analyzing customer behavior.
· Develop and explain a prospect base and its dimensions.
· Describe and develop a meritable yet consultative presentation strategy that includes a sales demonstration.
· Recognize and react appropriately to buyer resistance.
· Recognize and act upon guidelines for the appropriate closure of a sale and establish guidelines for servicing the sale through a preferred communication style.
TEXT/REQUIRED
READINGS/SOFTWARE:
Sales Management. T. N. Ingram, R. W. LaForge, R. A. Avila, C. H. Schwepker, & M. R. Williams, 5th ed., Thomson South-Western, 2004.
SUGGESTED
READINGS& WEBSITES:
Journal
of Marketing
Advertising Age
Journal of Business Strategy
Journal of Business Research
Journal of Consumer Research
Marketing News
Journal of Advertising Research
Industrial Marketing Management
Journal of Marketing Research
www.ama.org
www.usatoday.com
www.census.gov
www.marketingtools.com/publications/AD/index.htm
http://ciber.bus.msu.edu/
www.acrweb.org
www.cob.ohio-state.edu/scp/
www.census.gov/epcd/www/naics.html
www.iso.ch/
www.dnb.com/purchase/hpurcha2.htm
www.stat-usa.gov
www.odci.gov/cia/publications/factbook/index.html
http://harvardbusinessonline.hbsp.harvard.edu
www.marketresearch.com
http://www.marketingpower.com
http://knowledge.wharton.upenn.edu
http://www.library.hbs.edu/industries/industry_guides
http://www.sponsorship.com
http://www.marketingprofs.com/index_eoy.asp
http://www.exhibitornet.com
www.reveries.com
www.marketingsherpa.com
www.customeradvisoryboards.com
http://www.socialmarketingonline.net
http://www.marketingprofs.com/index_eoy.asp
METHODOLOGY OF
INSTRUCTION: This course will
consist primarily of a semester long in-basket exercise in which students will
form teams of 2 and conduct daily sales management activities as in a
real-world business.
REQUIREMENTS:
Attendance: Because of the
progressive content and other web-enhanced features of this course, your prompt
attention to details and submittals is directly related to your considered
attendance in the class. As with traditional attendance measures, this is
critical to your learning experience. Because the successful completion of this
course is tied to daily class materials, in-class submittals, and contact
(traditional or virtual), any absence (traditional or virtual or in work
application) in this class will result in a substantial loss of information and
material for a satisfactory evaluation. Class attendance (traditional or
virtual) indicates your enthusiasm toward learning and will reflect on the
grade you receive in this course. You will lose 10 points for each absence
(traditional or virtual) after 3. Pop
quizzes and assignments will be implemented in times of excessive absences
(traditional or virtual) and will be used in borderline cases of evaluation.
If you do have to miss class
(traditional or virtual) for any reason, it is your responsibility to get
notes, assignments, and test information from a classmate. Absence is not an
excuse!
Assignments: Assignments will be due at the end of
each class and on the due date or before if you anticipate an absence.
Assignments are intended to enhance your ability to apply and implement sales
management concepts. All submittals will be necessary to other deliverables in
the course. All assignments should be
typewritten, complete, and professional in order to receive credit. LATE WORK
OF ANY KIND WILL NOT BE ACCEPTED!!!!!!
Participation: Your participation in this course is
critical to the result you and others receive in this class. These points may
be earned through prompt attendance,
timely and appropriate submittal of assignments, performance in class/teamwork,
question preparation for presentations, and discussions. Class/team
exercises may also include case discussions, games, and activities that will
reinforce the major concepts discussed in this class.
Grading: The following grade scale will be utilized in this course. In order to achieve a certain level on this scale you must obtain the score indicated.
A.......... 94-100
A- . 90-93
B+........ 87-89
B.......... 84-86
B- . 80-83
C+........ 77-79
C.......... 74-76
C- . 70-73
D+ 67-69
D......... 64-66
D- . 60-63
F...........Below 60
EVALUATION/ASSESSMENT:
Sales Management Activities.......................40%
Sales Management Report
.
.......40%
Participation ..20%
Sales Management Activities: These will be team-based (2) activities in which each team will represent a necessary function in the sales management process. You will be provided a designation as a manufacturer, distributor, sales force, or promotion personnel. Each designation will be its own company and will be given past financial reports and a designated amount of beginning working capital. Each company will be responsible for obtaining determined goals and interaction with other channel members in order to reach those goals. In doing so, teams should incorporate sales management textbook principles and perform the necessary functions in order to accomplish company goals. Daily accomplishments and activities should be submitted at the end of each class. These submittals will be necessary for compiling the sales management report.
Sales Management Report: This part of the course will require a compilation of all activities and assessment of the daily sales management activities. COME PREPARED FOR CLASS! During each class period, you will be asked to conduct business. The final report should consist of : Executive Summary, Mission Statement, Goals, Strategic Plan including overall leadership and objectives, Marketing Plan to include a sales strategy and functional strategy, Account Management Processes, Sales Structure & Organization Processes, Forecasts, Sales Recruitment & Selection Practices, Sales Management & Leadership Processes & Concerns, Reward Systems, Sales Analysis, Sales Performance Evaluation, and End of Period Financial Statements. You must also include all correspondence, negotiations, presentations, and results from daily activities as a basis of this report.
Participation: Your participation grade will be determine according above stated measures and obviously is tied to your attendance to daily sales management activities. Your lack of attendance and activity will result in less participation points being awarded.
CLINICAL/LABORATORY/FIELD EXPERIENCES: Students are expected to utilize outside resources (written and verbal )for completing the activities and reports. These assignments should involve discussions with individuals presently working in marketing and other text readings related to marketing that will support any statements made in written work.
with the Vice President for Student Affairs (423-869-6393) to discuss
specific needs.
It is the aim of the faculty of Lincoln Memorial University to foster a spirit of complete honesty and high standard of integrity. The attempt of any student to present as her/his own any work which he/she has not honestly performed is regarded by the faculty and administration as a very serious offense and renders the offender liable to severe consequences and possible suspension.
Cheating: dishonesty of any kind on examinations or written assignments, unauthorized possession of examination questions, the use of unauthorized notes during an examination, obtaining information during an examination from another student, assisting others to cheat, altering grade records, or illegally entering an office are instances of cheating.
Plagiarism: offering the work of another as ones own without proper acknowledgment is plagiarism; therefore, any student who fails to give credit for quotations or essentially identical material taken from books, magazines, encyclopedias, web sources, or other reference works, or from the themes, reports, or other writing of a fellow student has committed plagiarism.
Instructor
Policy on Academic Integrity: Any assignments found to violate the above
university policy will be considered as an F without the possibility of make-up
opportunities. Continued
violations will result in an F for the course.
The instructor
reserves the right to make adjustments to this schedule.
Date Session
# Preparation
16 2 Module
1
19 3 Holiday;
No Class
21 4 Module
1
23 5 Module
1(NC)
26 6 Module
1
28 7 Module
2
30 8 Module
2
4
10 Module
2
6 11 Module
3
9 12 Module 3
11 13 Module
3
13
14 Module
3
16 15 Module
4
18
16 Module
4
20 17 Module
4
23 18 Module
4
25 19 Module
5
27 20 Module
5
3 22 Module
5
5 23 Module
6
8 24 Module
6
10 25 Module
6
12 26 Module
6
15 27 Module
7
17 28 Module
7
19 29 Module
7
22 30 Spring
Break; No Classes
24 31 Spring
Break; No Classes
26 32 Spring
Break; No Classes
29 33 Module
7
31 34 Module
8
5 36 Module
8
7 37 Module
8
9
38 Holiday;
No Classes
12
39 Module
9
14 40 Module
9
16 41 Module
9
19 42 Module
9
21
43 Module
10
23 44 Module
10
26 45 Module
10
28 46 Module
10
30 47 Papers
Due; Last Day of Classes
May 3 48 Final
Exam(10:30a.m-12:30 p.m.)
Papers
Due