Business
Administration Department
MKT380 Sales
Management Syllabus
Spring 2007
Prof. Mark
Blake
|
Vision
Statement: The Department of Business Administration at |
General Information:
|
Course |
MKT380.81 Sales
Management |
|
Semester |
Spring 2007 |
|
Faculty |
Mark Blake |
|
Office Location |
Grantley Hall,
Room 107 |
|
Office Hours |
MWF 7: |
|
Phone |
Office – (717)
815-1241, Home – (717) 854-8478 |
|
Email |
|
|
Website |
|
|
Class Days &
Location |
Wednesday, LS310 |
|
Class Times |
|
|
Prerequisites |
Completion
of MKT200 and MGT250 with grades of 2 or better. |
|
Credit Hours |
3 credit hours |
|
Textbook |
Sales
Management Simulation, Ralph
L. Day, Douglas Dalrymple and Harish Sujan, John Wiley and Sons, Inc., 6th
ed., 2004. |
|
Additional
Resources |
As provided |
Course Description:
|
This course involves an in-depth examination of the role of the sales
manager. Areas covered include the recruiting, training and supervision of
salespersons; the organization of sales territories; compensation schemes;
and sales forecasting. |
Instructor's Educational Philosophy:
|
I believe
education to be a process of shared responsibilities. My responsibilities as the instructor of
this course include, but are not limited to: encouraging a classroom
environment which encourages and facilitates learning, performing my classroom
responsibilities in a professional and timely manner, monitoring changes both
in the marketplace and relevant research to provide the most current
information possible, and to assist each individual student in such a manner
as to maximize the learning experience.
Student responsibilities should include, but are not limited to:
respecting fellow classmates, meeting all course deadlines, preparing for
class to enable discussions that will benefit all, and to engage in those
activities that will best help in the attainment of individual goals. |
Core Learning Outcomes:
|
Class Assessment:
|
Grading will be
based on the results of four quizzes, two case assignments and a sales management
simulation project. The average of the
quiz and case scores will count as 75% of the final grade. Project performance will count as 25% of
the final grade. Under extraordinary
circumstances, make-up quizzes may be permitted at the discretion of the
instructor. Arrangements for make-up
quizzes must be made prior to the original quiz date. |
Grading:
|
The grading scale
for this course is as follows: 90% - 100% 4.0
75-79% 2.5 85% - 89% 3.5
70-74% 2.0 80% - 84% 3.0
60-69% 1.0 Below
60% 0 |
Grading Policy:
|
4
(Excellent): This grade denotes accomplishment that is truly distinctive and decidedly
outstanding. It represents a high degree of attainment and is a grade that
demands evidence of originality, independent work, an open and discriminating
mind, and completeness and accuracy of knowledge, as well as an effective use
of the knowledge. 3.5
(Very Good): This grade denotes mastery of the subject matter. It represents very
good achievement in many aspects of the work, such as initiative, serious and
determined industry, the ability to organize work, and the ability to
comprehend and retain subject matter and to apply it to new problems and
contexts. 3 (Good): This grade denotes considerable
understanding of the subject matter. It represents a strong grasp and clear
understanding of the subject matter and the ability to comprehend and retain
course content. 2.5 (Above Average): This grade
denotes above average understanding of the subject matter. It represents a
good grasp of the subject matter and the ability to comprehend and retain
course content. 2 (Average): This grade
denotes average understanding of the subject matter. It represents the grade
that may be expected of a student of normal ability who gives the work a
reasonable amount of time and effort. 1 (Below Average): This grade
denotes below average understanding of the subject matter. It represents work
that falls below the acceptable standard. 0 (Failure): This grade
denotes inadequate understanding of the subject matter. It signifies an
absence of meaningful engagement with the subject matter and that the student
is not capable of doing or understanding the work or has made little or no
effort to do so. I (Incomplete): The student
may request permission from the instructor to receive an incomplete prior to
the final examination and must present extraordinary reasons for the petition.
The Instructor should indicate on the Attendance/Final Grade Record the
required work the student must do to complete the course. Any grades of “I”
not removed within two calendar months after the end of the semester will
automatically be changed to “0” in the Records Office. Grades of incomplete
should only be provided to students who have completed a substantial portion
of all course requirements. W
(Withdrawal): Students are permitted to withdraw from courses without penalty up to
the ninth Friday of the fall or spring semester. Corresponding deadlines are
set for all other semesters (e.g., summer sessions). Withdrawal after that
time shall result in a grade of “0.” P
(Pass): This grade denotes passing in special Pass/Fail courses. F
(Fail): This grade denotes failure in special Pass/Fail courses. AU (Audit): This grade indicates that
a student is registered for a course but receives no credit. |
Academic Honesty:
|
Academic dishonesty will not be tolerated at When an instructor believes that a student has committed an act of
academic dishonesty, the instructor must provide written notification to the
student, the Department Chair, and the Dean of Academic Affairs of the charge
and the sanction. Documentation related to instances of academic dishonesty
will be kept on file in the student’s permanent record. If the academic
dishonesty is the student’s first offense, the instructor will have the
discretion to decide on a suitable sanction up to a grade of 0 for the course.
Students are not permitted to withdraw from a course in which they have been
accused of academic dishonesty. Students who believe they have been unjustly charged or sanctioned in
cases involving a first offense must discuss the situation with the instructor
immediately. Following this discussion, students may request through the Dean
of Academic Affairs that the Student Welfare Committee conduct a hearing to
review the charge and/or the sanction in the case. In cases of a first
offense, the instructor may request that the Student Welfare Committee
conduct a hearing and decide on the sanction, which can involve academic
suspension or dismissal from the College, if the instructor believes the
offense to be of an extremely egregious nature. If the Dean of Academic Affairs determines that the academic
dishonesty is the student’s second offense, the Dean will provide written
notification to the student, the instructor, and the Department Chair. The
Student Welfare Committee will automatically conduct a hearing to review the
charge and decide on an appropriate sanction, which will involve academic
suspension or dismissal from the College. Students who believe the Student
Welfare Committee has unjustly sanctioned them may submit a written request
to the Dean of Academic Affairs for a review of their case by the Dean. |
College Statement of Communication
Standards:
|
Students enrolled in this course are expected to use literate
and effective English in their speech and in their writing. All papers submitted
must be well written; grades on written work (including examinations) will be
based on expression as well as content. Students may be required to rewrite
papers that are marred by errors in grammar, punctuation, spelling or
organization. |
Late Submission of Course Materials:
|
Eligible students
may arrange to take any make-up quiz within one week of returning to
class. Notice prior to the missed quiz
is mandatory. |
Classroom Code of Conduct:
|
Attendance Policy:
|
Attendance at all classes is expected. Any student with an excused absence may be
eligible to arrange for a make-up quiz.
However, such arrangements must be made prior to the missed
class. While attendance will not
typically be used by the instructor in determining student grades, it is
clearly in the student’s interest to attend class as often as possible. Historically, attendance and class
performance have proven to be closely correlated. |
Final Exam Policy:
|
Quiz #4 is not a
comprehensive final examination. |
Changes:
|
While every
attempt to follow the procedures outlined in this syllabus will be made, all
parts of this syllabus are subject to change at the
discretion of the instructor. |
CASE #1
(due March 28th)
CASE #2
(due April 25th)
Note:
If the link fails, simply find any article concerning sales management
and technology you feel is interesting and complete the assignment. Conducting a Google search with the keywords “sales
management” led me to the article I chose.
Remaining Schedule
|
April 4th |
Organizational Strategies, SMS
Qtr. 6 |
|
April 11th |
|
|
April 18th |
Quiz #3, SMS Qtr. 7 |
|
April 25th |
Compensation,
SMS Qtr. 8, Case #2 due |
|
May 2nd |
Group Paper Workshop |
|
May 9th |
Project Papers Due |