Lesson
Level
MGT 123, Lesson 1
Slide#
MGT 123. Sales People Management
Learning Institute
01_
Notes for Developer
Lesson 1. Intro
▶ Start
Overview
Case
▶ Lesson
Prerequisite Knowledge
1. Understanding Sales Management
A. Definition
B. Types, Titles and Hierarchical Levels
Review Questions
2. Roles
A. Responsibilities and Duties
B. Expanding Roles
C. Qualities
Review Questions
3. Sales Management and Marketing
MKT 123,
Sales People Management I
A. Integration
B. Field Force and Support Team
C. Integrated Marketing Communications
Review Questions
4. Megatrends
A. Behavioral Megatrends
B. Technological Megatrends
C. Managerial Megatrends
Textbook
Review Questions
5. Preparing for the Future
A. Skill and Ability Requirements
Copyright
2011 California
B. Developing
for theInstitute
Future of Management and Technology, LLC. All Rights Reserved. v1.0
Learning
Map
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▶ Application
▶내Practice
▶ Summary
레
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Welcome to this course, MKT 123, Sales People Management I !!!!
Before we “get down to basics,” let’s provide you with some helpful directions, general guidelines and administrative policies, which will help set
the stage for this course on Sales Force Management, as well as ensure that you successfully complete it.
For this course, the required textbook is:
Hair, Joe, ”Sales Managementt Boston: Houghton-Mifflin.
Lesson
Level
MGT 123, Lesson 1
Slide#
MGT 123. Sales People Management
Learning Institute
Lesson 1. Intro
▶ Start
Overview
Case
01_
Notes for Developer
#1~2: 해당
내레이션에 맞추어
텍스트 색처리
Sales Management
▶ Lesson
Prerequisite Knowledge
1. Understanding Sales Management
A. Definition
1
2
B. Types, Titles and Hierarchical Levels
Review Questions
2. Roles
A. Responsibilities and Duties
B. Expanding Roles
C. Qualities
Review Questions
3. Sales Management and Marketing
A. Integration
B. Field Force and Support Team
C. Integrated Marketing Communications
Review Questions
4. Megatrends
A. Behavioral Megatrends
B. Technological Megatrends
C. Managerial Megatrends
Review Questions
5. Preparing for the Future
A. Skill and Ability Requirements
Copyright
2011 California
B. Developing
for theInstitute
Future of Management and Technology, LLC. All Rights Reserved. v1.0
Review Questions
▶ Application
▶내Practice
▶ Summary
레
▶ Project
이
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Learning
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#1 Being a 1½ credit course, MKT 123, Sales Management I only covers seven chapters of the text: (Read the Part I on the graphic)
#2 The second 1½ credit course of MKT 124, Sales Management II, in which we will cover additional topics on sales management, such as: (Read the Part II on
the graphic)
Lesson
Level
MGT 123, Lesson 1
Slide#
MGT 123. Sales People Management
Learning Institute
Lesson 1. Intro
▶ Start
01_
Notes for Developer
#1-5. Appear according
to narration
Overview
Case
▶ Lesson
1 1.
Prerequisite Knowledge
1. Understanding Sales Management
A. Definition
B. Types, Titles and Hierarchical Levels
Review Questions
Read the chapters in the text before you start online
lesson.
Suggestions for the Success
in the course
2 2.
2. Roles
Second, only read the assigned Case, but at this point
do not attempt to answer the questions in the Case.
A. Responsibilities and Duties
B. Expanding Roles
C. Qualities
Review Questions
B. Field Force and Support Team
Third, read the 2nd case.
4.
Attempt to provide answers to review questions and
3
3. Sales Management and Marketing
A. Integration
3.
4
application, practice questions.
C. Integrated Marketing Communications
Review Questions
4. Megatrends
A. Behavioral Megatrends
5.
Analyze the assigned case.
5
B. Technological Megatrends
C. Managerial Megatrends
Now I’d like to offer you some proven, time-tested course preparation suggestions, which will help you complete as well as attain an excellent grade for this course. To efficiently
prepare for each week’s lesson and assurance of learning activities:
5. Preparing for the Future
#1 First read the chapters in the text before you start online lesson.
A. Skill and Ability Requirements
#2 Second, only read the assigned
Case, but at this point do not attempt
to answer theDown
questions
in the Case.
Learning
Copyright
2011 California
LLC. All Rights Reserved. v1.0
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#3 Third, simply read the 2nd Case for “flavor,” although you are notMap
required to analyze nor submit it for credit. The purpose of reading the 1st and 2nd Cases is to gain an
Review Questions
appreciation for the sort of problems sales managers face—problems you’ll be able to resolve with the knowledge gained from the lesson at hand. Remember that these cases
▶ Application
discuss REAL problems that REAL firms, whose names are disguised typically, face.
▶내Practice
#4 Fourth, attempt to provide answers to review questions and application, practice questions. They provide examples of situations that test a sales manager’s decision-making
▶ Summary
aptitude and critical thinking skills. Next, make a conscientious effort to “think critically” and provide the solutions without looking at the answers.
레
▶ Project
#5 Fifth, after completing the aforementioned steps 1-4, then analyze the assigned Case using the concepts imparted by the chapter and lesson.
이
But remember, the primary source of information for every lesson is your text—which, as you will remember, I have requested you to read before perusing any online lesson. Let’s
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get started!
Review Questions
Lesson MGT 123, Lesson 1
Overview – Learning
Objectives
Level
Overview
Slide#
MGT 123. Sales People Management
Learning Institute
▶ Start
Overview
-Learning Map
Lesson 1. Intro
▌Overview
Prerequisite Knowledge
Notes for Developer
#1-8: 텍스트 & 그래픽
전체 제시
#2~7: 해당
내레이션에 맞추어
텍스트 색처리
Case
▶ Lesson
01_
1
1. Understanding Sales Management
Learning Objectives
A. Definition
B. Types, Titles and Hierarchical Levels
Review Questions
2. Roles
A. Responsibilities and Duties
B. Expanding Roles
C. Qualities
Review Questions
3. Sales Management and Marketing
A. Integration
2
3
4
5
B. Field Force and Support Team
C. Integrated Marketing Communications
6
• Summarize the basic responsibilities and evolving roles
of sales management,
• Demonstrate how sales managers can better integrate
their roles with marketing management,
• Identify and prepare for megatrends that will affect
your future in sales management,
• Evaluate the selection criteria for sales management
and compare them to your present and potential
qualifications,
• Analyze how the sales manager’s job is expanding and
what it will mean for your career.
Review Questions
4. Megatrends
A. Behavioral Megatrends
B. Technological Megatrends
C. Managerial Megatrends
Review Questions
5. Preparing for the Future
A. Skill and Ability Requirements
Copyright
2011 California
B. Developing
for theInstitute
Future of Management and Technology, LLC. All Rights Reserved. v1.0
Review Questions
▶ Application
▶내Practice
▶ Summary
레
▶ Project
이
션
Learning
Map
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FA: #1 #2 After completing lesson 1, you should be able to do the following things. #3 (각 학습목표 매끄럽게 내레이션 필요)
Lesson MGT 123, Lesson 1
Overview – Learning
Map
Overview
Slide#
MGT 123. Sales People Management
Learning Institute
▶ Start
Overview
-Learning Map
Level
01_
Notes for Developer
Lesson 1. Intro
▌Overview
Case
▶ Lesson
Prerequisite Knowledge
1. Understanding Sales Management
Learning Map
A. Definition
1. Intro to Sales Management
B. Types, Titles and Hierarchical Levels
Review Questions
2. Roles
A. Responsibilities and Duties
B. Expanding Roles
C. Qualities
Understanding
Sales Management
Roles
Sales Management
and Marketing
Preparing for the
Future
Megatrends
Review Questions
3. Sales Management and Marketing
A. Integration
B. Field Force and Support Team
C. Integrated Marketing Communications
A. Definition
B. Types, Titles,
and
Hierarchical
Levels
A. Responsibilities
and Duties
A. Expanding
Roles
B. Qualities
Review Questions
A. Integration
B. Field Force and
Support Team
C. Integrated
Marketing
Communications
A. Behavioral
Megatrends
B. Technological
Megatrends
C. Managerial
Megatrends
A. Skill and Ability
Requirements
B. Developing
Sales
Managers for
the Future
4. Megatrends
A. Behavioral Megatrends
B. Technological Megatrends
C. Managerial Megatrends
Review Questions
5. Preparing for the Future
A. Skill and Ability Requirements
Copyright
2011 California
B. Developing
for theInstitute
Future of Management and Technology, LLC. All Rights Reserved. v1.0
Learning
Map
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▶내Practice
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레
▶ Project
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FA: Now, you are looking at a Learning map.
This lesson is divided into 5 parts – definition, roles, sales management and marketing, megatrends affecting sales management,
and preparing for the future.
Lesson
Case
Level
MGT 123, Lesson 1
Learning Institute
▶ Start
Overview
Overview
-Learning Map
Slide#
MGT 123. Sales People Management
Notes for Developer
Lesson 1. Intro
#1: Use the same
character throughout
the lesson – sales
manager, sales force,
customer
▌Case
Case
▶ Lesson
2
Prerequisite Knowledge
Email from national sales manager
1. Understanding Sales Management
A. Definition
Customer Retention Rates
B. Types, Titles and Hierarchical Levels
Review Questions
2. Roles
A. Responsibilities and Duties
B. Expanding Roles
01_
1
C. Qualities
Review Questions
3. Sales Management and Marketing
3
•CEO is upset because of poor customer retention rates.
4
•Loss of over 20 percent of its regular customers
5
•Increasing promotional costs to attract new customers and
lower profit margins
A. Integration
6
B. Field Force and Support Team
C. Integrated Marketing Communications
Wholesalers
Retailers
Review Questions
4. Megatrends
6 sales managers need to focus more on customer
All
retention!
A. Behavioral Megatrends
B. Technological Megatrends
C. Managerial Megatrends
Review Questions
5. Preparing for the Future
District Sales Manager
A. Skill and Ability Requirements
Copyright
2011 California
B. Developing
for theInstitute
Future of Management and Technology, LLC. All Rights Reserved. v1.0
Learning
Map
Help
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▶내Practice
▶ Summary
레
▶ Project
이
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#1 You are a district sales manager for a large consumer products company that sells its products largely through wholesalers and
directly to a few giant retailers. Your company also has an extranet where business customers can order online.
#2 Today, your company’s national sales manager sent you an e-mail saying that #3 the CEO is upset because of poor customer
retention rates. #4 Last year, the company lost over 20 percent of its regular customers through attrition of various kinds. #5 At the
same time, promotional costs to attract replacement customers are increasing dramatically, causing profit margins to suffer. #6 The
CEO has demanded that all the company’s sales managers start focusing more on customer retention.