BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 Dale Anne Davidson 250 Fisher Hall davidson.399@osu.edu Office hours: by appointment University attendance policy first week of class: Fisher College of Business strongly enforces University attendance policies. As per University rule 3335-­‐8-­‐33, any student may be dis-­‐enrolled from a course for failure to attend by the first Friday of the term, or by the 3rd instructional day of the term, or by the second class meeting, whichever occurs first. http://trustees.osu.edu/rules/university-­‐rules/rules8/ru8-­‐33.html COURSE MATERIALS 1. Sales Management Cases and Articles a. ISBN-­‐13: 978-­‐1-­‐121-­‐55555-­‐6 b. Published by The McGraw-­‐Hill Companies 2. Coaching Salespeople into Sales Champions a. Keith Rosen, author b. ISBN-­‐13: 978-­‐0-­‐470-­‐14251-­‐6 c. Copyright 2008 d. Published by John Wiley & Sons, Inc. 3. Purchase and download from Harvard Business Publishing a. Case Analysis Coach (a tutorial) b. Course pack link: http://cb.hbsp.harvard.edu/cb/access/14101496 Course materials # 1 & 2 is available at University bookstores and is required. Do NOT delay in purchasing textbooks. Reading materials are required for quizzes and class participation. RECOMMENDED READING For students that have NOT completed BUSML4221 Professional Selling or BUSML761 Personal Selling, it is strongly recommended that you complete the following textbook before the start of class: •
•
•
•
Customer Centric Selling, 2nd edition Author, Michael T. Bosworth, John R. Holland, and Frank Visgatis Publisher, McGraw-­‐Hill ISBN-­‐13: 978-­‐0-­‐07-­‐163708-­‐4 Reading this textbook will provide you with a good foundation of professional selling in today’s business environment and provide a basis to learn how to manage a sales force. COURSE SYLLABUS, REV. 8-­‐11-­‐2012 1 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 COURSE DESCRIPTION This course provides an overview of sales management and its managerial hierarchy. Principles covered include strategic planning; sales leadership; analyzing customers and markets; designing and developing the sales force; process management; and measurement, analysis, and knowledge management. COURSE KNOWLEDGE GOALS Sales management is one of the most dynamic aspects of today’s business strategy and by the end of this course you should be able to discuss and be familiar with: 1. The formulation of a sales program including the process of buying and selling, selling as a career; sales management vs. business and marketing-­‐level strategies; organizing for success in sales management; the strategic role of information in forecasting; importance of customer relationship management (CRM) and its link to sales management. 2. Implementation of a sales program to determine sales performance with special focus on a salesperson’s role perception and motivation. 3. Evaluation and control of the sales program to monitor and control sales force behavior and performance. CLASS PARTICIPATION/ATTENDANCE Class performance and attendance are critical to success in this class. The sales arena is engaging, interactive, and dynamic and will be treated as such in class with the use of case discussions, group case studies, group problem solving, and leadership challenges. Class participation is graded separately from class attendance. In order to derive the maximum benefit from class your attendance and participation are required and will be graded. Note, simply showing up to class is not sufficient basis for class participation. Participation, as defined by Dictionary.com, can be found at http://dictionary.reference.com/browse/participation?s=t It is highly recommended that reading assignments be completed before the beginning of each class to enable successful completion of assigned quizzes and to actively engage in classroom activities. A complete list of reading assignments/dates is listed under course schedule. CARMEN ON-­‐LINE QUIZZES Online quizzes via Carmen are assigned to reading assignments and are to be completed BEFORE the start of class. Check course schedule for quiz dates. The purpose of these quizzes is to compel students to become familiar with reading assignments before attending class and to be prepared to fully participate in class COURSE SYLLABUS, REV. 8-­‐11-­‐2012 2 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 activities. This allows class time to be more productive as the class builds on what has been learned in the reading materials. Quizzes have a time limit to complete, based on total number of questions, and are closed out and inaccessible after the beginning of each class. The lockdown browser is activated for all quizzes. Hardcopy reference materials can be used during the quiz. Make up quizzes are not available. The lowest quiz grade is dropped. GROUP ASSIGNMENTS Groups of 3-­‐4 students will automatically be generated by Carmen for graded group case analyses and presentations. Group case presentation assignment and instructions will be covered in class and a separate document. EVALUATION Course grade is based on the following weights: On-­‐line quizzes 30% Class attendance* 10% Class participation 20% Group Case Analysis 40% (25% individual role-­‐play/15% group) NO FINAL EXAM *Class attendance: Chapter quizzes, group work, and in-­‐class exercises in lieu of a final exam 1. Absences will be excused when meeting the following criteria: 1. Illness documented by doctor’s note 2. Job interview documented by interviewer’s note to include interview time and date 2. Attendance counts double on group presentation days OSU Standard Grade Scheme to be used: Grade Start % Grade Start % Grade Start % A 93 B-­‐ 80 D+ 67 A -­‐ 90 C + 77 D-­‐ 60 B + 87 C 73 E 0 COURSE SYLLABUS, REV. 8-­‐11-­‐2012 3 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 COURSE SCHEDULE (Tue/Thu 5:30-­‐6:50 pm) 305 Schoenbaum Hall) Week # Date 1 TU 10-­‐16 (FIRST DAY OF CLASS) TH 10-­‐18 Topic Class introduction to include review of course objectives, syllabus, in-­‐class exercises, group projects, and classroom etiquette Lecture •
The Process of Selling and Buying Read BEFORE Class – Coaching Sales People into Champions (henceforth referred to as CSPIC), chapters 1 and 2 •
The Death of Management •
The Coach’s Mindset: Six Universal Principles of Masterful Coaching In-­‐class exercises 2 TU 10-­‐23 Lecture •
CRM and the Strategic Role of Information in Sales Management Read BEFORE Class – CSPIC, chapter 9 In-­‐class exercises TH 10-­‐25 Read BEFORE class: •
Implementing Sales Force Automation at Quantum Technology, page 1 •
Why is My Sales Force Automation System Failing?, page 13 Review and learn BEFORE class: •
http://www.oracle.com/us/products/applications/sieb
el/sales/index.html Guest speaker: •
Rhonda Kusper, McGraw-­‐Hill •
Rhonda will demonstrate the CRM software McGraw-­‐
Hill uses In-­‐class exercises *Quiz due – case – Implementing SFA, abstract – Why is My SFA Failing? plus, Siebel Sales Application basic information COURSE SYLLABUS, REV. 8-­‐11-­‐2012 4 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 Week # Date 3 TU 10-­‐30 Topic from above web link Group case analysis preparation time – class time to be used to prepare group role-­‐play projects – instructor will be available to offer guidance and to answer questions It is strongly suggested that students complete the Harvard Case Coach Analysis tutor program before tonight’s class TH 11-­‐1 Case Review and class exercise: •
•
•
Designs by Kate: The Power of Direct Sales, page 87 Be prepared to break into groups to solve problems from this case and present your answers during class Spreadsheet work may be involved *Quiz due – case, Designs by Kate 4 TU 11-­‐6 Group 1 Case Presentation •
I’ve Got Rhythm: Selling Cardiac Rhythm Management Devices Group 2 Case Presentation •
OptiGen All-­‐group assignment •
Be prepared to answer and discuss study questions for Group 1 and 2 cases Due by noon TODAY, written report and PowerPoint presentation. Email to Davidson.399@osu.edu *Quiz due – cases, I’ve Got Rhythm and OptiGen TH 11-­‐8 Case Review and class discussion/exercises: •
•
•
A Note on Sizing the Sales Force, page 119 Be prepared to break into groups to solve problems from this case and to present group’s answers during class Spreadsheet work may be involved *Quiz due – case, A Note on Sizing the Sales Force 5 TU 11-­‐13 Group 3 Case Presentation •
New York Life and Immediate Annuities Group 4 Case Presentation •
Jive Software COURSE SYLLABUS, REV. 8-­‐11-­‐2012 5 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 Week # Date Topic All Group Assignment •
Be prepared to answer and discuss study questions for Group 3 and 4 cases Due by noon TODAY, written report and PowerPoint presentation. Email to Davidson.399@osu.edu *Quiz due – cases, New York Life and Jive Software TH 11-­‐15 Case review and class discussion/exercises: •
•
Scaling a Startup: People and Organizational Issues, page 177 Be prepared to break into groups to solve problems from this case and to present group’s answers during class *Quiz due – case, Scaling a Startup 6 TU 11-­‐20 Case review and class discussion/exercises: •
•
Sales Force Training at Arrow (A, B, and C parts) Be prepared to break into groups to solve problems from this case and to present group’s answers during class *Quiz due – case, Sales Force Training at Arrow TH 11-­‐22 Case review and class discussion/exercise: •
•
Entrepreneurial Sales Strategies: Namaste Laboratories Pursues New Markets for Hair Care Products Be prepared to break into groups to solve problems from this case and to present group’s answers during class *Quiz due – Entrepreneurial Sales Strategies 7 TU 11-­‐27 Group 5 Case Presentation •
Spectrum Brands, Inc. – The Sales Force Dilemma Group 6 Case Presentation •
•
Amylin Pharmaceuticals, Inc.’s Sales Force Strategy Be prepared to answer and discuss study questions for Group 5 and 6 cases Due by noon TODAY, written report and PowerPoint presentation. Email to Davidson.399@osu.edu COURSE SYLLABUS, REV. 8-­‐11-­‐2012 6 BUSML4220 SALES MANAGEMENT Ÿ COURSE SYLLABUS Ÿ FALL 2012 Week # Date TH 11-­‐29 Topic *Quiz due – Spectrum Brands, Inc. Group 7 Case Presentation •
Global Source Healthcare: Allocating Sales Resources Be prepared to answer and discuss study questions for Group 7 case Due by noon TODAY, written report and PowerPoint presentation. Email to Davidson.399@osu.edu *Quiz due – Global Source Healthcare 8 TU 12-­‐4 (LAST DAY OF CLASS) Group 8 Case Presentation •
Clearion Software Be prepared to answer and discuss study questions for Group 8 case Due by noon TODAY, written report and PowerPoint presentation. Email to Davidson.399@osu.edu *Quiz due – Clearion Software PHOTOGRAPHS Please submit a small photograph, headshot only, via email to Davidson.399@osu.edu. Photographs are due no later than August 28. Submit one of the following formats: JPEG, JPG, or PNG. I can crop your photo if you do not have the capability. COURSE SYLLABUS, REV. 8-­‐11-­‐2012 7