BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 Dale Anne Davidson 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 Instructor attendance policy for group projects: unapproved absence for group presentation will result in a failing grade for the grade category. Syllabus may be revised to accommodate changes in class enrollment. REQUIRED COURSE MATERIALS 1. CONTEMPORARY SELLING, Building Relationships, Creating Value, 4th Edition; Mark W. Johnston and Greg W. Marshall; Published 2013; Paperback ISBN 978-­‐0-­‐415-­‐52350-­‐9 2. Purchase course packet direct from Harvard Business Publishing: https://cb.hbsp.harvard.edu/cbmp/access/31152723 3. Do NOT delay in purchasing textbooks. Reading materials are required for quizzes and class participation. COURSE DESCRIPTION This course provides an overview of sales management and its managerial hierarchy. Principles covered include: strategic planning, sales leadership, designing and developing the sales force, and measurement, analysis, and knowledge management including the importance of customer relationship management (CRM) and its link to sales 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. Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 1 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 3. Evaluation and control of the sales program to monitor and control sales force behavior and performance. CLASS PARTICIPATION/ATTENDANCE Individual class participation and attendance is 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 in-­‐class exercises. In order to derive the maximum benefit from class, in-­‐class participation is required and graded. Note: simply attending class is not sufficient basis for class participation. Reading assignments need to be completed before the beginning of each class to enable successful completion of quizzes and to actively engage in classroom activities. A complete list of reading assignments and quiz dates is listed under course schedule. BEST PRACTICES 1. Electronics FREE classroom – use of electronics (phones, tablets, laptops) will not be tolerated during class. a. EXCEPTION: laptop may be used to access eBook or course packet needed for group exercises during class. 2. Punctuality to class is expected. 3. Reading assignment for each class needs to be brought to class and could include assignments from the textbook or course packet. 4. Quiz deadline will only be extended due to severe illness documented by a physician’s excuse. 5. Contact me immediately if a group issue develops – do not wait until group assignment is due. 6. If class absence is unavoidable, it is recommended to obtain a copy of lecture notes from a classmate. CARMEN ON-­‐LINE QUIZZES Online quizzes, via Carmen, will include material from Contemporary Selling textbook, case packet, and class discussions. Quizzes to focus on current readings but could include any preceding reading assignments and class discussions. Weekly quizzes will be posted by: Friday, Noon and closed Sunday, 11:59 PM Quizzes have a time limit based on total number of questions. Reference materials may be used during the quiz. Make up quizzes are not available. Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 2 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 GROUP ASSIGNMENTS Based on final class enrollment, each group will contain 5-­‐6 students for the 5:30 PM section and 3-­‐4 students for the 7:05 PM section. Students may choose their own group on the first day of class. Group case presentation assignment and instructions will be covered in a separate document. EVALUATION Course grade is based on the following weights: 1. Group case analysis 30% (65% individual grade, 35% group grade. Group grade assessment includes problem statement, analysis, and group synergy) 2. On-­‐line quizzes 30% (six quizzes) 3. In-­‐class participation and group work 15% (Grade comprised of individual value added during class and in-­‐class group exercises) 4. Participation during case competition 15% (Includes case questions and participation to challenge groups during case competition) 5. Group chapter assignment NO FINAL EXAM 10% (Grade comprised of group performance for assigned chapter Chapter quizzes, group work, and in-­‐class exercises in lieu of a final exam 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 Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 3 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 COURSE SCHEDULE WEEK DATE TOPIC 1 TU 10-­‐21 1. Class introduction to include review of course objectives, syllabus, in-­‐
class exercises, group projects, and classroom etiquette 2. Review group case analysis assignment 3. Group and case sign-­‐up 1 TH 10-­‐23 1. Discussion and in-­‐class exercises: (To be read in advance of class) a. “Personal Selling and Sales Management” (Case packet) b. CH 2 – Understanding Sellers and Buyers (NOT discussed in class; however, students responsible for content) c. CH 5 – CRM and Sales Technologies (Include CH 5 mini-­‐case) 1 FR 10-­‐24 1. Quiz #1 – CH 2 & 5 (textbook) and Personal Selling and Sales Management (Case packet) 2 TU 10-­‐28 1. Discussion and in-­‐class exercises a. CH 10 – Sales Person Self-­‐Management, (To be read in advance of class) b. Group 1 – Expert Advice, page 236 & 254, watch video and discuss questions 1 & 2 with class c. Group 2 – Read mini case, page 256, present synopsis and discuss questions 1-­‐3 with class 2 TH 10-­‐30 1. NO CLASS – in lieu of class meeting, students are to complete the following: a. Students to complete Case Analysis Coach (available via case packet) b. Begin reading and analyzing Daktronics, Harvard case packet 2 FR 10-­‐31 1. Quiz #2 – CH 10 and Case Analysis Coach Tutorial Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 4 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 WEEK DATE TOPIC 3 TU 11-­‐4 1. Discussion and in-­‐class exercises: a. Review case competition rules of engagement b. CH 11 – Salesperson Performance: Behavior, Motivation, and Role Perceptions, (To be read in advance of class) c. Group 3 – Expert Advice, page 262 & 277, watch video and discuss questions 1 & 2 with class d. Group 4 – Read mini case, page 280, present synopsis and discuss questions 1-­‐3 with class e. Group 5 – Read Ethical Dilemma, page 274 and discuss questions 1-­‐3 with class 3 TH 11-­‐6 1. Discussion and in-­‐class exercises a. CH 12 – Recruiting, Selecting, and Training Salespeople, (To be read in advance of class) b. Group 6 – Expert Advice, page 285 & 314, watch video and discuss questions 1 & 2 with class c. Group 7 – Read mini case 12.2, page 321, present synopsis and discuss questions 1-­‐3 with class d. Group 8 – Read Ethical Dilemma, page 305 and discuss questions 1-­‐3 with class 3 FR 11-­‐7 1. Quiz #3 – CH 11 & 12 4 TU 11-­‐11 1. NO CLASS – Veteran’s Day HOLIDAY 4 TH 11-­‐13 1. CH 13, Compensating & Evaluating Salespeople a. Group 9 – Expert Advice, page 326 & 346, watch video and discuss questions 1 & 2 with class b. Group 10 – Read mini case, page 351, present synopsis and discuss questions 1-­‐4 with class 2. HOMEWORK – read Spectrum Brands (case packet) 4 FR 11-­‐14 1. Quiz #4 – CH 13 5 TU 11-­‐18 2. Groups 1 & 2 case competition: Spectrum Brands a. Using case topic, non-­‐presenting groups will have 5 minutes to prepare two affirmative and two negative questions to challenge competing (performing) groups b. HOMEWORK: – read NY Life (case packet) Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 5 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS AUTUMN 2014 WEEK DATE TOPIC 5 TH 11-­‐20 1. Groups 3 & 4 case competition: New York Life & Immediate Annuities a. Using case topic, non-­‐presenting groups will have 5 minutes to prepare two affirmative and two negative questions to challenge competing (performing) groups 2. HOMEWORK: – read FormPrint Ortho500 (case packet) 5 FR 11-­‐21 1. Quiz #5 – Spectrum Brands and NY Life 6 TU 11-­‐25 1. NO CLASS – in lieu of class: a. Read the following: CH 14, Global Perspectives on Contemporary Selling i. Answer questions 1, 3, & 5 at end of CH 14, page 373 ii. Submit written work (using sentences and proper grammar) via email no later than Sunday, Midnight 6 TH 11-­‐27 2. NO CLASS – Thanksgiving Holiday 7 TU 12-­‐2 1. Groups 5 & 6 case competition: FormPrint Ortho500 a. Using case topic, non-­‐presenting groups will have 5 minutes to prepare two affirmative and two negative questions to challenge competing (performing) groups 2. HOMEWORK: Read Bausch & Lomb: Sales Force Reorganization 7 TH 12-­‐4 1. Groups 7 & 8 case competition: Bausch & Lomb: Sales Force Reorganization a. Using case topic, non-­‐presenting groups will have 5 minutes to prepare two affirmative and two negative questions to challenge competing (performing) groups 2. HOMEWORK: Read Clearion Software 7 FR 12-­‐5 3. Quiz # 6 – FormPrint and Bausch & Lomb 8 TU 12-­‐9 1. Groups 9 & 10 case competition: Clearion Software a. Using case topic, non-­‐presenting groups will have 5 minutes to prepare two affirmative and two negative questions to challenge competing (performing) groups PHOTOGRAPHS Please submit a photograph, headshot only, via email to davidson.399@osu.edu. Photographs due no later than Friday, October 24. Submit one of the following formats: JPEG, JPG, or PNG. File size must be LARGER than 240KB. Students that completed BUSML4221 are not required to submit a photo. Sales Management COURSE SYLLABUS, REV. 10-­‐13-­‐2014 6