BUSML 759 Sales Management
Spring Quarter 2012, Room 205 SH
Dale Anne Davidson
250 Fisher Hall (Office Hours: By Appointment)
Davidson_399@fisher.osu.edu or Davidson.399@osu.edu
COURSE MATERIALS
A course text book and course case packet is required for this course. Please purchase the following:
1.
Required text: SALES MANAGEMENT, Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer; ISBN13:9780138007171; Prentice Hall
Copyright: 2009
a.
Available for purchase at campus bookstores and online.
b.
Text rental available through www.barnesandnoble.com
c.
Direct link to purchase CourseSmart eText online is: http://www.coursesmart.com/salesmanagement-shaping-future-sales-leaders/john-f-tanner-earl-d-honeycutt-robert-cerffmeyer/dp/013232413x
1. Direct link on how CourseSmart eText works: http://www.coursesmart.com/howitworks
2.
Required course case packet via online purchase at Harvard Business Publishing Go to the following link
to register for access:
http://cb.hbsp.harvard.edu/cb/access/13260911
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.
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 1
CLASS PARTICIPATION
Class participation and attendance are critical to your success in this class. The sales arena is an 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.
In order to derive the maximum benefit from class your attendance and participation is required. If you do not
attend class you cannot participate.
It is highly recommended that you read each chapter before attending class so you can successfully complete the
chapter quiz and actively engage in classroom activities.
Short, five (5) question online quizzes must be completed via Carmen BEFORE class for each chapter. The purpose
of these quizzes is to compel students to become familiar with assigned chapters before attending each class and
to be prepared to fully participate in class activities. This allows class time to be more productive as the class
builds on what has been learned in the textbook.
Class participation is graded separately from class attendance.
A complete list of chapters/dates is listed under course schedule.
GROUP ASSIGNMENTS
BUSML759 will consist of ten groups of four students each. Students may form their own groups by the April 2,
2012 due date. Students not in a group by April 2 will be added to groups automatically by the professor. Final
group assignments will be posted on Carmen and announced during class on April 4.
Each group is responsible to complete the following group assignments:
A. Case analysis/presentation.
B. Presentation of most important theory/concepts in assignment chapter from text book
1.
Major-case analysis: Two parts – written and oral presentation.
a.
Each group will represent an aspect of sales management strategy as presented in the text.
b.
Each group will have four students. (Depending on class size, five-student groups may be needed)
c.
Major-cases are located in the Harvard Business Publishing course case packet. (Refer to link on page
one of syllabus)
d.
Both written and presentation analysis is to use “Major Case Analysis Tips” as a preparation guideline.
Major Case Analysis Tips* is posted on Carmen and will be reviewed in class.
*NOTE: Groups that do not follow “overall analysis” guidelines, as outlined in Major Case Analysis
Tips will receive a lower grade.
1.
Written analysis:
1.
Email written analysis to professor by due date (check syllabus for due dates.)
2.
Written analysis to be typed; double spaced, 11 or 12 point Arial, Calibri, or Times Roman.
3.
Begin both written and oral presentation with a case synopsis (this sets the stage) –
maximum length is one-half to three-quarter page.
4.
Include on each page:
5.
a.
Header: group number and full names of each student
b.
Footer: page number
Quality vs. quantity is important.
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 2
6.
a.
Consistent formatting throughout paper (e.g.: font type, size, color; bullets)
b.
Consistent writing style (should read as though one person wrote the paper.)
c.
Be concise and clear in thoughts – leave the fluff at home.
Six to eight page maximum.
a.
7.
15 points deducted for late papers.
8.
Proof read!
a.
2.
1.
If the group choses to include many graphics the length can, and should be, increased
to eight to ten page maximum.
Misuse of grammar, spelling, slang, acronyms, format, and writing consistency will result
in a lower grade.
Oral presentation: 20 – 25 minutes maximum
1.
Group is free to formulate its own structure and approach felt to be most effective in
communicating case analysis.
2.
Creativity is encouraged; use of technology, visual aids, PowerPoint, props, handouts – any
or all of the above will help communicate the case analysis and enhance the presentation.
3.
During group preparation, define presentation roles; every member must participate and
speak.
4.
Utilize the strengths of each group member to enhance the overall presentation.
5.
Use PowerPoint appropriately – do not cause death by PowerPoint.
a.
When presenting, use slides to make a point – DO NOT read slides – slides are for
reference only -- KNOW your case.
b.
Do not use text smaller than 20 point on PowerPoint slides.
c.
If using a chart or spreadsheet with small point size provide handouts for class.
d.
If PowerPoint is used, provide printout to professor by 9 a.m. day of presentation.
e.
Rehearse before class. Know your case! (Again, DO NOT READ!)
f.
Be prepared to defend your analysis.
g.
Class will submit feedback forms for group presentation.
Chapter Presentation.
a.
Each group will be assigned one chapter from the text book.
b.
Group is responsible for presenting what they feel are the most important theories, concepts,
examples and take-aways from the chapter.
c.
To assist with chapter presentation, PowerPoint slides are available on Carmen for download to assist
group with their presentation.
a.
PowerPoint slides are provided as an aid, DO NOT use complete set of slides or the class could
experience death by PowerPoint.
b.
Know your subject matter – DO NOT read slides.
c.
All group members must participate.
d.
Written presentation is NOT required.
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 3
CARMEN ON-LINE QUIZZES
Throughout the quarter quizzes will be made available on Carmen to complete before the start of class. The
quizzes are in lieu of mid-term and final exams.
A. Completion of each quiz is required by 7:30 PM on the quiz due date. (Refer to class schedule for due
dates)
B. Students will have one opportunity to start the quiz and 15 minutes to complete the quiz.
C. Make-up quizzes are not be accepted.
D. Quizzes will contain 5 multiple choice and/or True-False questions.
E. Quizzes correlate to chapter or case content to be discussed in class on quiz due date.
F. Again, quizzes are in lieu of a mid-term and final exam.
Reading assigned chapters and cases BEFORE the beginning of each class will help students not only complete
quizzes with high scores but will help prepare each student to engage in classroom discussions.
SELF ASSESSMENT
Prentice Hall provides a Self-Assessment Library containing interactive surveys to help you learn more about
yourself. The assessments provide insights into your skills, abilities, and interests. To become a superior leader you
must first know yourself.
Completing the full library of self-assessment surveys is not necessary; however a few required surveys to coincide
with chapter content are required.
To register for the self-assessment surveys you will need the access code provided in your text book. The link is:
http://www.pearsonhighered.com/sal/.
Upon completion of each survey please email the results to me. Grading is an A for received surveys, F for missing
surveys and is included in the class participation grade.
EVALUATION
Your course grade will be based on the following weights:
1.
On-line quizzes
25%
2.
Class attendance
20%
3.
Case analysis (Group)
20% (10% individual, 10% group)
4.
Chapter presentation (Group)
20% (10% individual, 10% group)
5.
Class participation
15%
6.
Self-assessment surveys
Included in class participation percentage
TOTAL
100%
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
B
83
C-
70
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 4
COURSE SCHEDULE – MON/WED 7:30-9:18PM 205 SH
*NOTE: Chapter reading assignments include all Caselets at the end of each chapter. Please be
prepared to discuss during class.
Week #
Date
Topic
1
Mon 3-26
1
Wed 3-28
2
Mon 4-2
2
Wed 4-4
3
Mon 4-9
3
Wed 4-11
4
Mon 4-16
Introduction/Syllabus review/Assignments
• Start recruiting teammates for the graded group assignment;
groups/names due Monday, April 2; groups to include four students
(with permission, two groups may have five students)
CH 1: Introduction to Sales Management
CH 2: The Sales Function and Multi-Sales Channels
• Complete Self-Assessment on page 12 and page 35 BEFORE class
• QUIZ; CH 1 & 2 BEFORE class
• In-class breakout session (Breakout session will include chapter
material and Caselets)
CH 3: Leadership and the Sales Executive
• Complete Self-Assessment on page 51 BEFORE class
• QUIZ; CH 3 BEFORE class
• In-class breakout session (Breakout session will include chapter
material and Caselets)
• Groups/names due
CH 4: Ethics, The Law, and Sales Leadership
• Complete Self-Assessment on page 66 BEFORE class
• QUIZ; CH 4 BEFORE class
• In-class breakout session (Breakout session will include chapter
material and Caselets)
• Groups/names finalized and posted on Carmen
CH 5: Business-to-Business (B2B) Sales and Customer Relationship
Management
• Complete Self-Assessment on page BEFORE class
• QUIZ; CH 5 BEFORE class
• Group 10 to present CH 5 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
CH 6: Leveraging Information Technologies
CH 13: Turning Customer Information into Sales Knowledge
• Complete Self-Assessment on page 125 BEFORE class
• QUIZ; CH 6 & 13 BEFORE class
• Group 9 to present CH 6 and lead class discussion
• Group 8 to present CH 13 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
Group case analysis presentations
• Written case analysis due (email) by 9 am, TODAY
• If using PowerPoint, include attachment with case analysis
• Group 1: Implementing Sales Force Automation at Quantum
Technology (in conjunction with Why is My sales Force Automation
System Failing?)
• Group 2: I’ve Got Rhythm: Selling Cardiac Rhythm Management
Devices
• QUIZ; group 1 & 2 cases BEFORE class
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 5
Week #
Date
Topic
4
Wed 4-18
5
Mon 4-23
5
Wed 4-25
6
Mon 4-30
6
Wed 5-2
7
Mon 5-7
7
Wed 5-9
8
Mon 5-14
CH 7: Designing and Organizing the Sales Force
• Complete Self-Assessment on page 145 BEFORE class
• QUIZ; CH 7 BEFORE class
• Group 7 to present CH 7 and lead class discussion
In-class breakout session (Breakout session will include chapter material and
Caselets)
Group case analysis presentations
• Written case analysis due (email) by 9 am, TODAY
• If using PowerPoint, include attachment with case analysis
• Group 3: OptiGen
• Group 4: New York Life and Immediate Annuities
• QUIZ; group 3 & 4 cases BEFORE class
CH 8: Recruiting and Selecting the Right Salespeople
• Complete Self-Assessment on page 173 BEFORE class
• QUIZ; CH 8 BEFORE class
• Group 6 to present CH 8 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
CH 9: Training and Developing the Sales Force
• Complete Self-Assessment on page 198 BEFORE class
• QUIZ; CH 9 BEFORE class
• Group 5 to present CH 9 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
Group case analysis presentations
• Written case analysis due (email) by 9 am, TODAY
• If using PowerPoint, include attachment with case analysis
• Group 5: Jive Software
• Group 6: EnerNOC: Turning Energy Savings into Sales
• QUIZ; group 5 & 6 cases BEFORE class
Group case analysis presentations
• Written case analysis due (email) by 9 am, TODAY
• If using PowerPoint, include attachment with case analysis
• Group 7: Baria Planning Solutions, Inc.: Fixing the Sales Process
• Group 8: Spectrum Brands, Inc. – The Sales Force Dilemma
• QUIZ; group 7 & 8 cases BEFORE class
CH 10: Supervising, Managing, and Leading Salespeople Individually and in
Teams
• Complete Self-Assessment on page 231 BEFORE class
• QUIZ; CH 10 BEFORE class
• Group 4 to present CH 10 and lead class discussion
In-class breakout session (Breakout session will include chapter material and
Caselets)
CH 11: Setting Goals and Managing the Sales Force’s Performance
• Complete Self-Assessment on page 248 BEFORE class
• QUIZ; CH 11 BEFORE class
• Group 3 to present CH 11 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 6
Week #
Date
Topic
8
Wed 5-16
9
Mon 5-21
9
Wed 5-23
10
10
Mon 5-28
Wed 5-30
CH 12: Motivating and Rewarding Salespeople
• Complete Self-Assessment on page 263 BEFORE class
• QUIZ; CH 12 BEFORE class
• Group 2 to present CH 12 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
CH 14: Assessing the Performance of The Sales Force and The People Who
Comprise It
• QUIZ; CH 14 BEFORE class
• Group 1 to present CH 14 and lead class discussion
• In-class breakout session (Breakout session will include chapter
material and Caselets)
CH 15: Internal and External Cultural Forces that Affect a firm’s Sales
Performance
• Complete Self-Assessment on page 361 BEFORE class
• QUIZ; CH 15 BEFORE class
• In-class breakout session (Breakout session will include chapter
material and Caselets)
MEMORIAL DAY – HOLIDAY NO CLASS
Group case analysis presentations
• Written case analysis due (email) by 9 am, TODAY
• If using PowerPoint, include attachment with case analysis
• Group 9: Global Source Healthcare: Allocating Sales Resources
• Group 10: Clearion Software
• Quiz; group 9 & 10 cases BEFORE class
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 7
GROUP CASE ANALYSIS (IN PRESENTATION ORDER)
PRESENTATION
DATE
GROUP #
CASE
Mon 4-16
1
Mon 4-16
2
Theory from textbook Parts I, 2, & 3
Implementing Sales Force Automation at Quantum Technology
(PLUS, HBP case “Why is My Sales Force Automation System
Failing?” is to be used in group analysis)
I’ve Got Rhythm: Selling Cardiac Rhythm Management Devices
Mon 4-23
3
Theory from textbook Part 4
OptiGen
Mon 4-23
4
New York Life and Immediate Annuities
Wed 5-2
5
Jive Software
Wed 5-2
6
EnerNOC: Turning Energy Savings into Sales
Mon 5-7
7
Baria Planning Solutions, Inc.: Fixing the Sales Process
Mon 5-7
8
Spectrum Brands, Inc. – The Sales Force Dilemma
Wed 5-30
9
Theory from textbook Parts 5 & 6
Global Source Healthcare: Allocating Sales Resources
Wed 5-30
10
Clearion Software
WRITTEN DUE
DATE
4-16, no later
than 9 a.m.
4-16, no later
than 9 a.m.
4-23, no later
than 9 a.m.
4-23, no later
than 9 a.m.
5-2, no later
than 9 a.m.
5-2, no later
than 9 a.m.
5-7, no later
than 9 a.m.
5-7, no later
than 9 a.m.
5-30, no later
than 9 a.m.
5-30, no later
than 9 a.m.
HEADSHOT PHOTOS
Email a headshot photograph to the professor no later than April 1, 2011. The photo should be
headshot-only sized 2”x2” in JPG or PNG format.
BUSM&L 759 Course Syllabus, Spring Quarter, 2012, p. 8