BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 Dale Anne Davidson 50 Fisher Hall davidson.399@fisher.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: Attendance during group presentations is mandatory; students absent, without previously approved excuse, will receive a failing grade for the grade category. 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/25784265 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. Sales Management COURSE SYLLABUS, REV. 2-­‐22-­‐2014 1 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 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 Individual class participation 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 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. 2-­‐22-­‐2014 2 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 GROUP ASSIGNMENTS Based on final class enrollment, each group will contain 3-­‐5 students for the 5:30 PM section and 2 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 35% (65% individual grade, 35% group grade. Group grade assessment includes problem statement, analysis, and group synergy) 2. On-­‐line quizzes 30% 3. In-­‐class participation and group work 20% (Grade comprised of individual value added during feedback of group case analysis and in-­‐
class group exercises, including quality of written case questions) 4. Daktronics: The Large Sports Venue Sales Channel (Case Packet) NO FINAL EXAM 15% (Grade comprised of homework assignment and in-­‐class group work) 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. 2-­‐22-­‐2014 3 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 COURSE SCHEDULE WEEK DATE TOPIC 1 TH 2-­‐27 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 a. Students may request group and case assignment b. First-­‐come-­‐first-­‐serve for case choice 2 TU 3-­‐4 1. Carmen quiz due before class: CH 2 2. 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) 2 TH 3-­‐6 1. Class DOES NOT meet 2. Students to complete Case Analysis Coach a. After completing online coach, complete “Case Analysis Coach” quiz on Carmen 3. ALL GROUPS PREPARE case problem statement; submit via email by Monday, 3-­‐17, 3 PM 2 FR 3-­‐7 1. Quiz opens – CH 2, 5, Personal Selling and Sales Management (Case packet) and Case Analysis Coach 2. Quiz will close Sunday, March 16 at 11:59 PM S P R I N G B R E A K 3 MAR 10-­‐
14 MO 3-­‐17 3 TU 3-­‐18 1. Discussion and in-­‐class exercises: (To be read in advance of class) a. CH 10 – Salesperson Self-­‐Management 2. HOMEWORK: a. Read CH 11 – Salesperson Performance: Behavior, Motivation, and Role Perceptions 1. Group case problem statement due, 3 PM Sales Management COURSE SYLLABUS, REV. 2-­‐22-­‐2014 4 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 WEEK DATE TOPIC 3 TH 3-­‐20 1. Discussion and in-­‐class exercises: (To be read in advance of class) a. CH 11 – Salesperson Performance: Behavior, Motivation, and Role Perceptions 2. HOMEWORK: a. Read Daktronics (case packet) 3. Each group to prepare answers to case questions posted on Carmen and submit via drop box no later than Thursday, 3-­‐25, 9 AM 3 FR 3-­‐21 1. Quiz opens – CH 10 & 11 4 TU 3-­‐25 1. Class discussion (To be read in advance of class) a. Daktronics 2. HOMEWORK: a. Read Spectrum Brands (case packet) b. Each student to prepare one case question; type question and hand in at beginning of class, Thursday 4 TH 3-­‐27 1. Students turn in individual, typed case question at beginning of class 2. Groups 1 & 2 case analysis presentation: Spectrum Brands (To be read in advance of class) 3. Homework: a. Read CH 12, Recruiting, Selecting, and Training Sales People 4 FR 3-­‐28 1. Quiz opens –Daktronics and Spectrum Brands 5 TU 4-­‐1 1. Discussion and in-­‐class exercises a. CH 12, Recruiting, Selecting, and Training Sales People 2. HOMEWORK: a. Homework for Thursday – Read NY Life (case packet) b. Each student to prepare one case question; type question and hand in at beginning of class 5 TH 4-­‐3 1. Groups 3 & 4 case analysis presentation: New York Life & Immediate Annuities 2. HOMEWORK: a. Read CH 13, Compensating and Evaluating Sales People b. Read CH 14, Global Perspectives on Contemporary Selling 5 FR 4-­‐4 1. Quiz opens – CH 12 & NY Life Sales Management COURSE SYLLABUS, REV. 2-­‐22-­‐2014 5 BUML4220 SALES FORCE MANAGEMENT COURSE SYLLABUS SPRING 2014 WEEK DATE TOPIC 6 TU 4-­‐8 1. Discussion and in-­‐class exercises (To be read in advance of class) a. CH 13 & 14 2. HOMEWORK: a. Read Jindi Enterprises: Finding a New Sales Manager b. Each student to prepare one case question; type question and hand in at beginning of class 6 TH 4-­‐10 1. Groups 5 & 6 case analysis presentation: Jindi Enterprises: Finding a New Sales Manager 2. HOMEWORK: a. Read Bausch & Lomb: Sales Force Reorganization b. Each student to prepare one case question; type question and hand in at beginning of class 6 FR 4-­‐11 1. Quiz opens – CH 13, 14 and Jindi Enterprises 7 TU 4-­‐15 1. Groups 7 & 8 case analysis presentation: Bausch & Lomb: Sales Force Reorganization 2. HOMEWORK: a. Read Clearion Software b. Each student to prepare one case question; type question and hand in at beginning of class 7 TH 4-­‐17 1. Groups 9 & 10 case analysis presentation: Clearion Software 7 FR 4-­‐18 2. Quiz opens – Bausch and Lomb and Clearion Software PHOTOGRAPHS Please submit a photograph, headshot only, via email to Davidson.399@fisher.osu.edu. Photographs are due no later than February 27. Submit one of the following formats: JPEG, JPG, or PNG. REVISIONS The syllabus may be revised to accommodate changes in class enrollment. Sales Management COURSE SYLLABUS, REV. 2-­‐22-­‐2014 6