BUSML7209 SALES FORCE MANAGEMENT Ÿ COURSE SYLLABUS Ÿ SUMMER 2015 Dale Anne Davidson Davidson.399@osu.edu Office hours: by appointment Syllabus may be revised to accommodate changes in class enrollment. REQUIRED COURSE MATERIALS 1. SALES EATS FIRST; Noel Capon and Gary S. Tubridy, 1st edition; 2011; Wessex, Inc.; ISBN 978-­‐0-­‐9833300-­‐2-­‐8; available via www.axcesscapon.com or Amazon. (Printed, protected PDF, iBook (Apple), or Kindle Book.) University bookstores will carry printed book. 2. SALES MANAGEMENT – SHAPING FUTURE SALES LEADERS; Jeff Tanner, Earl Honeycutt, and Robert C. Erffmeyer; 2nd edition, 2014; Wessex Press; ISBN 78-­‐0-­‐9897013-­‐5-­‐8; available via www.axcesscapon.com in soft cover B&W, soft cover color, hard cover color with free PDF e-­‐book or protected PDF e-­‐book. University bookstores will carry softcover B&W edition. 3. COURSE PACKET – purchase directly from Harvard Business Publishing: https://cb.hbsp.harvard.edu/cbmp/access/37445786 4. Do NOT delay in purchasing textbooks and course packet. Reading materials are required to successfully complete class participation and quizzes. First Carmen quiz opens Thursday, June 18. COURSE DESCRIPTION The new model for great sales organizations focuses on providing added value. What is it and how do you cultivate it in a sales organization? BUSML7209 examines in-­‐depth, several corporations to discover how they’ve become world-­‐
class sales organizations. Students will: • Learn and discuss five key areas in which sales organizations of truly customer-­‐motivated companies excel. • Participate in small group discussions, role-­‐plays, and mini case analysis that incorporate current sales management models. • Understand the type of leadership that will ultimately determine the difference between good and world-­‐class sales organizations. 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: Sales Management COURSE SYLLABUS, Ver. 6-­‐7-­‐15 1 BUSML7209 SALES FORCE MANAGEMENT Ÿ COURSE SYLLABUS Ÿ SUMMER 2015 1. The formulation of a sales program including the strategic role of information in forecasting, territory management, and customer knowledge; importance of customer relationship management (CRM) and its link to sales management. 2. Models to strategically structure the sales force to create added value. 3. Implementation of a sales program to determine sales performance with special focus on a salesperson’s role perception and motivation. 4. 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 problem solving, in-­‐class exercises, and role-­‐plays. 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. Each student will complete a self-­‐evaluation form at the end of each class. Reading assignments need to be completed before the beginning of each class to actively engage in classroom activities and to complete quizzes successfully. A complete list of reading assignments and quiz dates is listed under course schedule of the course syllabus. BEST PRACTICES 1. Electronics – use of electronics (phones, tablets, laptops) during class is not tolerated and will impact personal participation grade. Exception: tablets/laptops may be used for note taking, eBook access, and class activities (when required). 2. Punctuality – is expected. Tardiness and early departure will affect participation grades. 3. Reference materials – reading assignment for each class needs to be brought to class to be used during in-­‐class small group assignments utilizing the textbook or course packet. 4. Quizzes – deadline will only be extended due to severe illness documented by a physician’s excuse. 5. Absence – if class absence is unavoidable, it is recommended to obtain a copy of lecture notes from a classmate. 6. Due dates – assignment due dates are posted on Carmen. CARMEN ON-­‐LINE QUIZZES Online quizzes, via Carmen, will include material from course textbooks, course packet, and class discussions. Quizzes will focus on current readings but could include any preceding reading assignments and class discussions. Weekly quizzes will be posted by: Sales Management COURSE SYLLABUS, Ver. 6-­‐7-­‐15 2 BUSML7209 SALES FORCE MANAGEMENT Ÿ COURSE SYLLABUS Ÿ SUMMER 2015 •
Thursday, 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. GROUP ASSIGNMENTS Based on final class enrollment, each group will contain 4 students. Students may choose their own group on the first day of class. Groups will participate in in-­‐class problem solving, role-­‐
plays, course capstone case (Spectrum Brands). Groups will sit together during the entire term. Mandatory attendance is required on case date (July 28) and valued at 30% of total grade. EVALUATION Course grade is based on the following weights: 1. On-­‐line quizzes 2. Individual in-­‐class participation 40% (six quizzes) 30% (Grade comprised of individual value-­‐added during class and in-­‐class group exercises.) 3. Participation during case competition 30% (Includes in-­‐class case analysis of questions assigned at beginning of case session, (Spectrum Brands) July 28, 2015. NO FINAL EXAM Quizzes, group work, and in-­‐class exercises in lieu of a final exam. OSU Standard Grade Scheme to be used: 93 -­‐ 100 (A) 90 -­‐ 92.9 (A-­‐) 87 -­‐ 89.9 (B+) 83 -­‐ 86.9 (B) 80 -­‐ 82.9 (B-­‐) 77 -­‐ 79.9 (C+) 73 -­‐ 76.9 (C) 70 -­‐ 72.9 (C-­‐) 67 -­‐ 69.9 (D+) 60 -­‐ 66.9 (D) Below 60 (E) Sales Management COURSE SYLLABUS, Ver. 6-­‐7-­‐15 3 BUSML7209 SALES FORCE MANAGEMENT Ÿ COURSE SYLLABUS Ÿ SUMMER 2015 COURSE SCHEDULE WEEK DATE 1 TU 6-­‐16 1 2 TH – 6-­‐18 TU 6-­‐23 2 3 TH 6-­‐25 TU 6-­‐30 3 TH 7-­‐2 TOPIC Class introduction: review of course objectives, syllabus, and classroom best practices • Review rubrics for individual and case participation • Group sign-­‐up Part 1 – Strategic Planning (Reading assignment – due today) 1. CH 1 – Intro to Sales Management (Sales Management text) 2. Intro – Why Sales Eats First and if it Doesn’t Why it Should (Sales Eats First, p. xi) 3. Aspects of Sales Management (Course Packet) 4. Top 10 Practices of Sales Management (handout) Quiz #1 opens at Noon Part 2 – Sales Leadership (Reading assignment – due today) 1. CH 3, Leadership and the Sales Executive (Sales Management text) 2. CH 4, Ethics, the Law, and Sales Leadership (Sales Management text) 3. CH 1 – Lead from the Front (Sales Eats First) 4. CH 2 – Speak Clearly and Carry a Big Carrot (Sales Eats First) Quiz #2 opens at Noon Part 3 – Analyzing Customers and Markets (Reading assignment – due today) 1. CH 5, B2B Sales and Customer Relationship Management (Sales Management text) 2. CH 6, Leveraging Information Technologies (Sales Management text) 3. All Pain No Gain (Course Packet) 4. Case Study 2 – A CRM System for Dallas Pastries (Page 372, Sales Management text) 5. CH 3 – Advance the Science of Sales and the Art of the Customer Relationship – Part 1 (Sales Eats First) 6. CH 4 – Advance the Science of Sales and the Art of the Customer Relationship – Part 2 (Sales Eats First) Quiz #3 opens at Noon •
Sales Management COURSE SYLLABUS, Ver. 6-­‐7-­‐15 4 BUSML7209 SALES FORCE MANAGEMENT Ÿ COURSE SYLLABUS Ÿ SUMMER 2015 WEEK DATE 4 TU 7-­‐7 4 5 TH 7-­‐9 TU 7-­‐14 5 6 TH 7-­‐16 TU 7-­‐21 6 7 TH 7-­‐23 TU 7-­‐28 TOPIC Part 4 – Designing and Developing the Sales Force (Reading assignment – due today) 1. CH 7, Designing and Organizing the Sales Force (Sales Management text) 2. CH 8, Recruiting and Selecting the Right Salespeople (Sales Management text) 3. CH 9, Training and Developing the Sales Force (Sales Management text) 4. CH 5 – Make Loud Mistakes (Sales Eats First) Quiz #4 opens at Noon Part 5 – Process Management (Reading assignment – due today) 1. CH 11, Setting Goals and Managing the Sales Force’s Performance (Sales Management text) 2. CH 12, Motivating and Rewarding Sales People (Sales Management text) 3. A Radical Prescription for Sales (Course Packet) 4. Motivating Sales People: What Really Works (Course Packet) 5. How to Really Motivate Sales People (Course Packet) 6. CH 6 – Live the Mission (Sales Eats First) Quiz #5 opens at Noon Part 6 – Measurement, Analysis, and Knowledge Management (Reading assignment – due today) 1. CH 13, Turning Customer Information into Sales Knowledge (Sales Management text) 2. CH 14, Assessing the Performance of the Sales Force and the People Who Comprise It (Sales Management text) 3. CH 15, Transforming the Future: Cultural Forces (Sales Management text) 4. CH 7 – Sales-­‐Added Value: The New Model for Great Sales Organizations and Great Corporations (Sales Eats First) Quiz #6 opens at Noon Course capstone project – Spectrum Brands Case PHOTOGRAPHS Please submit a photograph, headshot only, via email to davidson.399@osu.edu. Photographs are due by Friday, June 19. 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, Ver. 6-­‐7-­‐15 5