THE UNIVERSITY OF NORTH CAROLINA AT GREENSBORO Bryan School of Business and Economics Department of Marketing, Entrepreneurship, Hospitality and Tourism MKT 327.01 – Selling and Sales Management Instructor: Dr. Nicholas C. Williamson Class meeting times: 9:30 AM – 10:45 AM Office hours: 1:45 PM – 2:00 PM TR and by appointment Fall 2013 334-4533 CATALOG DESCRIPTION: Special topics in marketing with emphasis on sales management TEXT: Spiro, Rich & Stanton – Management of a Sales Force – 12th Edition GRADING: Mid-term I Mid-term II Final exam Oral presentations(2) Class participation TOTAL 27% 27% 27% 15% 4% 100% POLICY: No make-ups unless due to illness. In that case, a note from a physician or infirmary (on letterhead, with signature) is required before a make-up can be given. HONOR CODE: The Academic Honor Code will be adhered to. Violations will be dealt with accordingly. DATE ACTIVITY CASE(S) PRESENTED PRESENT TMS 8/20 8/27 8/29 9/3 9/5 9/10 9/12 9/17 9/19 9/24 9/26 10/1 10/3 10/8 10/10 10/17 10/22 Course intro. Chapter 1 Ch. 2 Ch. 3 Ch. 4 Ch. 5 Ch. 5 Ch. 6 Ch. 6 Mid-term exam I Ch. 7 Discuss exam Ch. 8 Ch. 9 Ch. 9 Ch. 10 Ch. 11 1-3 2-1 3-2; 3-3 4-3 5-1, 5-2 6-1, 6-3, 6-4 7-1, 7-2 8-1, 8-2, 8-3 9-1, 9-2, 9-3 10-2 - 1 2 3,4 5 6,7 8,9,10 11,12 13,14,15 1,2,3 4 - 2 10/24 10/29 10/31 11/5 11/7 11/12 11/14 11/19 11/21 11/26 Ch. 11 Ch. 12 Mid-term exam II Ch. 13 Discuss exam Ch. 14 Ch. 15 Ch. 15 Ch. 16 Ch. 17 FINAL EXAMINATION - TBA 11-1, 11-2, 11-3 12-2 13-1, 13-2 14-1 15-1 16-1, 16-2 17-3 5,6,7 8 9,10 11 12 13,14 15