THE UNIVERSITY OF NORTH CAROLINA AT GREENSBORO
Bryan School of Business and Economics
Department of Marketing, Entrepreneurship, Hospitality & Tourism
MKT 327.01 – Selling and Sales Management
Instructor: Dr. Nicholas C. Williamson
Class meeting times: 9:30 AM – 10:45 AM TR
Office hours: 1:45 PM – 2:00 PM TR and by appointment
Spring 2014
334-4533
Room 105
CATALOG DESCRIPTION: Special problems in marketing with emphasis in 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
1/14
1/16
1/21
1/23
1/28
1/30
2/4
2/6
2/11
2/13
2/18
2/20
2/25
2/27
3/4
3/6
3/18
Course intro.
Chapter 1
Ch. 2
Ch. 3
Ch. 4
Ch. 5
Ch. 5
Ch. 6
Ch. 6
Mid-term exam
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
3/20
3/25
3/27
4/1
4/3
4/8
4/10
4/15
4/17
4/22
4/24
4/29
Ch. 11
Ch. 12
Mid-term exam – II
Catch up
Ch. 13
Discuss exam
Ch. 14
Ch. 15
Ch. 15
Ch. 16
Ch. 17
Catch up
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
-