BA 475 – Sales Management
Winter 2015
INSTRUCTOR: Judy Beebe
Office:
West House, Room 102
503-838-8799
beebej@wou.edu
www.wou.edu/~beebej
Office Hours: Monday and Wednesday 8:00 to 9:45
Tuesday and Thursday 9:30 to 10:45
or by appointment
TEXTBOOK:
Sales Management, Shaping Future Sales Leaders, 7nd Edition; Tanner,
Honeycutt & Erffmeyer; Wessex Press,
ISBN: E-book: 978-0-9897013-5-8
Soft cover: 978-0-9897013-5-8
Soft cover with E-book: 978-0-9897013-7-2
Hard cover with E-book: 978-0-9897013-6-5
COURSE PREREQUISITES:
none
COURSE OBJECTIVES:
This course covers concepts related to the management of personal selling. Upon
successful completion of this course the student will be able to understand the essential
principals and strategic planning for sales management. Students will learn the basics of
analyzing customers and markets as well as designing, developing, and managing the sales force
through leadership, goal setting and motivating salespeople. Lastly, students will learn to
measure and analyze sales and the performance of the sales force.
SUMMARY OF GRADING COMPONENTS:
Homework (11 @ 10)
Case Analyses (5 @ 20)
Quizzes (4 @ 10)
Tests (2 @ 100)
Total Required Points
110
100
40
200
450
points
points
points
points
points
Term grades will be computed on a percentage basis: A = 90%, B = 80%, C = 70%, D = 60%.
Plus and minus grades will be given when total points are within 2% of the break-off between
letter grades.
Incompletes will only be available if you have completed the first two tests and have a passing
grade at the time of the request. Extra Credit is not available.
DISCUSSION BOUNDARIES:
The classroom is a safe harbor where individuals can discuss topics without fear of retribution,
ridicule or attack. Each person will be treated with civility, courtesy and respect.
BA 475
Page 2
HOMEWORK:
There will be homework assignments for each chapter. Each of these assignments is worth 10
points. Homework must be completed individually. Late assignments will receive half credit.
CASE ANALYSES:
Students will need to complete five (5) case analyses during the term, each worth 20 points.
QUIZZES:
There will be five unannounced open book quizzes worth 10 points each. You will be held
accountable for the best four of the five grades. The quizzes will be at the beginning of class at
various times throughout the term, covering the chapter which we have just completed
reviewing.
TESTS:
Students will have two in-class exams. Students may use one page of hand-written notes (8 ½ x
11 both sides). No make-up exams will be given for unexcused absences. If you must miss an
exam, you must contact the instructor before the exam is given to obtain permission to sit for a
makeup exam. Failure to do this will result in a score of zero for the missed exam.
MOODLE:
Homework assignments, PowerPoint presentations, test reviews and other information are
available on Moodle. Links to relevant sites are also available on the instructor’s website:
www.wou.edu/~beebej.
ACADEMIC DISHONESTY POLICY:
The Division of Business and Economics adopted the Academic Dishonesty Policy (found on the
Division website). Students are expected to read the policy and bring any questions or concerns
to the attention of the instructor within the first week of class. This policy will be in effect and
enforced without exception for this class.
HOW TO SUCCEED IN THIS COURSE
To do well in this course, you must commit to becoming an “active learner” at each class
session. This requires that you come to class regularly and be well prepared to discuss assigned
readings and individual homework assignments. You must actively contribute to group and class
discussions of assigned materials. A strong effort will provide you with a solid foundation of
knowledge for taking the examinations. Attendance should be considered mandatory.
Students may benefit from assistance offered through the Tutoring Center (APSC 401), including
tutoring services and help with study and exam skills, and the Writing Center (APSC 301).
Any student who believes that she or he may need an accommodation for any type of disability
should contact the Office of Disability Services (838-8250v/tty) in APSC 405.
If the instructor determines your performance in this class is placing you at academic risk, you
may be referred to Jesse Poole, Western’s Student Success Specialist. Jesse will offer to work
with you to address issues and develop a student success strategy. Regardless of whether a
referral has or has not been made, you are ultimately responsible for tracking your own progress
in this course. If you would like to meet with Jesse regarding any academic struggles you are
experiencing, please contact the Academic Advising and Learning Center at 503-838-8428.