UNIVERSITY OF SOUTHERN CALIFORNIA
Marshall School of Business Administration
Marketing 415
Sales Force Management
Spring, 2006
M and W, Noon to 1:50 a.m.
BRI 8
Office Hours: By appointment
Dr. Gary L. Frazier
The Richard and Jarda Hurd
Professor of Distribution
Management
Office: 215E Accounting Building
Office phone: (213) 740-5032
e-mail: frazier@marshall.usc.edu
Course Materials
1. William Moncrief and Shannon Shipp (1997), Sales Management, Addison-Wesley.
2. Tom Hopkins (1982), How to Master the Art of Selling, Warner Books.
3. Course packet of channel cases.
Course Objectives
1. Help you to grasp the major principles of personal selling, sales force
management, and channel management;
2. Assist your problem solving skills relating to these critical topics; and
3. Discuss current and future issues of importance.
Course Format
Each of you will play an important role in achieving the course objectives. Your
hard work and active participation in our class discussions will contribute to the learning
that takes place in the classroom. My role is as a facilitator of your learning.
Performance Appraisal
% of grade
1. Exam on personal selling
25%
2. Exam on sales force management
25%
3. 3 cases on channel management (you can write up 5 cases)
30%
4. Class participation
20%
Class Participation
I evaluate the value of your participation after every class on a scale from 0 to 3. Your
grade is based on your contribution to student understanding and learning about channel
management.
Course Outline
Date
Topic
Assignment (if any)
Jan. 9
Overview of the class
Jan. 11
Marketing, types of selling, and
sales management
Jan. 16
Martin Luther King’s Birthday
Jan. 18
The end customer
Text, Chapter 1
Text, Chapter 7
Case: Keep It Clean
Purchasing role play
Jan. 23
Personal selling
Text, Chapter 5
Personal selling
role play, p 181
Hopkins, chapters
1 and 2
Jan. 25
Personal selling
Hopkins, chapters
3 to 6
Jan. 30
Personal selling
Hopkins, chapters
7 to 10
2
Feb. 1
Personal selling
Hopkins, chapters
11 to 14
Feb. 6
Gary Salvato and Lindsey Levine, Phillip Morris
Feb. 8
Personal selling
Feb. 13
1st Exam, Personal Selling
Feb. 15
Sales organization,
supervision, and deployment
Hopkins, chapters
15 to 22
Text, Chapters 6, 8, and 9
Case: Bank Score
Sales organization role
play
Feb. 20
President’s Day
Feb. 22
Planning, recruiting, and
selecting
Text, Chapter 10
Case: Robicheaux
Interviewing role play
Feb. 27
Training of the sales force
Text, Chapter 11
Case: Harbaush
Electronics
Training role play
Mar. 1
Evaluation, compensation,
and incentives
Text, Chapters 13 and 14
Case: Pruitt Cannery
Compensation role play
3
Mar. 6
Motivating the sales force
Text, Chapter 12
Case: Xenos
Motivation role play
Mar. 8
Sanah Chung, Smith Barney
Mar. 13
and
Mar. 15
Spring Break
Mar. 20
Randy Putnam and JimAngone, Crest Steel
Mar. 22
The Manager’s Workshop
Mar. 27
The Manager’s Workshop
Mar. 29
Second Exam, Sales Force Management
Apr. 3
Case: Callaway Golf
Apr. 5
Case: Vans
Apr. 10
Case: Sony AIBO
Apr. 12
Case: HP Imaging Systems
Apr. 17
Case: Aqualisa Quartz
Apr. 19
Case: MontGras
Apr. 24
Case: Ford Motor Company
4
Apr. 26
Wrap Up
5