HiBu - Fakultet for økonomi og
samfunnsvitenskap
Bachelor i økonomi og
ledelse
Gjelder for studieåret
2013 – 2014
Side 1/2
MAR314
Sales Management and Selling
7,5 studiepoeng
Engelsk, Norsk
Bachelor i markedsføring
Bachelor i økonomi og ledelse
Vår
1. LEARNING OUTCOMES
The course is designed to provide students with an understanding of the processes involved in
personal selling and sales management. The course examines the elements that enable a salesforce
to be an effective component of an organization’s overall marketing strategy. The course will extend
students’ understanding of: the sales process, the relationship between sales and other organizational
functions, the various types of salesforce structures, customer relationship management (CRM), the
use of technology to improve salesforce effectiveness, and issues concerning recruiting, selecting,
training, motivating, compensating, and retaining salespeople.
Knowledge
Upon completion of the course, the students will be able to:
(1) demonstrate an understanding of the role that a salesforce plays in marketing strategies,
(2) describe the selling process,
(3) understand the factors that affect salesforce success,
(4) identify and explain the processes involved in recruiting, selecting, training, motivating,
compensating, and retaining salespeople.
Skills
Upon completion of the course, the students will be able to:
(1) design a sales presentation that is tailored to a potential buyer’s needs;
(2) identify factors that influence the success of a company’s salesforce;
(3) create a salesforce strategy that takes into account organizational strategies, salesperson
characteristics, structural relationships, product characteristics, and compensation/reward
systems;
(4) evaluate the success of a salesperson, based on individual objectives; and
(5) evaluate the success of a salesforce, based on salesforce objectives.
Competence
Upon competition of the course, students will be able to understand, design, and manage the role of
salespeople and salesforces in the marketing strategies of organizations.
2. CONTENT
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The importance of personal selling
The sales process
An overview of sales management tools
Strategic planning
Designing the sales organization
Forecasting future sales
Salesforce territory alignment
Developing salesforce objectives and quotas
Recruiting successful salespeople
Hiring successful salespeople
Creating and managing a sales training program
Motivating salespeople
Salesforce compensation
Leading the salesforce
Evaluating salespeople and the salesforce
Social, legal, and ethical issues salespeople face
Filnavn: Sales Management and
Sales 13-14.docx
Dato: 03.04.2013
Sign: LRL
HiBu - Fakultet for økonomi og
samfunnsvitenskap
Bachelor i økonomi og
ledelse
Gjelder for studieåret
2013 – 2014
Side 2/2
3. STUDY METHOD
The course uses a variety of learning strategies, including lectures, videos, class exercises, case
studies, and student presentations. Guest speakers and company visits may be used, when
appropriate. Students will be asked to evaluate key salesforce metrics, using basic statistics, to aid in
making salesforce decisions.
4. PRE-REQUISITES
None
5. CLASS PARTICIPATION
None
6. ASSESSMENT
Assignment
Sales Presentation: Mock Sales Call (Video and planning materials)
Salesforce Plan: Case Study (groups of 3-4 people)
Weight
40%
60%
The grades are described below.
Grade
A
Description
Excellent
B
Very good
C
Good
D
Satisfactory
E
Sufficient
F
Fail
Qualitative description of valuation criteria
An excellent performance, clearly outstanding. The candidate demonstrates
excellent judgment and a high degree of independent thinking.
A very good performance. The candidate demonstrates sound judgment and
a very good degree of independent thinking.
A good performance in most areas. The candidate demonstrates a
reasonable degree of judgment and independent thinking in the most
important areas.
A satisfactory performance, but with significant shortcomings. The candidate
demonstrates a limited degree of judgment and independent thinking.
A performance that meets the minimum criteria, but no more. The candidate
demonstrates a very limited degree of judgment and independent thinking.
A performance that does not meet the minimum academic criteria. The
candidate demonstrates an absence of both judgment and independent
thinking.
Exam aids
Basic calculator
Video capturing capability (e.g., webcam or digital camcorder)
Course literature and Internet
7. LITERATURE
This literature is subject to change.
Required Reading
Futrell, Charles (2001), Sales Management. (Available on Fronter for free.)
Optional Reading
Beckwith, Harry (1997), Selling the Invisible, New York, NY: Warner Books.
Lytle, Chris (2000), The Accidental |Salesperson, New York, NY: AMACON.
Obermayer, James (2007), Managing Sales Leads: Turning Cold Prospects into Hot Customers,
Mason, OH: Thomson.
Rogers, Beth (2007), Rethinking Sales management: A Strategic Guide for Practitioners, Hoboken,
NJ: John Wiley & Sons, Ltd.
Filnavn: Sales Management and
Sales 13-14.docx
Dato: 03.04.2013
Sign: LRL