UNIVERSITY OF CINCINNATI - CLERMONT
COURSE SYLLABUS AND SCHEDULE OUTLINE FOR
PERSONAL SELLING & SALES MANAGEMENT (34-MKTG-171-001)
SPRING QUARTER 2008
MWF 12:00P – 12:50P
EDUCATIONAL SERVICES BUILDING ROOM 125
Instructor Information
Instructor:
Office:
Phone:
E-Mail:
Website:
Office Hours:
Dr. Jeff Bauer, Associate Professor of Management and Marketing
Snyder Building 252F
Office: 732-5257 24-HR Voicemail
Fax: 732-5304
Division Office: 732-5255
Jeff.Bauer@UC.Edu
http://www.ucclermont.edu/~bauerj
M and F 11:00A – 12:00Noon, W 11:00A – 12:00Noon in the Learning
Center, M 1:00P – 2:00P. Other times by appointment.
Required Text(s)
Relationship Selling and Sales Management, Johnston, Mark W., Marshall, Greg W.
McGraw Hill/Irwin, 2nd Edition 2008. ISBN: 9780073529813.
Course Description
The fundamentals of personal selling, customer relationship management, job analysis
and specification; the process of selecting, training, compensating, and supervising
salespeople; discussion of the problems and methods; and the organization and
administration of sales departments, and territories.
Course Objectives
1. Understand the role of personal selling and sales management to the firm's overall
marketing strategy.
2. Know the different types of sales jobs, the selling activities that exist and the steps in
the selling process.
3. Understand the issues in relationship management and their impact on organizing to
serve national and key accounts.
4. Learn the importance of the sales forecast to the overall planning process.
5. Know the factors affecting sales force size and the techniques for determining sales
force size.
6. Know the relationship between types of selling and personal and psychological
characteristics.
7. Understand the procedures a sales manager or a company can follow in order to
attract the kind of people who will be successful as sales representatives.
8. Understand the objectives of sales training, and incentive and compensation systems.
Course Requirements and Evaluation
Reading Assignments: The student is expected to read all assignments prior to the class
in which they will be discussed. He/she should be ready to participate in class
discussions and activities.
Individual Application Assignments: There will be five (5) application assignments
during the term. Application assignments are designed to provide the student the
opportunity to demonstrate competence with the material though application of the
concepts presented in class. Assignments will come from the textbook and outside
sources and will be assigned throughout the term.
Case Analyses: Students will be assigned to a group. Each group will complete five (5)
case analyses during the quarter. Some cases will be assigned and completed in class.
Some cases will require additional work outside the classroom. Detailed information
about the expectations for the case analyses will be provided during the term.
Exams: There will be two (2) exams during the quarter. Exam formats will be true-false,
fill-in-the-blank, multiple choice, and short essay. Exams will be given as indicted on the
Course Schedule.
Grading:
The final grade will be determined as follows:
Midterm Exam (Chapters 1 -6)
Final Exam (Chapters 7, 8, 10, 13, & 14)
Application Assignments (5 @ 20 Points)
Case Analyses (5 @ 20 points each)
Total Points
100 points
100 points
100 points
100 points
400 points
The numerical average will be calculated by dividing total points by 4.
GENERAL COURSE POLICIES
Attendance and Make-Up Work
Attendance is a requirement of the course. If for some reason you cannot attend a class, please let
me know by using one of the phone numbers (or other means) listed above.
Assignments
Any assignments are due at the beginning of the class period as indicated on the Course Schedule.
Late assignments will be reduced at least one letter grade per class day at the discretion of the
instructor.
Cell Phones, Pagers, etc.
Consider this class to be a call-free, beep-free, vibrate mode-free zone of silence.
Make-Up Exams
Make-up exams will be given at the discretion of the instructor. The student must notify the
instructor of the absence before the exam begins. If proper notification is given, a make-up exam
will be administered which may be significantly more challenging than the examination given on
the scheduled date.
Cheating and Plagiarism
The policy as stated in the University of Cincinnati Student Handbook will be strictly enforced.
A copy of the Student Handbook is available in the Student Development Office.
Withdrawals
The current withdrawal policy of Clermont College will apply. The withdrawal policy for this
term is available in the Registration Office.
ADA
Students with Disabilities: The policy of the University of Cincinnati Clermont College requires
students to self-identify and provide proper documentation to the Academic Director of Disability
Services, Student Services Building for appropriate academic assistance.
Grading Scale
The following plus/minus grading system will apply:
92 - 100% = A 91 - 89% = A- 88 - 87% = B+ 86 - 82% = B
78 – 77% = C+ 76 – 72% = C
71 – 69% = C-
81 - 79% = B-
68 – 67% = D+ 66 – 62% = D
61 – 59% = D - 58% and Under = F
Note: The course schedule and procedures are tentative and subject to change depending
upon the progress of the class.
COURSE SCHEDULE OUTLINE – PERSONAL SELLING & SALES
MANAGEMENT
Week of
03/31
Chapter One – Introduction to Relationship Selling
Chapter Two – Understanding Sellers and Buyers
04/07
Chapter Two – Understanding Sellers and Buyers (Continued)
Chapter Three – Value Creation in Buyer-Seller Relationships
Case Analysis One Due Friday 4/11
04/14
Chapter Three – Value Creation in Buyer-Seller Relationships (Continued)
Chapter Four – Ethical and Legal Issues in Relationship Selling
Case Analysis Two Due Friday 4/18
04/21
Chapter Five – Using Information in Prospecting and Sales Call Planning
Chapter Six – Communicating the Sales Message
04/28
Chapter Six – Communicating the Sales Message (Continued)
Midterm Exam (Chapters 1 - 6)
05/05
Chapter Seven – Negotiating for Win-Win Solutions
Case Analysis Three Due Friday 5/09
05/12
Chapter Eight – Closing the Sale and Follow-Up
05/19
Chapter Ten – Salesperson Performance: Behavior, Motivation, and Role
Perceptions
Case Analysis Four Due Friday 5/23
05/28
Chapter Thirteen – Salesperson Compensation and Incentives
06/02
Chapter Fourteen – Evaluating Salesperson Performance
Review for Final Exam
Case Analysis Five Due Wednesday 6/4
Final Exam – Tuesday, June 10th from 12:00P – 2:00P (Chapters 7, 8, 10, 13, & 14)