Marketing 3345-001
SALES AND DISTRIBUTION MANAGEMENT
Charles A. Besio, Jr.
Senior Lecturer
Fall 2015
2:00 – 3:20 p.m.
Tuesday/Thursday
Maguire Building
Room # 356
Course Materials
Course Casebook from Professor Besio
Choice of: Must Purchase New
“Now Discover Your Strengths”, Marcus Buckingham and Donald O Clifton, Ph.D., Free Press 2001
“Strengths Finder 2.0”, Tom Rath, Gallup Press 2007
Course Objectives
To successfully complete this course, each student is expected to:
1.
acquire knowledge about the concepts and practices in the selling and sales management
functions and relate how sales interacts with other marketing and non-marketing functions;
and
2.
develop an ability to apply academic concepts to business problems involving the management
of the sales function.
Note: Extensive studies at Stanford University conclude that Oral Persuasiveness, Social Boldness,
Self Confidence, Energy and Sociability are critical characteristics required to achieve success in
business. This is especially so in Sales and Sales Management. Improving these skills is a
subordinate objective of this course.
Your ability to achieve these objectives will be determined through:
1.
two written examinations;
2.
participation in a student group that will develop a video-taped role play exercise
3.
complete a field project interviewing sales people and sales managers culminating in a major
written group report and group oral presentations; and
4.
class participation.
2
Course Format
This course consists of three integrated formats. The first part consists of a combination of lectures on key
selling and sales management decisions and case analysis that describe classic sales management issues. As you
no doubt know by now, learning from cases depends on a thorough analysis of assigned cases and classroom
discussion. Therefore, each member of the class is encouraged to actively prepare for and participate in case
discussions.
The second part of this course consists of an opportunity to gain greater depth of understanding through a
field project. This project calls for contracting with a company of your choice to perform an analysis of selling
and sales management issues within specific company and industry. Included in this project will be an industry
and company background analysis and interviews with the first-line field sales manager and four sales people.
This project is designed to give you a better understanding of the sales position and issues associated with the
management of salespeople in a particular company and industry. Obviously, this will be most beneficial to
you if the industry and/or company is one in which you are seriously interested in pursuing employment after
graduation.
The third format is a student role-playing exercise. Groups will videotape the enactment and resolution of a
sales management problem. The purpose of these exercises is to give you the opportunity to think about how
you would handle an issue that is likely to arise when you become a sales manager. Sales training commonly
relies on role-playing and video taping of sales presentation. Furthermore, some researchers argue that these
vicarious learning techniques can be more effective than self-learning through direct selling experiences.
The class will be asked to form into groups of 4 people. These groups will work together on both the field
project and role-playing exercise. You should select group members with whom you can work closely and
share similar interest in terms of professional and personal development. Each member is expected to
contribute to the performance of the group and of the sponsoring company.
In summary, the attempt in this course is to blend theory with practice by discussing the components of selling
and sales management and seeing their implementation in the field. At the end of this semester, I hope that
you will have a thorough understanding of the selling function in a variety of settings. Most importantly, I
hope that you have a better understanding of the opportunities that exist for you in sales and sales
management.
(Professor Besio reserves the right to change this syllabus without notice.)
3
Assignments
The attached course schedule shows the topics to be discussed, reading assignments, cases and project
assignments to be discussed each session during the term. You are expected to have prepared a thorough
analysis of the case and role-play assignments and to have read assignments prior to the day cases are
discussed.
Case Analysis: Seven cases are scheduled for discussion throughout the semester. By now you should
understand that cases are of little personal value without significant preparation prior to class. You should
come prepared to discuss the issue in each case. To help you in your preparation, several questions are given in
your text for each case. Everyone should be prepared to answer these questions. You are encouraged to work
together with your group in preparing the case and for class. Groups will be selected to present their
recommendations on those issues.
Role Playing Exercise: Each group will videotape a role playing exercise in which the student examine and
provide a solution to a commonly experienced situation in sales and sales management. Each team is
responsible for a write–up of its role-play, which includes a script of the role-play. The videotape and the
written report are due at the beginning of the class one week prior to the scheduled presentation in class.
Further details on the Role Play are described in the back of your Case Book.
Field Project: The final report for this project is due on November 12th. Guidelines are available on the
scope and organization of the report in the back of your Case Book.. In addition to the written report, oral
presentations will be made by the groups on November 12th. The purpose of these reports is to both give you
the opportunity to further develop your group presentation skills and to provide you with a greater breadth of
information about selling environments by hearing the experiences of other groups. Each presentation will
take about 10 minutes. Your attendance is required.
Exams: There will be two exams spaced throughout the semester (October 15 and December 03). These
exams will test your understanding of the basic terminology and tools in selling and sales management as well
as your depth of understanding of important concepts discussed in class. In form the exams will consist of
some multiple choice questions, short answers and essays.
Participation: You are expected to come to class prepared. This means reading the assigned chapter
and/or cases prior to class and accessing the appropriate chapters' PowerPoint slides on the Web. The
PowerPoint slides used in class are available to you by accessing my Web site via:
http://www.cbesio.cox.smu.edu/mktg3345
Class participation counts 50 points towards your final grade. Your participation grade is impacted more by
the quality of your participation than the quantity of your participation. In other words, the mere quantity
of comments counts less than consistently thoughtful and informed comments. Regular attendance also
impacts your participation grade; if you are not in class, you lose the opportunity to participate in class
discussion that day. A class attendance sign-in sheet is circulated at the beginning of each class period. It is
your responsibility to make certain you have signed the attendance sheet.
It is important to be in class ON TIME. Late arrivals are disruptive to your fellow students and professor.
Additionally, walking in and out of class, once class has begun, is disruptive to everyone's learning
environment. These kinds of repeated disruptions will count against your participation grade.
(Professor Besio reserves the right to change this syllabus without notice.)
4
Grading
The purpose of grading is twofold. One is to evaluate your performance for purposes of the academic system.
The other (and more important) is to provide you with feedback on your ability to develop, utilize and share
your ideas and conclusions concerning the topics and situations covered in this course. Your grade for the
course will be based on the following:
Exams
Group Projects
Participation
Examination # 1 (Oct. 16)
Examination # 2 (Dec. 04)
WWYDs (4)
Cases (6)
Role Play
Field Project
Attendance and class discussion
Total points
100 Points
100 Points
40 Points
120 Points
50 Points
60 Points
50 Points
500 Points
Final letter grades will be determined by the following table:
A
AB+
B
BC+
C
C-
460-500
450-459
440-449
410-439
400-409
390-399
360-389
350-359
D+
D
DF
340-349
310-339
300-309
Below 300 total points
Professor Besio understands each student has an objective grade they would like to achieve. He will
discuss these objectives and their performance any time during the semester up to and including the
last day of class. After the last day of class he will not discuss grades except to inform students of any
grades not completed by the last day of class. There will be no exceptions to this policy.
Office Information
Office:
Phone:
E-Mail:
Hours:
316 Fincher Building
(214)717-1864 (Emergencies Only, Texting Permitted)
cbesio@smu.edu
By Appointment
(Professor Besio reserves the right to change this syllabus without notice.)
5
Course Requirements
Each student should carefully review the requirements below to ascertain whether he/she would be enrolled in
Sales Management at this time:
1.
Fundamentals of Marketing completed with passing grades.
2.
A strong interest in the field of marketing and some interest in Sales Management.
3.
A willingness to work with a group of peers for the mutual solution of a business problem. It is
important that each student understands that he/she will, in part, be evaluated by his/her peers
regarding performance in the development of the group projects. If you do not care to work in a
group with 4 students, or have a heavy course load, you might wish to reconsider taking Sales
Management at this time.
Disability Accommodations
Students who need academic accommodations for a disability must first contact Ms. Rebecca Marin,
Coordinator, Services for Students with Disabilities (214-768-4557) to verify the disability and establish for
accommodations. These students should then schedule and appointment with the professor to make
appropriate arrangements. (See University Policy No. 2.4)
Excused Absences for University Extracurricular Activities
Students participating in an officially sanctioned, scheduled University extracurricular activity should be given
the opportunity to make up class assignments or other graded assignments missed as a result of their
participation. It is the responsibility of the student to make arrangements with the instructor prior to any
missed scheduled examination or other missed assignment for making up the work. (University Undergraduate
Catalogue)
Religious Observance
Religiously observant students who wish to be absent on holidays that require missing class should notify their
professors in writing at the beginning of the semester, and should discuss with them, in advance, acceptable
ways of making up any work missed because of the absence. (See University Policy No. 1.9)
(Professor Besio reserves the right to change this syllabus without notice.)
6
SCHEDULE OF ASSIGNMENTS
Day/Date
PART I:
AUGUST
T
25
TH
27
Topics
Assignment
SELLING
Course Orientation and Handouts
Group Selection
Intro.ppt
Selling in the 21st Century
Ethics in Selling and Management
Sales Role in the CRM Era.ppt
Sales Force Ethics.ppt
SEPTEMBER
T
01
Sales Position: Sales Presentation
The Process of Selling
and Buying.ppt
TH
03
Major Account Management and Sales
Role Play: “Why Me Lord?” **
Building Acct Relationships.ppt
M
07
University Holiday – Labor Day
T
08
Sales Forecasting
Sales Forecasting.ppt
The Strategic Role of Information.ppt
Group Project Introduction
TH
10
Case: Haverwood Furniture, Inc. “A”
Casebook
Role Play: “Damage Control”**
PART II:
T
15
ORGANIZING AND BUILDING A SALES PROGRAM
Selling Organizations
Organizing the Modern
Sales Force.ppt
TH
17
Case: Haverwood Furniture, Inc. “B”
Role Play: “An Offer I Couldn’t Refuse” **
T
22
Territory Development
WWYD #1
TH
24
Territory Exercise**
Role Play: “Strike Three”
T
29
Recruiting and Selection
Territory Design.ppt
Sales Force Recruitment
& Selection.ppt
Personal Characteristics and Sales
Apptitude.ppt
(Professor Besio reserves the right to change this syllabus without notice.)
7
SCHEDULE OF ASSIGNMENTS
Day/Date
OCTOBER
TH
01
Resume Exercise **
PART III:
T
06
LEADING AND CONTROLLING THE SALES FORCE
Training
Sales Training.ppt
TH
Case: CUTCO Corporation
Exam #1 Review
08
Topics
Assignments
Prepare: Resume Rankings
Case Book
(Fall Break - October 12-13, 2015)
TH
15
Exam #1
T
20
Leadership
WWYD #2
Leadership.ppt
TH
22
Skills Exercise
Role Play: “The Greatest Product
Since Sliced Bread” **
Complete Skills Test
T
27
Motivation
Motivation.ppt
TH
29
Role Play: “This is Going to
Cost Me My Job” **
NOVEMBER
T
03
TH
05
Compensation
WWYD #3
Case: Wentworth Industrial Cleaning
Supplies
Compensation.ppt
Case Book
T
10
Salesperson Evaluation
and Performance Standards
Sales Force Evaluation.ppt
TH
12
Field Projects Due
Role Play: “I Know These Sales
Figures Stink” **
Prepare 10 minute presentation
T
17
Distribution Management
Channels.ppt
TH
19
Case: Pyramid Door, Inc
Casebook
T
24
Logistics Management
WWYD #4
Logistics.ppt
(Professor Besio reserves the right to change this syllabus without notice.)
8
SCHEDULE OF ASSIGNMENTS
Day/Date
NOVEMBER
Topics
Assignments
(Thanksgiving Holiday November 26 – 27, 2015)
DECEMBER
T
01
TH
03
Case: Crafton Industries, Inc.
Review Exam II
Casebook
Exam # II
** Hand-outs you will receive in class.
During the semester guest speakers may visit your class. Attendance at Guest Speaker presentations is
mandatory and absence will affect your grade in class participation.
(Professor Besio reserves the right to change this syllabus without notice.)
9
Appendix A
Group Project Guidelines
1.
Each group will be made up of four students. You are free to choose your own group and submit
their names to me the first night of class.
2.
The group will be responsible for finding a sponsoring company for the field projects. The following
guidelines are to be used in finding a sponsoring company:
a.
b.
c.
d.
3.
At least four salespeople who are available for interviews.
Each salesperson sells multiple product lines.
Salespeople sell to other businesses, either end-users (e.g., IBM, XEROX, etc.) or channels of
distribution (e.g., P & G, Colgate, etc.).
There must be at least one salesperson with whom you can spend a half day observing an
actual sales call(s).
Project reports must be typed and turned in on the date specified in the syllabus. Project reports will
not be accepted late and the group will receive a zero for the project.
(Professor Besio reserves the right to change this syllabus without notice.)