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Date:
1.0
Course Title:
Sales Management
2.0
Catalog Number:
MR118T
3.0
Semester Credit Hours:
3.1 Lecture Hours:
3.2 Lab Hours:
3
3
0
4.0
Course Description: Includes training, forecasting, territory assignment, budgeting, staffing,
planning and evaluation in the study of managing salespersons in an organization. Students will
focus on management principles in solving sales and sales force problems. Students will use
case methods and the computer for problem solving and project completion.
5.0
Prerequisite: MR103T Principles of Selling
6.0
General Course Competencies:
1.
2.
3.
4.
5.
6.
7.0
Describe the sales manager’s responsibilities to consumers, salespersons
and company goals.
Describe the methods for sales forecasting and assigning people to sales
quotas and territories.
Develop a recruiting plan for salespersons.
Describe and develop a training plan for salespersons.
Describe the various means of evaluating the sales force.
Develop and lead a 30-minute sales meeting.
Major Units of Instruction:
Unit I: Learn and write about the different aspects of the sales management model.
Unit II: Describe the methods for sales forecasting and assigning people to sales quotas and
territories.
Unit III: Analysis the importance of evaluating sales performance by sales persons. Conduct an
evaluation of a sales person.
Unit IV: Analyze and develop a sales compensation plan for sales force.
Unit V: Conduct a 30-minute sales meeting.
Unit VI: Analyze and set up an interview session for hiring a new sales person.
Unit VII: Describe the importance of training new and experienced sales persons
8.0
Unit Objectives:
UNIT I
A.
Learn and write about the different aspects of the sales management model.
1.
Define the strategic role of personal selling.
2.
Read the text, and handouts on the design of a sales organization
and how to develop a sales force.
3.
Determine the effectiveness and performance of a sales force.
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4.
5.
Interview and write a 200-word summary of a sales manager’s job
description.
Discuss the emerging issues in sales management.
UNIT II
A.
Develop a sales plan for one week and one month. Develop a recruiting and
training plan for a sales force.
1.
Write out the various areas involved in sales force size.
2.
Describe three different methods for calculating sales force size.
3.
Read the different methods for calculating sales force size.
4.
List the steps in the territory design process.
5.
What are the important “people” considerations in sales force employment.
UNIT III
A.
Learn the language of sales forecasting and consumer research methodology.
1.
Write out the different types of forecasts used by sales managers.
2.
Analysis the importance of evaluating sales performance of sales persons.
Conduct an evaluation of a sales person.
3.
What is the importance of establishing selling budgets?
4.
Name the sources of consumer data.
5.
What is the difference between cognitive unstructured and structured research.
6.
Describe the steps in consumer research.
UNIT IV
A.
Analysis and develop a sales compensation plan for a sales force.
1.
Discuss the different types of forecasts used by sales managers.
2.
Describe the top-down and bottom-up forecasting approaches used by sales
managers.
3.
Describe how sales quotas are established, including the use of regression
procedures.
4.
Discuss the importance of the methods for establishing selling budgets.
UNIT V
A.
Conduct a 30-minute sales meeting.
1.
Using the knowledge of the text, class, and handouts develop a 30-minute
sales meeting.
UNIT VI
A.
Analysis and set up an interview session for hiring a new sales person.
1.
Explain the critical role of recruitment and selection in building
and maintaining a creative productive sales force.
2.
Discuss the ethical concerns of sales force recruitment and selection.
3.
Discuss the legal considerations in sales force recruitment and selection.
4.
Identify the key activities in planning and executing a program for sales force
recruitment and selection.
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9.0
Bibliography:
Sales Management, by Dalrymple, 7th edition, Wiley.
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