Department: Business Studies
Discipline: Business/Management
Subject Code: MKTG
Course #: 204
Course Title: Sales Management
HARRISBURG AREA COMMUNITY COLLEGE
FORM 335
Course Form 335 must be updated at least every five years per AP 765 to include, at a
minimum, the following elements. [§335.2]
1.
Digital Description [§335.2]:
Credit hours:
Lecture hours:
Lab hours:
3.0
3.0
0.0
Approved Online/Blended Face-to-Face Instruction Ratios:
[__] 25/75% [__] 33/67% [X] 50/50% [__] 67/33% [__] 75/25%
(Note: The first number indicates the percentage of online instruction. The second number indicates the percentage of inclass instruction.)
2.
Maximum Enrollment (Insert new/revised maximum enrollments below):
In-Class Instruction: 25
Lab Instruction:
(It is assumed that maximum enrollments for blended courses are the same as those identified for In-Class instruction.
Maximum enrollments for Virtual Learning courses are to be 75% of In-Class instruction, as per the SGP on Maximum
Class Size)
3.
4.
Catalog Description [§335.2]:
Management of the selling function, including forecasting, organization of the sales
force, recruiting, selection, training, compensation, retention and territory
management.
Minimum Grade Required
Prerequisites:
MKTG 212
C
Corequisites:
Other:
5.
Learning Outcomes
[These outcomes are necessary to enable students to attain the essential
knowledge and skills embodied in the program’s educational objectives.]
Upon completion of this course the student should be able to:
 Identify the steps in the personal selling process
 Identify the key responsibilities and the functions of an effective sales
manager
 Research and describe some of the recent developments in the sales
management field
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Department: Business Studies
Discipline: Business/Management
Subject Code: MKTG
Course #: 204
Course Title: Sales Management


Investigate career opportunities in the field of sales
Identify the skills that sales people should possess in order to select
appropriate candidates
 Design training, using coaching techniques, and evaluate the performance of
a sales professional
 Explain the importance of teamwork and individual accountability in
planning, setting and achieving targets including accurate sales forecasting
 Design a sales department compensation structure that aligns sales
performance with sales quotas and goals
 Discuss ethical dilemmas for sales managers
 Create motivation techniques to develop and build a sales team
 Organize and run a motivational, results oriented sales team meeting
6.
Planned Sequence of Learning Activities
[These must be designed to help students achieve the learning outcomes.]
Chapter 1: The Field of Sales Force Management
Chapter 2: Strategic Sales Force Management
Chapter 3: Personal Selling Process
Chapter 4: Sales Force Organization
Chapter 5: Profiling and Recruiting Salespeople
Chapter 6: Selecting and Hiring Applicants
Chapter 7: Developing, Delivering, and Reinforcing a Sales Training Program
Chapter 8: Motivating a Sales Force
Chapter 9: Sales Force Compensation
Chapter 10: Sales Force Quotas & Expenses
Chapter 11: Leadership of a Sales Force
Chapter 12: Sales Forecasting and Developing Budgets
Chapter 13: Sales Territories
Chapter 14: Analysis of Sales Volume
Chapter 15: Marketing Cost and Profitability Analysis
Chapter 16: Evaluating a Salesperson's Performance
Chapter 17: Ethical and Legal Responsibilities of Sales Managers
7.
Assessment of Student Learning
[Methods of assessment should be appropriate for Learning Outcomes listed above.]
Assessment of student learning outcomes for the course, as required by AP 765, is
part of regular curriculum maintenance and/or improvement. The specific plan has
been determined by the pertinent faculty involved and is maintained in the
College’s assessment management system.
All Marketing 204 students are required to complete a combination of
assignments and/or exams that measure the learning objectives. The
assignments can be written work or oral presentations and may include items
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Department: Business Studies
Discipline: Business/Management
Subject Code: MKTG
Course #: 204
Course Title: Sales Management
such as research on the sales industry and employment opportunities, roleplaying employment interviews and employee evaluations, as well as
conducting mock sales meetings and coaching sessions.
8.
List of Texts, References, Selected Library Resources or other Learning
Materials (code each item based on instructional use): C-Lecture/Laboratory, ALecture, B-Laboratory, LC-Lecture/Clinical, CLN-Clinical, I-Online,
BL-Blended, D-Independent Study, P-Private Lessons, E-Internship,
F-Cooperative Work-Study, FE-Field Experience. [These resources must be easily
accessible to students.]
Management of a Sales Force, 12th Edition, Spiro Stanton, Rich, Irwin McGrawHill Publishers.
Case studies and current articles from various professional publications.
9.
Prepared by Faculty Member:
Diane Mauro
Date: 10/12/10
10.
Approved by Department Chairperson: Michelle Myers
Date: 10/20/10
11.
Approved by Academic Division Dean: Cheryl L. Batdorf
Date: 12/1/10
This course meets all reimbursement requirements of Chapter 335,
subchapters A / B.
This course was developed, approved, and offered in accordance with the
policies, standards, guidelines, and practices established by the College. It is
consistent with the college mission.
If the course described here is a transfer course, it is comparable to similar
courses generally accepted for transfer to accredited four-year colleges and
universities.
12.
Director, Curriculum Compliance: Catherine A. Lencioni
Date: 12/8/10
13.
Provost & VP, Academic Affairs: Cynthia A. Doherty
Date: 12/8/10
14.
Original Date of course approval by the college: 198930
15.
Date(s) of subsequent reviews:
05/17/00
12/01/01
10/29/03
07/09/07
09/17/10 (Type of Instruction; Updated Book, Learning Outcomes, added Assessment of Student Learning, and Planned
Sequence of Learning Activities)
05/19/15 – Added new blended format & approved maximum enrollment - nb
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