MKTK 412-301
Sales Management
Founder’s Hall – Room
August 25 – October 17, 2014
Fall Semester 2014
Instructor: Ms. Kay Carey, BAAS, MBA/Marketing
Phone: 254.702.1290
Office: Founder’s Hall – Room 318H
E-mail Address: lcarey@tamuct.edu
Student Conferences: By Appointment
Class Location: Founder’s Hall
Department: Marketing and Management - TAMUCT College of Business
Administrative Assistant :
Christine Garza
Room 318 – Founder’s Hall
254-519-5437
UNILERT –
Emergency Warning System for Texas A&M University – Central Texas
UNILERT is an emergency notification service that gives Texas A&M University –
Central Texas the ability to communicate health and safety emergency information
quickly via email and text message. By enrolling in UNILERT, university officials can
quickly pass on safety-related information, regardless of your location. Please enroll
today at TAMUCT.org/UNILERT
1.0 Overview: Administration of an effective sales force, including strategy, planning,
recruiting, training, motivating, coordinating, leading, and directing sales forces at all
levels of marketing enterprises. Prerequisites: MKTG 301 (314).
2.0 Course Objectives:
Upon completion of this course student’s should be able to:















Define sales management
Discuss competencies required to be a successful manager
Describe the purpose of a sales force program and list its major elements
Describe four methods for setting opportunity priorities
Describe factors critical to gaining commitment to a relationship
Identify the different buying influences in the buying center
Describe the basic types of selling models
Explain the various ways by which sales forces can be organized
Discuss how to plan for recruiting and selection
Understand the benefits of sales force training
Explain what is meant by leadership
Explain why ethics are important
Discuss motivation and explain sales managers’ concerns with motivation
Explain the need to balance wages against company resources
Describe the criteria used to evaluate salespeople
3.0 Required Reading and Textbook(s):
Dalrymple’s Sales Management, William L. Corn, Thomas E. DeCarlo, John Wiley &
Sons, Inc., copyright 2009, ISBN 13:978-0470-16965-0.
Note: A student of this institution is not under any obligation to purchase a textbook
from a university-affiliated bookstore. The same textbook may also be available from
an independent retailer, including an online retailer.
4.0 Course Requirements
4.1 Reading Assignments:
Students will be required to read the text for this course. Specific
assignments will be given to meet the class needs.
4.2 Article Summaries: 20% or 200 points
Students will be required to summarize a sales management article,
which must be related to the materials in one or more of the chapters of the text.
Each summary should be 1.5 to 3 typed double-spaced pages, with a
cover page (APA format).
A copy of the article from a current (no more than one year
old) business periodical, journal or the Internet should be stapled to the
summary. Each student will be required to give a brief report on the
article. Articles are due and will be presented as assigned. A copy of the article,
article summary and a cover page will be provided to Ms. Carey before your
presentation.
4.3 Assignment Portfolio: 200 points
There are a total of 13 assignments to be turned in (see 6.0 for details) with each
assignment worth 15.4 points for a total of 200 points. These assignments must be
typed. The Key Term will be bold with the definition not bold and single spaced.
These chapter key terms will be organized in a 3-ring folder/binder with a simple
table of contents that allows instructor to sign off on each of the 13 assignments.
4.4 Examinations: 600 points
This course will have 3 examinations. Each exam is worth 200
points. These exams will be true/false/multiple choice and will be taken in class.
5.0 Grading Criteria
5.1 Grading Computations:
Students are evaluated on the following aspects:
Points Value:
Examinations 600
Assignment Portfolio 200
Article Review 200
Final Grade Total 100% 1000
5.2 Grading scale is:
Points
90 – 100
A 900 - 1000 = A
80 – 89
B 800 899 = B
70 – 79
C 700 - 799= C
60 – 69
D 600 - 699 = D
Below 60
F BELOW 600
6.0 Course Calendar
Caveat: Like all schedules, the following is TENTATIVE. As your instructor I reserve the
right to make changes as needed to this schedule. If changes are necessary, they will be
announced in class. It is your responsibility to learn of any changes announced in your
absence.
CLASS
DAY
DATE
ASSIGNMENT (due on date listed)
1
Tu
Aug 26
Introduction
2
Th
Aug 28
3
Tu
Sept 2
Ch. 1: Key Terms
Ch. 2 : Key Terms (pg. 55)
4
Thu
Sept 4
Ch. 3: Key Terms
5
Tu
Sept 9
Ch. 4 : Key Terms
6
Thu
Sept 11
7
Tu
Sept 16
Ch. 5: Key Terms
Ch. 6: Key Terms
8
Thu
Sept 18
Ch. 7: Key Terms
Ch. 8: Key Terms
9
Tu
Sept 23
Ch. 9: Key Terms
10
Thu
Sept 25
11
Tu
Sept 30
12
Thu
Oct 2
13
Tu
Oct 7
14
Thu
Oct 9
15
Tu
Oct 14
EXAM 1 CH. 1-4
EXAM 2 – Ch. 5 - 9
Ch. 10: Key Terms
Ch. 11: Key Terms
Library Day – Prepare Article Presentation
Ch. 12: Key Terms
Ch. 13: Key Terms
EXAM 3– Ch. 10 - 13
PRESENTATIONS
7.0 Drop Policy:
If you discover that you need to drop this class, you must go to the Records Office and
ask for the necessary paperwork. Professors cannot drop students; this is always the
responsibility of the student. The record’s office will provide a deadline for which the
form must be returned, completed and signed. Return the signed form to the records
office, wait 24 hours, go into Warrior Web and confirm that you are no longer enrolled.
If you are still enrolled, FOLLOW-UP with the records office immediately. You are to
attend class until the procedure is complete to avoid penalty for absence. Should you
miss the deadline or fail to follow the procedure, you will receive an F in the course.
8.0 Academic Honesty:
Texas A&M University - Central Texas expects all students to maintain high standards
of honor in personal and scholarly conduct. Any deviation from this expectation may
result in a minimum of a failing grade for the assignment and potentially a failing grade
for the course. All academic dishonesty concerns will be reported to the university's
Office of Student Conduct. Academic dishonesty includes, but is not limited to, cheating
on an examination or other academic work, plagiarism and improper citation of sources,
using another student's work, collusion, and the abuse of resource materials. When in
doubt on collaboration, citation, or any issue, please contact me before taking a course
of action. More information can be found at
http://www.tamuct.edu/departments/studentconduct/academicintegrity.php
9.0 Disability Support
At Texas A&M University – Central Texas, we value an inclusive learning environment where
every student has an equal chance to succeed and has the right to an education that is barrierfree. The Office of Disability Support and Access is responsible for ensuring that students with a
disability enjoy equal access to the University's programs, services and activities. Some aspects
of this course or the way the course is taught may present barriers to learning due to a
disability. If you feel this is the case, please contact Disability Support and Access at (254) 5015831 in Warrior Hall, Ste. 212. For more information, please visit their website
at www.tamuct.edu/departments/disabilitysupport/index.php. Any information you provide is
private and confidential and will be treated as such.
10. 0 Tutoring
Tutoring is available to all TAMUCT students, both on-campus and online. Subjects
tutored include Accounting, Finance, Statistics, Mathematics, and Writing. Tutors are
available at the Tutoring Center in Warrior Hall, Room 111. Visit
www.ct.tamus.edu/AcademicSupport and click "Tutoring Support" for tutor schedules
and contact info. If you have questions, need to schedule a tutoring session, or if you're
interested in becoming a tutor, contact Academic Support Programs at 254-501-5830 or
by emailing tutoring@ct.tamus.edu.
Chat live with a tutor 24/7 for almost any subject on your computer! Tutor.com is an
online tutoring platform that enables TAMU-CT students to log-in and receive FREE
online tutoring and writing support. This tool provides tutoring in Mathematics, Writing,
Career Writing, Chemistry, Physics, Biology, Spanish, Calculus, and Statistics. To
access Tutor.com, log into your Blackboard account and click "Online Tutoring."
11.0 Library Services
INFORMATION LITERACY focuses on research skills which prepare individuals to live
and work in an information-centered society. Librarians will work with students in the
development of critical reasoning, ethical use of information, and the appropriate use of
secondary research techniques. Help may include, yet is not limited to: exploration of
information resources such as library collections and services, identification of subject
databases and scholarly journals, and execution of effective search strategies. Library
Resources are outlined and accessed at.
http://www.tarleton.edu/centraltexas/departments/library/
12.0 What you can expect from me:
Return email within 24 hours except on Friday and the weekends.
I will be prepared for class, so I expect the same from you.
Respect and professionalism.