UNIVERSITY OF CINCINNATI - CLERMONT
COURSE SYLLABUS AND SCHEDULE OUTLINE FOR
PERSONAL SELLING & SALES MANAGEMENT (34-MKTG-171-001)
SPRING QUARTER 2008
MWF12:00P – 12:50P
EDUCATIONAL SERVICES BUILDING ROOM 125
Instructor Information
Instructor:Dr. Jeff Bauer, Associate Professor of Management and Marketing
Office:SnyderBuilding 252F
Phone:Office: 732-5257 24-HR Voicemail
Fax: 732-5304
Division Office: 732-5255
E-Mail:
Website:
Office Hours: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, 2ndEdition 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
- Understand the role of personal selling and sales management to the firm's overall marketing strategy.
- Know the different types of sales jobs, the selling activities that exist and the steps in the selling process.
- Understand the issues in relationship management and their impact on organizing to serve national and key accounts.
- Learn the importance of the sales forecast to the overall planning process.
- Know the factors affecting sales force size and the techniques for determining sales force size.
- Know the relationship between types of selling and personal and psychological characteristics.
- 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.
- 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)100 points
Final Exam (Chapters 7, 8, 10, 13, 14)100 points
Application Assignments (5 @ 20 Points)100 points
Case Analyses (5 @ 20 points each)100 points
Total Points400 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 ClermontCollege 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, StudentServicesBuilding 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 81 - 79% = B-
78 – 77% = C+ 76 – 72% = C 71 – 69% = C- 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
03/31Chapter One –Introduction to Relationship Selling
Chapter Two – Understanding Sellers and Buyers
04/07Chapter Two –Understanding Sellers and Buyers (Continued)
Chapter Three – Value Creation in Buyer-Seller Relationships
Case Analysis One Due Friday 4/11
04/14Chapter Three – Value Creation in Buyer-Seller Relationships (Continued)
Chapter Four – Ethical and Legal Issues in Relationship Selling
Case Analysis Two Due Friday 4/18
04/21Chapter Five –Using Information in Prospecting and Sales Call Planning
Chapter Six –Communicating the Sales Message
04/28Chapter Six – Communicating the Sales Message (Continued)
Midterm Exam (Chapters 1 -6)
05/05Chapter Seven – Negotiating for Win-Win Solutions
Case Analysis Three Due Friday 5/09
05/12Chapter Eight – Closing the Sale and Follow-Up
05/19Chapter Ten – Salesperson Performance: Behavior, Motivation, and Role Perceptions
Case Analysis Four Due Friday 5/23
05/28Chapter Thirteen – Salesperson Compensation and Incentives
06/02Chapter Fourteen – Evaluating Salesperson Performance
Review for Final Exam
Case Analysis Five Due Wednesday 6/4
Final Exam – Tuesday, June 10th from12:00P – 2:00P (Chapters7, 8, 10, 13, & 14)