Curriculum Guideline

Sales Management

Effective Date:
Course
Discontinued
No
Course Code
MARK 4410
Descriptive
Sales Management
Department
Marketing
Faculty
Commerce & Business Administration
Credits
3.00
Start Date
End Term
Not Specified
PLAR
Yes
Semester Length
15 Weeks X 4 Hours per Week = 60 Hours
Max Class Size
35
Contact Hours
Lecture: 2 Hours Seminar: 2 Hours Total: 4 Hours
Method Of Instruction
Lecture
Seminar
Methods Of Instruction

Instruction will consist of lectures, videos and case studies.  Students are required to present their work using professional presentation techniques, and to develop a comprehensive sales force plan.

Course Description
This is a comprehensive course in sales management principles and methods featuring allocation of priorities to the company's sales objectives and responsibilities; formulation of sales policy; tasks of planning, organizing, staffing and controlling the work of the field sales force. Understanding the human dynamic in managing salespeople and discussing some of the opportunities and challenges that sales managers face in their day-to-day work. Discussing the role of sales management in the broader corporate environment and the career opportunities that are available working in the sales and sales management functions. The course also reinforces the need for sales managers to display strong ethical behaviour with customers and employees alike.
Course Content
  1. The field of sales management and its role in the corporation.
  2. Functions of sales management.
  3. The skills required to properly select salespeople and to deal with those that are not performing as expected.
  4. Techniques for the proper training and motivation of the sales force.
  5. Understanding the strengths and weaknesses of various types of compensation plans and expense policies for the sales force.
  6. Proper supervision and management of sales force.
  7. Maintaining morale and instilling the right types of motivation for sales force.
  8. The design of sales territories and routings.
  9. Understanding the various techniques for sales forecasting and establishing quotas.
  10. Learning some of the methods of conducting proper sales analysis.
  11. Effective evaluation methods for providing positive feedback to the sales force performance.
  12. Understanding the realities of sales management in terms of managing ambiguity as well as conflicting directions within an organization.
Learning Outcomes

At the end of the course, the successful student should be able to:

  1. explain the basic principles of sales management;
  2. demonstrate an understanding of the role of the sales force as a part of the marketing mix;
  3. apply in a competent manner sales management tools such as sales forecasting, sales compensation methods, sales budgeting, sales reports, routings, quotas, sales analysis, and evaluation of performance by means of a team project that creates a sales force plan.
  4. understand the role of the function of sales management in the corporate structure.
Means of Assessment
Quizzes  20%
Cases  20%
Midterm examination       25%
Project  25%
Participation  10%
Total 100%

STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.

Textbook Materials

Textbooks and Materials to be Purchased by Students

Stanton, W. J., Spiro et al.  Management of the Sales Force, Latest Ed.  McGraw Hill or equivalent text.

Prerequisites

MARK 1120 and MARK 2150 and (CMNS 1115 or any English UT course)

OR MARK 1120 AND MARK 2150 AND currently active in one of the following:

Post-Degree Diploma in Marketing or
Post-Degree Diploma in Sales

OR MARK 1120 AND currently active in one of the following:

Post-Degree Diploma in Hospitality Marketing or
Post Baccalaureate Diploma in Hospitality Services Management