Sales Management

Curriculum guideline

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Course
MARK 5410
Discontinued
No
Course code
MARK 5410
Descriptive
Sales Management
Department
Marketing
Faculty
Commerce & Business Administration
Credits
3.00
Start date
End term
201330
PLAR
No
Semester length
15 Weeks
Max class size
30
Contact hours
Lecture: 2 Hours Seminar: 2 Hours Total: 4 Hours
Learning activities

Instruction will consist of lectures, guest speakers, videos and case studies.  Students are required to undertake external research including interviews with sales managers and to present their work using professional presentation techniques.  Their major project will be to develop a comprehensive sales force plan.  Team activities are an integral part of the course.

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. 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. justify 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%

                                       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 5120 and MARK 5150