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Registration for the Fall 2019 semester begins June 25.  Watch your email for more details.

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Sales Management

Course Code: MARK 4410
Faculty: Commerce & Business Administration
Department: Marketing
Credits: 3.0
Semester: 15 Weeks X 4 Hours per Week = 60 Hours
Learning Format: Lecture, Seminar
Typically Offered: TBD. Contact Department Chair for more info.
course overview

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.

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.

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.

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.

course 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

curriculum guidelines

Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester/year of the course, consider the previous version as the applicable version.

course schedule and availability
course transferability

Below shows how this course and its credits transfer within the BC transfer system. 

A course is considered university-transferable (UT) if it transfers to at least one of the five research universities in British Columbia: University of British Columbia; University of British Columbia-Okanagan; Simon Fraser University; University of Victoria; and the University of Northern British Columbia.

For more information on transfer visit the BC Transfer Guide and BCCAT websites.

assessments

If your course prerequisites indicate that you need an assessment, please see our Assessment page for more information.