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MKT 6231 Section 555

Sales Management
Tuesday 6pm-10pm
SOM 2.804

Instructor – Doug Ferber, Adjunct Professor


c/o Star Media Group, Inc.
5080 Spectrum Drive
Suite 609 East
Addison, TX 75001
972/458-9300
dferber@starmediagroup.com
Office hours: Tuesday 5:30am-6:00pm, 10:00pm-10:30pm and by appointment (SOM 3.620).

Textbook
Churchill/Ford/Walker Sales Force Management by Johnston & Marshall, 8 th Edition (SFM)

Cases Articles
Optical Distortion Salesmanship as Partnership
Arrow Electronics The Salesman Saga
Puritan Drug Co. The Quest For Customer Focus
Siebel Systems The High Impact Salesforce
Hewlett Packard
The Jamestown Company

Video
References to and analogies involving these five feature length films may be made
throughout the semester in classroom lecture and discussion. Viewing these films is not
required but will help you to better understand the concepts we will cover. All are available
for rental or purchase at local video stores.
Glen Gary/Glen Ross
Death Of A Salesman
Tin Men
Patton
The Big Kahuana

Course Format
This course consists of three integrated formats. The first is lecture and discussion on key
selling and sales management decisions. The second is analysis of cases and articles that
describe classic sales management issues. As you no doubt know by now, learning from
cases depends on a thorough analysis of assigned cases and classroom discussion.
Therefore, each member of the class is encouraged to actively prepare for and participate in
class discussions…your final grade will depend in part on the degree to which you prepare
for class and participate in class discussions. The third format will be guest speaker(s), time
permitting.
Course Objectives
Acquire knowledge about the concepts and practices in the selling and sales process. To
successfully complete this course, each student is expected to:
1. Relate how Sales interacts with other Marketing and business functions; and
2. Develop an ability to apply academic concepts to business problems involving
the management of the sales function.

Your ability to achieve these objectives will be determined through:


1. Two written examinations
2. Development of a case analysis including a written report; and
3. Class participation

Grade Distribution
The purpose of grading is two-fold. One is to evaluate your performance for the purposes
of the academic system. The other (and perhaps more important) is to provide you with
feedback on your ability to develop, utilize, and share your ideas and conclusions concerning
the topics covered in this course. Your course grade will be based on the following:

1) Written Case Analysis 20% 100 points


2) Exam 1 30% 150 points
3) Exam 2 40% 200 points
4) Attendance/Participation/Case summaries 10% 50 points
Total 100% 500 points

Total Points Grade


450-500 A
400-449 B
350-399 C
300-349 D
below 349 F

I understand that each student has a grade objective that he or she would like to achieve. I
will be happy to discuss your objectives whenever you like and review your performance
during the two weeks following each graded assignment or exam. After this period all grades
are final. There will be no exceptions to this policy.

1) Written Case Analysis (100 points)


Each student will be assigned to a case and will prepare a 10-page (maximum) document
(inclusive of tables/graphs) defending their opinion of what is right/wrong with the
activities and performance of the sales organization described in the case, as well as
suggestions as to what the given company should implement, if anything, to correct its
problems. The student will take on the role of the company’s management. Attention must
be paid to quantitative evidence/issues, as well as qualitative aspects of the case.

2) Exam 1 (150 points)


This two-hour essay and short answer exam will test on the material covered in the first
three sessions. Be prepared to formulate a quantitative analysis as part of your responses to
the essay questions.
3) Exam 2 (200 points)
You will have the entire class period to complete this comprehensive exam that will include a
choice of essay and short answer questions.

4)Attendance/Participation/Case Summaries (50 points)


We have eight sessions to cover a lot of material and administer two exams. Attendance at
each session for the entire session is mandatory. Class participation will affect your final
grade. You cannot participate if you do not attend class. Students are expected to come to
class prepared. This means reading and preparing to discuss the assigned chapter(s) and
case(s) and article(s) prior to class. You must prepare and hand in a one-page summary of
each case that is scheduled to be discussed in class. These case summaries will also count
toward your final grade. Class discussion is essential. I may call on students randomly to get
a lecture or case discussion jump-started.

5)Honor Code
My policy is to follow the honor code guidelines outlined in the UT-Dallas code of ethics.
Please read them if you haven’t already done so.
Course Outline

Session I – March 14

A. Introduction
B. Review syllabus/course/expectations
C. SFM Chapters 1 & 2
D. In-Class Case Analysis (Optical Distortion)
E. Distribution of Case Assignments

Session II – March 21

A. SFM Chapter 3
B. Article: The Quest For Customer Focus
C. Case 1 (Hewlett-Packard: Computer Systems Organization)

Session III – March 28

A. SFM Chapters 4 & 5


B. Case 2 (Puritan Drug Company)
C. Article: Salesmanship As Partnership
D. Exam 1 review

Session IV – April 4

A. Exam 1
B. SFM Chapters 6 & 7
C. Article: The High Impact salesforce
D. Case 3 (The Jamestown Company)

Session V – April 11

A. SFM Chapters 8 & 9


B. Case 4 (Arrow Electronics)

Session VI – April 18

A. SFM Chapters 10 & 11


B. Case 5 (Siebel Systems)

Session VII – April 25

A. SFM Chapters 12 & 13


B. Exam 2 Review

Session VIII – May 2

A. Exam 2

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