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Sales Management
Tuesday 6pm-10pm
SOM 2.804
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.
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:
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.
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 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
Session VI – April 18
A. Exam 2