Texas A&M University-Texarkana MKT 465
Sales Management
http://www.tamut.edu/~bowen/courses/sls_mgmt/

Spring 2003

• FACULTY CONTACT INFO • MEETING TIME & PLACE • TEXTBOOK • COURSE INFO • COURSE OBJECTIVES • SCHEDULE • TERM PROJECT • ATTENDANCE • EVALUATION METHODS • GRADING SYSTEM •  
ANNOUNCEMENTS:
| As of 15 JAN 03. Check this space for additional materials. |

  1. FACULTY :

    Instructor : Dr. Robert S. Owen
    Office : 215 Academic Building
    Office phone : (903) 223-3010
    Department phone : (903) 223-3020 (Loretta Williams)
    Fax : (903) 223-3121
    Email : robert.owen@tamut.edu
    Web site : www.tamut.edu/~bowen/
    Office Hours : TWR 4:00-6:00 PM

  2. COURSE :

    1. Meeting Time and Place :
      Wednesday, 7:00-10:00 PM, 141N Academic Building

    2. Course Material :
      Required   
      Textbook :       		Dalrymple, Cron, & DeCarlo (2001), Sales Management
      (7th Edition).  John Wiley & Son.
      Other   
      Materials :       		Access to the World Wide Web is required.

    3. Course Objectives :
      This course focuses on the activities and problems of first line field sales managers.  Emphasis is balanced between theory (e.g., motivation)and skills building (e.g., territory routing).

    4. Major Topics :
      These are approximate dates. 

      Week 1
      15 JAN

       
      Week 2
      22 JAN

       
      Week 3
      29 JAN

       
      Week 4
      5 FEB

       
      Week 5
      12 FEB

       
      Week 6
      19 FEB

       
      Week 7
      26 FEB

       
      Week 8
      5 MAR
      • EXAM 1

       
      12 MAR
      • SPRING BREAK - no class

       
      Week 9
      19 MAR

       
      Week 10
      26 MAR

       
      Week 11
      2 APR

       
      Week 12
      9 APR

       
      Week 13
      16 APR
      • ethics - Ch. 6

       
      Week 14
      23 APR
      • EXAM 2

       
      Week 15
      30 APR

       

    5. Team Case Presentations :
      Students will work in teams to write a formal case report and to make a formal presentation.

    6. Attendance :
      Students are expected to attend and participate in all class sessions.  There will be no opportunity to make up missed quizzes.

    7. Evaluation Methods :
      Students will be evaluated on the basis of performance on two in-class exams (50%, individual), a team case report (15%) and presentation (10%), and several quizzes and homeworks (25%).

    8. Grading System :
      Final grades will be based on the following totals in points:

       A=540-600 points
       B=480-539
       C=420-479
       D=360-419
       E=000-359
      Where:
       150=Exam 1
       150=Exam 2
       150=Homework, Quiz totals
        90=Final Team Case Report
        60=Team Case Presentation
        600 TOTAL POINTS POSSIBLE