- FACULTY :
| Instructor :
Dr. Robert S. Owen
| Office :
215 Academic Building
| Office phone :
| Department phone :
(903) 223-3020 (Loretta Williams)
| Fax :
| Email :
| Web site :
| Office Hours :
TWR 4:00-6:00 PM
- COURSE :
- Meeting Time and Place :
Wednesday, 7:00-10:00 PM, 141N Academic Building
- Course Material :
Dalrymple, Cron, & DeCarlo (2001),
John Wiley & Son.
Access to the World Wide Web is required.
- 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).
- Major Topics :
These are approximate dates.
- Team Case Presentations :
Students will work in teams to write a formal case report and to
make a formal presentation.
- Attendance :
Students are expected to attend and participate in all class sessions.
There will be no opportunity to make up missed quizzes.
- 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%).
- Grading System :
Final grades will be based on the following totals in points:
150=Homework, Quiz totals
90=Final Team Case Report
60=Team Case Presentation
600 TOTAL POINTS POSSIBLE