Texas A&M University-Texarkana MKT 465
Sales Management


Spring 2006

  1. FACULTY :

    Instructor : Dr. Robert S. Owen
    Office : 215 Academic Building
    Office phone : (903) 223-3010
    Department phone : (903) 223-3021 (Loretta Williams)
    Fax : (903) 223-3121
    Email : robert(dot)owen(at)tamut(dot)edu
    Web site : www.tamut.edu/~bowen/
    Office Hours : MWR 8:50-10:50

  2. COURSE :

    1. Meeting Time and Place :
      Tuesday, Thursday 11:00-12:15; Akin 130

    2. Course Material :
      Required    Textbook : Dalrymple, Cron, & DeCarlo (2004), Sales Management (9th Edition), John Wiley & Son, ISBN 0-471-23060-X.
      Other    Materials : Access to the Internet is required.

    3. Catalog Description :
      "Policies, operation, coordination, and control of marketing activities, with special emphasis on the selection and direction of sales personnel."

    4. 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., personal selling, territory routing).  Throughout this course, students should be able to demonstrate:
      • knowledge and understanding of sales management issues and theory
      • skills in applying procedures such as territory design, routing, and forecasting
      • skills associated with the personal selling process

    5. Major Topics :
      These are approximate dates.  Links to course notes are currently inaccessible from campus; click on "proxy" to view the text of the notes (graphics missing) when on campus.

      Week 1
      17, 19 JAN


      Week 2
      24, 26 JAN


      Week 3
      31 Jan, 2 FEB


      Week 4
      7, 9 FEB


      Week 5
      14, 16 FEB


      Week 6
      21, 23 FEB
        EXAM 1 - personal selling project
        • MUST be completed some time between Monday, 20 FEB and Friday, 24 FEB
        • work on Murphy case (due next week)


      Week 7
      28 FEB, 2 MAR


      6-10 MAR
        SPRING BREAK - no class


      Week 8
      14, 16 MAR


      Week 9
      21, 23 MAR
        EXAM 2
        in class, combination multiple choice, short essays, and problems


      Week 10
      28, 30 MAR


      Week 11
      4, 6 APR


      Week 12
      11, 13 APR


      Week 13
      18, 20 APR


      Week 14
      25, 27 APR
        Catch up, review


      Week 15
      2, 4 MAY
        EXAM 3
        in class, combination multiple choice, short essays, and problems


    6. Attendance :
      Students are expected to attend and participate in all class sessions.  Exams will be based in large part on issues discussed in class.  There will be no opportunity to make up missed quizzes.

      Since the Personal Selling Project (Exam 1) is based substantially on in-class role play, it is imperative that students be in all classes to prepare for this individual oral exam.  Any student who misses more than three scheduled class hours prior to the start of this project WILL BE DROPPED FROM THE COURSE, since performance is based on the in-class experience.  This includes even the first class session.

    7. Personal Selling Project (Exam 1) :
      You will be making a ten minute sales call on your instructor in his office during the window assigned to this project.  As part of the assignment, you must make an appointment for the sales call by telephone.  Appointments are scheduled at twenty minute intervals.  Your sales call will be stopped at ten minutes, finished or not, to allow enough time for scoring before any other appointments that the instructor has.

      Note that your "product" need not be a tangible good.  You may, for instance, attempt to obtain a signature on a petition or a donation to a worthy cause.  Grading will be based on your attempt to properly qualify this prospect, to obtain an appointment, to uncover a problem, to demonstrate a solution, to attempt a close if appropriate, and to obtain referrals if appropriate.  You can earn an "A" without making a sale, and your can do very poorly if you attempt to push a close when it is not appropriate.  It is appropriate to close on, say, a donation to a worthy cause within five minutes with enough additional time to obtain referrals; you probably should not attempt to obtain anything other than agreement to a follow-up appointment and a few referrals if you are promoting a complicated financial service.  (Would agreement to a second, longer appointment be the  sale  in the latter example?)  "Creativity" is not a factor in this assignment.  It is not appropriate to offer product samples and none will be accepted.

      We will cover the specifics of the requirements for grading and will do ample role playing in class for you to get a good feel for how to practice for your final performance.  See the project score sheet for more insight.  Note that a canned presentation is guaranteed to receive a low or failing mark because it does not match the requirements of a needs-based sales encounter; just because a canned pitch appeared to work in selling overpriced cutlery or personal care products to a family member does not mean that industrial customers or I will exhibit the same pity in handing a sale to you. 

      Although a five-line letter, a 45-second phone contact, and a five or eight minute sales encounter might not seem like much, be sure that you take this assignment very seriously.  Even the short telephone contact will require substantial practice, and I will hang up on you just like "real people" if you do not structure your call appropriately.  "Real people" are busy and will cut off an introductory sales encounter if you overstay your limited welcome, just as I will.  You cannot possibly go on to gain a sale, obtain a follow-up appointment, obtain referrals, or get a second chance if this happens in the real world; likewise it is difficult to obtain a passing grade if you cannot complete all of the components of the assignment in the time allotted to you.  In sales jargon, don't wing it!

      You should "forget" that this prospect is your instructor, but you otherwise will not be role playing during this encounter: you must qualify your instructor as a real-live person and choose a suitable product based on what you know or can reasonably assume about this prospect.  What have you noticed in looking around his office?  What might some other referrals (friends, relatives, and acquaintances) know about him?  Might his employer or professional organizations have any information about him (e.g., Web postings)?  Remember the advice attributed to Abe Lincoln: if you have six hours to cut down a tree, spend the first four sharpening your axe.

    8. Evaluation Methods :
      Students will be evaluated on the basis of performance on two in-class exams (50%), an oral exam (personal selling project, 25%), and several quizzes and homeworks (25%).  Each of nine quizzes and homeworks are worth 15 points, with the last fifteen points given by the professor at the end of the course as an assessment of perceived effort throughout the course.

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

       A=540-600 points
       150=Exam 1 (personal selling project)
       150=Exam 2
       150=Exam 3
       150=Homework, Quiz, Effort totals

    10. University Academic Honesty Statement :

      "Academic honesty is expected of students enrolled in this course.  Cheating on examinations, unauthorized collaboration, falsification of research data, plagiarism, and copying or undocumented use of materials from any source constitute academic dishonesty and may be grounds for a grade of 'F' in the course and/or disciplinary action.  For additional information see the university rules."