SYLLABUS

Text: Sales Management, 6^th Ed., Dalrymple and Cron, Wiley Press.

Course Description: A study of the activities and problems of first-line field sales managers. Topics include organizing the sales force, recruiting, training, personal selling, compensation and motivation of the sales force, forecasting, territory design, evaluation, and control of the sales force.

Prerequisites: MKT 3050 and 3060 (were 305 and 306)

Course Objective: To provide you with the needed tools to supervise a sales force.

Communication: This syllabus and other documents of interest are on my home page at http://www.valdosta.edu/~campbell. You may contact me at my office (Pound #317) or at

245-2237 (O),
245-7936 (H),
245-2234 (Department secretary),
245-2248 (Fax), and
campbell@valdosta.edu (e-mail).

Consultations: You do not need an appointment if you meet me during my scheduled office hours:

Tuesdays and Thursdays at 1215-1300 and 1930-2000 and
Mondays and Wednesdays at 2100-2130.

(Note the 24-hour clock. Almost all of the rest of the world uses it for train/plane schedules, and the like. You should know how to use it, too.) If you want an appointment for other some time or place, talk to me in class, catch me at my office (Pound Hall #317) or call me at my home. Don't hesitate to call my home (Honest, I don't mind; the reason I give you my home number is so you can call it!) or my office to make an appointment, tell me you won't be in class, or discuss a problem. If you think you may have a problem, come see me. If you know you have a problem, it is probably too late.

Teaching Methods: We will use traditional lectures, your live and video presentations, cases, and guest lectures.

Class Preparation: You will be expected to have studied the text material scheduled for that class; not "read" but "studied." Class discussions are intended to amplify, clarify, extend, and "flesh out" those topics, not teach them.

Special Needs: If you have a handicap or special needs you should make an appointment with the Office of Special Services at 245-2498. That office makes sure VSU complies with the Americans with Disabilities Act.

Class Attendance: Each class session is a business meeting; you and I have a series of appointments. You may expect me to be there and be on time. I expect the same of you.

Notify me ahead of time if you will not able to attend or be on time. Notification can be given to our departmental secretary, my home, or me (in person, by phone, or by e-mail). (See the Consultation section for phone numbers.) There is no penalty for lateness or for absence if you notify me before the absence or tardiness. If you fail to notify me a priori, you will get a score of zero for whatever we do that day. On the other hand, I shall attempt to notify you if I shall be absent or late. In any case, you are responsible for everything covered in each class whether you are present or not. Coordinate with one or two colleagues to make sure that you have access to notes, handouts, and other information provided during missed periods.

You are expected to be here and to contribute. A large number of tardies/absences, then, are not acceptable. Should the situation warrant it, we will have to change the "no penalty" attendance policy. I hope not.

Tests: We will have mid-term and final exams. I am still working on their formats. Probably they will be multiple choice.

Most of the tests I have ever given at VSU were put on reserve at Odum Library. Unfortunately, this is my first time teaching this new course so they won’t do you any good.

Missed Tests: A missed test will be graded as a zero and there shall be no make-up tests. We can work something out if you coordinate with me before you miss a test, probably by having you take the test early.

Quizzes: Expect quizzes often, usually at the beginning of every class session. I don't like the darn things either (I have to grade and keep track of them!), but they help students to retain daily focus and motivation. They also help me to check on areas that I may not have covered adequately. Each beginning-period quiz will cover material from the prior class or from the current session. Quizzes may also be administered at the end of class to as a review device for the material covered that period.

Written Submissions: You will have two cases to analyze and write about. Your work will be graded in two dimensions, the quality of your analysis and the quality of your writing.

1. Each paper should be not more than eight pages, not including exhibits, tables, etc.
2. Use 1" margins on all sides, number each page except the first, and use Word print size 10 or its equivalent.
3. Left justify only.
4. Do not use a cover sheet.
5. Put your name only on the back of the last page where it may be typed or hand printed.
6. See the separate Editing Notes handout for some writing tips. This handout can also be used as a checklist for errors.
7. Staple the package together. Do not put it in a folder or cover.

Student Cooperation: I will make every effort to return your quizzes and tests as quickly as possible but will not bring them to class a second time. Make arrangements with one or more of your colleagues to take notes and collect handouts, quizzes, etc. for you in your absence.

Cooperative Education: For jobs in college that lead to careers in your major, contact Cooperative Education at 333-7172, through VSU's home page, or at www.valdosta.edu/vsu/dept/staff/coop.

Grading:

First Case               15 points
Second Case           20
Midterm Exam        15
Final Exam              15
Sales Presentation    20
Class Participation   15
TOTAL                  100 points

Schedule:

DATE     CHAPTER                                   CASES AND OTHER MATTERS

8/19       Introduction and Case Method
8/24       1
8/26                                                           Case: Arapahoe Phar. (Notes 1 and 2)
8/31       2
9/2                                                             Case: BSI
9/7         3
9/9                                                            Case: Royal Corporation
9/14      4
9/16                                                          Case: Centrust
9/21      5
9/23                                                         Case: Hanover-Bates Chemical
9/28     6
9/30                                                         Case: Texxon Oil. Submit Arapahoe (Note 3)
10/5                                                          MID-TERM EXAM
10/7     7                                                    Mid-term is 10/9
10/12                                                        Case: Mead Products
10/14   8
10/19                                                       Case: Shanendoah Industries (B)
10/21   9
10/26                                                       Case: Fortress Electrical Tape
10/28  10                                                 Turn in video script. (Note 3)
11/2                                                         Case: Westinghouse Electric
11/4    11
11/9                                                         Case: D. F. Hardware Company
11/11  12
11/16                                                      Case: First Nat. Turn in video. (Note 3)
11/18  13                                                 Turn in Mead Products (Note 3)
11/30                                                      Case: General Electric Appliances
12/2   14
12/7                                                        Case: Power & Motion Industrial
12/9   15                                                 Case: Practical Parties
12/11          FINAL EXAM; 2130-2330

1. I will not write letters of reference anyone not a registered voter unless, of course, that person is not an American citizen or is a convicted felon.
2. We shall use the 24-hour clock: 9AM = 0900, noon = 1200, 1:30PM = 1330, etc. Class starts at 2130 and gets out at 2245.