Marketing 436Sales ManagementFall 2010Instructor• Charles M. Futrell, Ph.D. Marketing DepartmentE-mail: [email protected]: http://people.tamu.edu/~c-futrell (979) 845-5889201 L WehnerOffice Hours: TTh 12:45 to 2:00 p.m. and by appointment. E-mailing to set an appointment is best.Required Textbooks- Charles M. Futrell, Sales Management: Teamwork, Leadership, and Technology, sixth edition, free, print off Chapters 1, 3-4, 7-13 on our web site. You can purchase an updated “Ethics” on-line.- Og Mandino, The Greatest Salesman in the World Part II: The End of the Story, BantamBooks, 1988, paperback.- Charles M. Futrell, Chapter 3, “Ethics First….Then Customer Relationships,” fromFundamentals of Selling: Customers for Life Through Service. You can purchase on-lineas an ebook chapter.Course Objectives and OutcomesThis course is structured to present you with the "basic" principles and practices of salesmanagement. You will see that sales managers wear many hats; and in a way, a sales managerneeds to be a "jack-of-all-trades." Sales managers are planners, strategists, tacticians, organizers,forecasters, personnel specialists, trainers, communicators, motivators, leaders, data analysts,salespeople, employees, bosses, decision-makers, and often spouses and parents. The specificfunctions and activities you will study include:• Application of the Golden Rule to business and sales.• Developing the strategy needed to reach sales goals.• Understanding the roles and activities of each sales job.• Examining the markets.• Properly designing and organizing sales forces around markets.• Planning sales efforts.• Staffing the personnel needs of the sales force.• Training sales personnel.• Directing people's efforts through effective motivation, compensation, and leadership.• Analyzing and evaluating sales efforts.Rather than viewing sales management as a combination of separate functions and activities (suchas staffing, training, and motivating), we will view these functions and activities as havingsymbiotic relationships with each other. For example, training can motivate people. All functionsand activities will be viewed as dynamic processes, composed of numerous interrelated parts, allaimed at helping the organization reach its sales objectives. Other course outcomes will includeyour learning how to: (1.) be a recruiter as part of a panel interview, (2.) score behavioralinterview questions, and (3.) prepare for being interviewed in a behavioral panel interviewsession.Course Comments or ConcernsSee Dr. Rajan, Head—Department of Marketing, 220C Wehner.When To Attend LabWhen labs meet, you do not attend lecture. Your "Tentative Schedule" shows the dates you attendlabs. The ‘class tentative schedule’ maybe changed depending upon the size of the class.. Labsare held in Wehner 157 A-F small rooms.Section 501-502: lecture 9:35 to 10:50; lab Tuesday or Thursday 9:35 p.m. to 10:50 p.m.Section 503-504: lecture 11:10 to 12:25, lab Thursday 11:10 p.m. to 12:25 p.m.PrerequisitesMarketing 321—the introductory marketing course must be taken before taking this course.TestsMultiple-choice and at times short essay questions will be the main format used to test yourknowledge of all materials associated with the course--such as the text, lectures, videos andpossible outside guest discussions. You may only review a test up to one week after receivingyour grade.Make-Up TestMake-up tests are allowed only if you have a University excused absence. You receive a zerograde if you miss a test for any other reason.If you have to go out of town for a job interview you are excused for tests only. Homework may be turned in before you leave town, or you may have a classmate turn in theassignment for you.Assignment Format2All work must be typed. You must have a cover page. On the cover page type: (1) your name (2)ID number (3) Marketing 436 (4) Section number (5) date assignment is due and (6) title ofassignment. If you do not have a cover page with the above information stapled to your work,the assignment will not be graded, and you will receive a "zero." Please excuse this policy,but in a class of this size, hundreds of assignments will be graded during the course.Some assignments will be completed during class. If you come to class after the assignment hasbeen completed, you may not complete or makeup the assignment.The Aggie Honor Code Must Accompany Each Assignment--Signed and Stapled to the BackThe last page of any assignment turned in must contain the following:On my honor, as an Aggie, I have neither given nor received unauthorized aid on thisacademic work.____________________________________ ___________________________________ Print Your Name Your SignatureNo grade will be given on an assignment unless your Aggie Honor Code is signed and stapled to the back of your assignment.+R DVDYou will need one +R DVD for your recorded lab role-play as an applicant for a sales position.The recording equipment will only use a +R DVD.Final GradeFinal grades are based upon the Official University policy. There will be no curve. A 79.9average, for example, equals a "C." Your final course grade will be determined by dividing yourtotal points earned -- including bonus points -- by the course's total points. 1000 Points – Two tests from the Futrell book and other materials. 500 Point – Final.20 Points – Chapter 11 pop test.250 Points – Applicant.25 Points – Recruiter. +50 Points – Greatest Salesman test 1,845 Total points+50, 75, 100Point Optional Shadow Bonus project.3Your course average will be calculated as: (your total points) /--max. points for course) = (yourcourse grade).Bonus grades may be available to you throughout the course. Earning bonus points does notchange the course's maximum point value. It is like receiving extra points on a test or winning asales contest. Professor Futrell On Line! http://futrell-www.tamu.eduAll grades will be posted on Professor Futrell's WEB site.E-Mail--You Need It! [email protected] will be informed of class activities, grades, etc. by e-mail. If you do not have an e-mail