Students
MKTG307 – Sales Management
2013 – S1 Evening
General Information
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| Unit convenor and teaching staff |
Unit convenor and teaching staff
Lecturer in Charge
Stephen Erichsen
Contact via stephen.erichsen@mq.edu.au
Thursdays 430-600pm
Unit Convenor
Scott Koslow
Contact via scott.koslow@mq.edu.au
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|---|---|
| Credit points |
Credit points
3
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| Prerequisites |
Prerequisites
(STAT122 or STAT170 or STAT171 or PSY122) and 6cp at 200 level including (MKTG202 or MKTG203 or MKTG204 or MKTG208 or MKTG210 or MKTG213 or BBA203 or BBA213)
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| Corequisites |
Corequisites
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| Co-badged status |
Co-badged status
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| Unit description |
Unit description
This unit involves organising and planning the company's overall selling efforts and integrating these efforts with other elements of the firm's marketing strategy. It also includes the selecting of appropriate sales personnel, and designing and implementing policies and procedures that will direct their efforts towards the firm's desired objectives. The final part of the unit involves developing procedures for monitoring and evaluating sales force performance so that adjustments can be made to either the sales program or its implementation.
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Important Academic Dates
Information about important academic dates including deadlines for withdrawing from units are available at https://www.mq.edu.au/study/calendar-of-dates
Learning Outcomes
On successful completion of this unit, you will be able to:
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To gain an insight into the various sales methodologies that an organisation may employ.
- To review the role of the account manager/salesperson.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Assessment Tasks
| Name | Weighting | Due |
|---|---|---|
| Case Study | 15% | Week 5 |
| Individual Assignment | 25% | Week 8 |
| Group Assignment | 20% | Week 12 |
| Final Exam | 40% | University Exam Period |
Case Study
Due: Week 5
Weighting: 15%
On successful completion you will be able to:
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Individual Assignment
Due: Week 8
Weighting: 25%
Your assignment must be submitted to Turnitin; details will be provided with the Assignment Topic.
No extensions will be granted. Late tasks will be accepted up to 72 hours after the submission deadline. There will be a deduction of 20% of the total available marks made from the total awarded mark for each 24 hour period or part thereof that the submission is late (for example, 25 hours late in submission – 40% penalty). This penalty does not apply for cases in which an application for special consideration is made and approved.
On successful completion you will be able to:
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
- To gain an insight into the various sales methodologies that an organisation may employ.
- To analyse the sales team structure and how to build, train and manage that team.
Group Assignment
Due: Week 12
Weighting: 20%
Students will be organised into syndicate teams. This is a group exercise – all members of the group are expected to contribute actively and substantially. Some members of the group may provide more input in the research area whereas others may do more of the actual written presentation. The group will be required to acknowledge that all group members have given quality time to the project. Your groups will be organised in class. The topics will be distributed in class in Week 6 – your responses and presentations will be required in your tutorial in Week 12. Your assignment must be submitted to Turnitin; details will be provided with the Assignment Topic.
No extensions will be granted. Students who have not submitted the task prior to the deadline will be awarded a mark of 0 for the task, except for cases in which an application for special consideration is made and approved.
On successful completion you will be able to:
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To gain an insight into the various sales methodologies that an organisation may employ.
- To review the role of the account manager/salesperson.
- To review the tools used to motivate and compensate sales teams.
Final Exam
Due: University Exam Period
Weighting: 40%
A 2 Hour final examination will be provided. The format of the exam is likely to include a combination of Multiple Choice Questions, Short Answer Questions and Extended Answer Questionsand will be focused on the concepts presented in the text and the lectures.
On successful completion you will be able to:
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To review the role of the account manager/salesperson.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Delivery and Resources
Classes
Lectures will be held on Monday evening from 6.00pm to 8.00pm on the dates listed herein. All students will attend their lecture and the tutorial they are enrolled in on a weekly basis. Delivery of this course will include a combination of powerpoint slides, videos, class discussions, brief field exercises and guest speakers.
Required and Recommended texts and/or materials
Required Text: Sales Management – Shaping Future Sales Leaders
Tanner, Honeycutt, Erffmeyer 2009 Pearson
Available at the Co-op Bookshop. You will need to purchase or have access to the text throughout the semester:
Unit web page
We will use the iLearn system for provision and exchange of information during the semester. http://ilearn.mq.edu.au All class material will be posted on the specific subject page on Ilearn.
Additional Technology
No specific technolgy is required, however submitted work must use recent versions of Microsoft Office products such as Word and PowerPoint.
Unit Schedule
Semester 1, 2013 Lecture Schedule
|
Week |
Week Commencing
|
Lecture Topic |
Required Reading |
Tutorial Activity |
|
1 |
25 February |
Introduction to Sales Management |
Chapter 1
|
No tutorial |
|
2 |
4 March |
Sales Functions Leadership |
Chapters 2 & 3
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Structure, Expectations and Group Allocation Case Study allocated |
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3 |
11 March |
Ethics Personal Assignment Allocated |
Chapter 4 |
Leadership Styles and Successes |
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4 |
18 March |
B2B & CRM Leveraging IT |
Chapters 5 & 6
|
Negotiation Skills 1 Role Plays |
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5 |
25 March |
Designing the Sales Force Recruitment
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Chapters 7 & 8
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Negotiation Skills 2 Role Plays Case Study Report due |
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6 |
1 April |
Easter Monday – No lecture Group Assignment allocated on iLearn |
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Assignment Reviews |
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7 |
8 April |
Sales Training Supervising & Managing
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Chapters 9 & 10 |
Industry Reviews for Group Assignment |
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Semester Break |
||||
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8 |
30 April |
Goal Setting & Performance
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Chapter 11
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Analysis of Individual Assignments Personal Assignment due |
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9 |
7 May |
Motivation & Rewards |
Chapter12 |
Motivation at different career stages |
|
10 |
14 May |
Customer Information
|
Chapter 13 |
Question based selling |
|
11 |
21 May |
Evaluating Sales Performance |
Chapter 14
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Remuneration Analysis Group Assignment due |
|
12 |
28 May |
Cultural Forces |
Chapter 15
|
Group Presentations |
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13 |
4 June |
Course Review & Exam Prep |
|
Group Presentations |
Policies and Procedures
Macquarie University policies and procedures are accessible from Policy Central. Students should be aware of the following policies in particular with regard to Learning and Teaching:
Academic Honesty Policy http://www.mq.edu.au/policy/docs/academic_honesty/policy.html
Assessment Policy http://www.mq.edu.au/policy/docs/assessment/policy.html
Grading Policy http://www.mq.edu.au/policy/docs/grading/policy.html
Grade Appeal Policy http://www.mq.edu.au/policy/docs/gradeappeal/policy.html
Grievance Management Policy http://mq.edu.au/policy/docs/grievance_management/policy.html
Special Consideration Policy http://www.mq.edu.au/policy/docs/special_consideration/policy.html
In addition, a number of other policies can be found in the Learning and Teaching Category of Policy Central.
Student Support
Macquarie University provides a range of Academic Student Support Services. Details of these services can be accessed at: http://students.mq.edu.au/support/
UniWISE provides:
- Online learning resources and academic skills workshops http://www.students.mq.edu.au/support/learning_skills/
- Personal assistance with your learning & study related questions.
- The Learning Help Desk is located in the Library foyer (level 2).
- Online and on-campus orientation events run by Mentors@Macquarie.
Student Services and Support
Students with a disability are encouraged to contact the Disability Service who can provide appropriate help with any issues that arise during their studies.
Student Enquiries
Details of these services can be accessed at http://www.student.mq.edu.au/ses/.
IT Help
If you wish to receive IT help, we would be glad to assist you at http://informatics.mq.edu.au/help/.
When using the university's IT, you must adhere to the Acceptable Use Policy. The policy applies to all who connect to the MQ network including students and it outlines what can be done.
Graduate Capabilities
Discipline Specific Knowledge and Skills
Our graduates will take with them the intellectual development, depth and breadth of knowledge, scholarly understanding, and specific subject content in their chosen fields to make them competent and confident in their subject or profession. They will be able to demonstrate, where relevant, professional technical competence and meet professional standards. They will be able to articulate the structure of knowledge of their discipline, be able to adapt discipline-specific knowledge to novel situations, and be able to contribute from their discipline to inter-disciplinary solutions to problems.
This graduate capability is supported by:
Learning outcomes
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To gain an insight into the various sales methodologies that an organisation may employ.
- To review the role of the account manager/salesperson.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Assessment tasks
- Case Study
- Individual Assignment
- Group Assignment
- Final Exam
Critical, Analytical and Integrative Thinking
We want our graduates to be capable of reasoning, questioning and analysing, and to integrate and synthesise learning and knowledge from a range of sources and environments; to be able to critique constraints, assumptions and limitations; to be able to think independently and systemically in relation to scholarly activity, in the workplace, and in the world. We want them to have a level of scientific and information technology literacy.
This graduate capability is supported by:
Learning outcomes
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To enable students to grasp the true value of selling as a critical corporate function;Throughout the course, the emphasis is on the practical processes as used in the modern business: identifying needs, building the appropriate team, analysing results and using it as the basis of your decision making.
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Assessment tasks
- Individual Assignment
- Group Assignment
- Final Exam
Problem Solving and Research Capability
Our graduates should be capable of researching; of analysing, and interpreting and assessing data and information in various forms; of drawing connections across fields of knowledge; and they should be able to relate their knowledge to complex situations at work or in the world, in order to diagnose and solve problems. We want them to have the confidence to take the initiative in doing so, within an awareness of their own limitations.
This graduate capability is supported by:
Learning outcomes
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To gain an insight into the various sales methodologies that an organisation may employ.
- To review the role of the account manager/salesperson.
- To analyse the sales team structure and how to build, train and manage that team.
- To review the tools used to motivate and compensate sales teams.
Assessment tasks
- Case Study
- Individual Assignment
- Group Assignment
Effective Communication
We want to develop in our students the ability to communicate and convey their views in forms effective with different audiences. We want our graduates to take with them the capability to read, listen, question, gather and evaluate information resources in a variety of formats, assess, write clearly, speak effectively, and to use visual communication and communication technologies as appropriate.
This graduate capability is supported by:
Learning outcomes
- The objective of this unit is to provide an understanding of the responsibilities of management in achieving company strategies through professional and effective sales management techniques. This will include the variant requirements that service and manufacturing organisations have and their impact on sales team make up and effectiveness. The specific outcomes of the unit are set out but cover these main topics: • Understanding selling • Account Management • Sales Force Organisation • Recruiting Sales Staff • Sales Training • Leading and Motivating a Sales Team • Managing and Delivering Compensation Programs
- To give students an understanding of the role of selling and sales management as part of the daily operation of all organisations.
- To review the tools used to motivate and compensate sales teams.
Assessment tasks
- Case Study
- Group Assignment
- Final Exam
Research and Practice
Sales management is an exciting and cutting edge research field. Students will be exposed to the most recent thinking on the subject via lectures, readings and assessments.