Department of Management, Marketing, and International Business

MKT 456 - SALES MANAGEMENT

College of Business, Stephen F. Austin State University

Note: This "standard" course syllabus is only a guide. Actual requirements for a particular course and section of this course are described in the course section syllabus, which should be obtained from the course instructor at the beginning of the respective semester. Requirements listed herein are subject to change without notice.

Catalog Description: - Management of field sales personnel, including motivation, sales territories, and administrative functions.

Prerequisite: MKT 351

Course Objective: Upon completion, the student should be able to:

• demonstrate an understanding of human resource management issues.
• distinguish the unique aspects of managing a salesforce.

Current Textbooks: Spiro, Rich & Stanton. Management of a Sales Force. Current Edition. McGraw Hill Publishing.

Evaluation: At least one test should be given and should consist of a combination of short answer essay and multiple choice questions. Additional evaluation techniques to be considered include case work that allows application of the concepts and a project that requires students to interact with sales managers and effective salespeople.

Course Coordinator:  Ms. Barbara Bieber-Hamby

Course Content:

Required Topics

• The Role of Sales Management in Marketing Strategy
• Career Paths in Sales
• Personal Selling Concepts Review
• Purchasing and Account Management
• Territory Management
• Sales Ethics
• Sales Planning and Budgeting
• Estimating Potentials and Forecasting Sales
• Organizing the Sales Function
• Recruiting and Selecting Personnel
• Training
• Territory Design
• Motivating Salespeople
• Compensating Salespeople
• Leadership
• Evaluating Sales Performance
• Evaluating and Controlling Salespeople

Optional Topics

• Getting a Job in Sales
• Selling in a Global Market

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