MARK 4308/5329 Management and Leadership of the Sales Force Fall 2020 Instructor:Larry Chonko, The Thomas McMahon Professor in Business Ethics The University of Texas at Arlington Department of Marketing College of Business Box 19469 Arlington Texas 76019-0469 Phone: 817-272-0264 Fax: 817-272-2854 E-Mail:[email protected] Office: CoB 232 Class Time: 5:30-6:50 PM MW Office Hours: 4:00-5:30 PM COURSE DESCRIPTION This course covers topics ranging from strategic solutions to tactical sales. It focuses on sales management and leadership targeted toward implementation of complex sales solutions. The course concerns sales managers' roles of planning and executing go-to-market strategy. Hiring, motivation, decision-making, conflict/negotiation strategies, coaching, ethical decision making, and retaining a high-performance team are examined in an interpersonal context with a focus on expanding and retaining long-term profitable customer relations as vital to the impact on firm performance. Prerequisites: MARK 3321, MARK 3322, and junior standing. READING REQUIREMENTS Required readings are available from UT Arlington’s electronic data bases.Help for retrieving articles is offered in the library.These can easily be Googled on Google Scholar by simply typing in key words. Additional readings may be assigned during the semester. 1.Adamson, Dixon, and Toman (2), (2013), “Dismantling the Sales Machine,” Harvard Business Review 2.Adamson, Dixon, and Toman (2012), “The End of Solution Sales,” Harvard Business Review 3.Anderson, Narus, and van Rossum (2006), “Customer Value Propositions in Business Markets,” Harvard Business Review 4.Atkinson and Korposki (2015), “Sales Reps’ Biggest Mistakes,” Harvard Business Review 5.Cespedes (2014), “Putting Sales at the Center of Strategy,” Harvard Business Review 6.Cespedes and Maughan (2015), “4 Ways to Build a Productive Sales Culture,” Harvard Business Review 7.Cespedes and Thompson (2015), “Don’t Turn Your Sales Team Loose without a Strategy,” Harvard Business Review 8.Cespedes and Weinfurter (2015), “The Best Way to Hire Salespeople,” Harvard Business Review 9.Chonko and Jones (2005) “The Need for Speed: Agility Selling,” Journal of Personal Selling and Sales Management 10.Chung (2015), “How to Really Motivate Salespeople,” Harvard Business Review 11.Colletti and Chonko (1997), Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance,” Journal of Personal Selling and Sales Management 12.Colletti and Fiss (2006), “The Ultimately Accountable Job,” Harvard Business Review 13.Cuevas (2018), “The Transformation of Professional Selling for Leading the Modern Sales Organization,” Industrial Marketing Management 14.Deeter-Schmelz, Goebel,, and Kennedy (2013), “What Are the Characteristics of an Effective Sales Manager?: an Exploratory Study Comparing Salesperson and Sales Manager Perspectives,” Journal of Personal Selling and Sales Management 1

15.Edinger (2016), “How to Get Your Salespeople to Execute Strategy,” Harvard Business Review 16.Edinger (2017), “Sales Teams Need More (and Better) Coaching,” Harvard Business Review 17.