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Sales Syllabus

Sales Syllabus - Department of Business MK 215.01(M-W-F...

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Department of Business MK 215.01 (M-W-F 1:00 - 1:50PM) SALES AND SALES MANAGEMENT (3 credits) Spring 2008 Instructor : David M. Gilfoil, Ph.D. E-Mail : [email protected] Phone : 610-282-1100 x1828 Office : 268 Dooling Hall Office Hours: M,W 2:00-4:00PM; T,Th 8:30-10:30AM COURSE DESCRIPTION: MK215 examines the basic concepts of personal selling and sales management. It emphasizes the link between the determinants of sales performance and the activities involved in directing, influencing, and controlling a successful global sales force. Four broad-based strategic areas of personal selling will be explored in detail: Relationship strategy, Product strategy, Customer Strategy and Presentation strategy. The course also examines a series of customer partnering principles aimed at creating and sustaining added value to global customers and their businesses. STUDENT LEARNING OUTCOMES: At the end of the course, you will be able to: 1. Understand basic selling and sales management functions; develop a personal philosophy of sales and sales management. 2. Demonstrate personal selling skills. 3. Understand and respond to contemporary sales and sales management trends and challenges that will affect global sales organizations and managers in the 21 st century. 4. Understand the drivers of customer satisfaction and how sales people can partner with customers to create sustained value to their business. 5. Demonstrate personal skills in teamwork, critical thinking, problem solving, communication and adapting to change. 1
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Learning objectives are assessed through a combination of class discussion, class projects/activities and tests. Test questions are directly tied to learning objectives for each book chapter and lecture slides. TEXT: 1. Manning, Gerald L, and Reece, Barry L. (2007). Selling Today – Creating Customer Value , 10 th ed. (Upper Saddle River, NJ: Pearson Education). 2. Other readings and magazine articles may be assigned as appropriate. TEACHING METHODS: Learning will be accomplished in a variety of ways: 1. Lecture 2. Case Studies and Business News Reviews 3. Team Presentations 4. Class Discussion EXPECTATIONS: 1. Show up on time for class, respect other people’s time and schedule 2. Be prepared – read materials, do assignments before class begins 3. Actively participate in class and during team activities 4. No “side bar” conversations during class; they are distracting to everyone
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Sales Syllabus - Department of Business MK 215.01(M-W-F...

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