Management of the Sales Force
I. Course Prefix/Number: MKT 211
Course Name: Management of the Sales Force
Credits: 3 (3 lecture; 0 lab)
III. Course (Catalog) Description
IV. Learning Objectives
2. To develop skills in:
a. recruiting and selecting salespeople
b. the managerial tasks training, supervising, motivating, evaluating and compensating sales personnel
c. preparing sales budgets, forecasts, quotas, and expense controls
3. To develop techniques of problem solving in maintaining an efficient and well motivated sales force.
4. To develop presentation skills for conducting training sessions.
5. To develop management and interpersonal skills in relating to the sales force personnel.
6. To learn how to best prepare salespeople for a trade show.
V. Academic Integrity
• plagiarism (turning in work not written by you, or lacking proper citation),
• falsification and fabrication (lying or distorting the truth),
• helping others to cheat,
• unauthorized changes on official documents,
• pretending to be someone else or having someone else pretend to be you,
• making or accepting bribes, special favors, or threats, and
• any other behavior that violates academic integrity.
There are serious consequences to violations of the academic integrity policy. Oakton's policies and procedures provide students a fair hearing if a complaint is made against you. If you are found to have violated the policy, the minimum penalty is failure on the assignment and, a disciplinary record will be established and kept on file in the office of the Vice President for Student Affairs for a period of 3 years.
Details of the Code of Academic Conduct can be found in the Student Handbook.
VI. Sequence of Topics
Importance of recruiting, interviewing and hiring salespeople
Develop successful training programs
Motivating the sales staff
Develop territory guidelines
Total sales compensation planning
Personnel management and the law
Trade show effectiveness and strategies
VII. Methods of Instruction
Course may be taught as face-to-face, media-based, hybrid or online course.
VIII. Course Practices Required
IX. Instructional Materials
X. Methods of Evaluating Student Progress
30% Journal. Students will be required to maintain a written journal on class discussions and readings. Journals are due the last day of class.
40% Assignments. Students will choose 2 assignments from the assignment sheet. Each assignment will count toward 20% of the overall grade.
XI. Other Course Information
If you have a documented learning, psychological, or physical disability you may be entitled to reasonable academic accommodations or services. To request accommodations or services, contact the ASSIST office in the Learning Center. All students are expected to fulfill essential course requirements. The College will not waive any essential skill or requirement of a course or degree program.