Management of the Sales Force

I.     Course Prefix/Number: MKT 211

       Course Name: Management of the Sales Force

       Credits: 3 (3 lecture; 0 lab)

II.    Prerequisite

MKT 131 and MKT 161 or appropriate sales experience or consent of instructor.

III.   Course (Catalog) Description

This course presents contemporary methods of recruiting, selecting and training a sales force; establishment of sales quotas and sales territories; development and implementation of sales programs; management and supervision of the sales force; and the role of the sales force as an effective marketing tool.

IV.   Learning Objectives

1. To provide the student with a clear overview of the functions and responsibilities of a sales manager.
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 and Student Conduct

Students and employees at Oakton Community College are required to demonstrate academic integrity and follow Oakton's Code of Academic Conduct. This code prohibits:

• cheating,
• 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.

Please review the Code of Academic Conduct and the Code of Student Conduct, both located online at

VI.   Sequence of Topics

Importance of recruiting, interviewing and hiring salespeople
Develop successful training programs
Motivating the sales staff
Evaluating employees
Develop territory guidelines
Total sales compensation planning
Personnel management and the law
Trade show effectiveness and strategies

VII.  Methods of Instruction

Presentation includes lecture, class discussion, guest speakers, role-playing, and projects.
Course may be taught as face-to-face, hybrid or online course.

VIII. Course Practices Required

Reading assignments
Three assignments
Oral presentations

IX.   Instructional Materials

Note: Current textbook information for each course and section is available on Oakton's Schedule of Classes.

Varies by instructor.

X.    Methods of Evaluating Student Progress

30% Classroom participation and reading preparations.  Student's responsiveness and overall participation will measure this.  Good attendance will also play a role in grading since each class session accounts for 14% of the term.
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 Access and Disability Resource Center at the Des Plaines or Skokie campus. 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.

Oakton Community College is committed to maintaining a campus environment emphasizing the dignity and worth of all members of the community, and complies with all federal and state Title IX requirements.

Resources and support for
  • pregnancy-related and parenting accommodations; and
  • victims of sexual misconduct
can be found at

Resources and support for LGBTQ+ students can be found at