BU590 - Sales Management
Business
George A. Gonzalez, Ph.D., M.B.A. E-MailVita
COURSE DESCRIPTION:
Management of sales resources, activities and personnel is needed to identify customer needs and
wants for products and services. This course analyzes sales opportunities through new product or
service development, product strategies, and product mix. It covers the relationship of sales to
the overall organization development plan including advertising, production, and distribution.
Course Learning Outcome: Learners will be expected to...
Become familiar with the primary role of sales in organizations.
Understand sales information systems and sales research.
Recognize the interactions of consumer markets and buyer behavior.
Appreciate the role of competitors in the sales process.
Develop an understanding of measuring and forecasting market demands.
Become aware of product management in various life cycle stages.
Develop an awareness of selecting and managing sales channels.
Distinguish among various methods of selling and managing the sales force.
Develop a vocabulary and understanding of basic sales terminology and concepts.
Course Concepts: Learners will understand major concepts of...
Analyzing sales risks and opportunities.
Managing the sales process.
Researching, selecting and successfully retaining target markets.
Designing sales strategies.
Understanding life cycle sales management.
Planning sales programs.
Managing the sales force.
Organizing and implementing sales programs.
Course Learning Assessment:
Learners are expected to complete all performance requirements for the course and to demonstrate
mastery of the course concepts and course learning outcomes through response to a mid term
examination and the final project. This will require learners to use library and Internet
resources and to document research with citations, Bibliographies, and references as applicable
in completing their coursework.
In addition to library research, mastery of course concepts may require demonstration of course
concepts, critical thinking, and communication skills. Through the individual insight and
perceptions of the learner.
Kotler, Philip. Marketing Management. 10th edition, Englewood: Prentice-Hall, Inc. ISBN #: 0130122173
Performance Requirements/Course Grade:
Your grade for this course will be based upon demonstrating that you have mastered the course
learning outcomes and concepts for the course. Through a Mid Term examination (due at the end
of the fourth week) and a Final Project (due at the end of the eighth week). It is important to
think of your responses as consisting of two parts: (1) what the textbook says, and (2) your
opinion, comments, and personal experiences related to the topic. Each answer carries equal
weight toward your final grade.
Addendum 1
MidTerm
Please select three (3) of the following questions and prepare a three-page response to each of the questions. It is essential that the answers primarily reflect you and always give proper reference to your outside sources.
Please comment on 'barriers to Today's Marketing', include cultural differences and age differences
imagine you are the marketing manager for a United States manufacturer of disposable diapers. Your firm is considering entering the European market concentrating on the major Europe countries. Your CEO believes the advertising message that has been effective in the United States will suffice in Europe. Outline some possible objections to this
By the end of this century we will have seen the emergence of enormous markets for standardized consumer products. Do you agree with this statement? Justify Your answer.
Your are the market manager of a foods products company that is considering entering a new market. The retail system tends to be very fragmented. Moreover, retailers and wholesalers tend to have long-term ties with a few food companies, which make access to distribution channels difficult. What distribution strategy would you advise the company to pursue? Why?
Please discuss "a product can be viewed as a bundle to attributes." Product attributes need to be varied to satisfy different consumer tastes and preferences.
Final Project
The final project provides the opportunity for you to demonstrate your ability to apply the concepts covered in the second half of the course. Your responses should be complete and to the point.
Select several of the chapters in the text that has particular relevance to you because of present or past work experience. Prepare a ten - twelve page comprehensive paper that describes the circumstances in your work experience that relate to the concepts covered in the text. Discuss how your actions or the actions of others would or should have been different in the light of what you have learned in this course. The paper should be typed double-spaced, 12 point, one inch margins.
You are encouraged to complete this course as soon as possible however, the course must be completed by the end of the semester as stated on the Course Registration Information Form.
