Marketing Department Sales Management ( ) Dave Gee

Marketing Department

Sales Management (237-635)

Dave Gee

Course Time: Mondays 4:00 pm-7:00 pm

Office Hours: After class or by requested appointment

Dave’s Contact Information:

Phone/Text: (262) 949-4969

E-mail: dgee@bus.wisc.edu

Required Readings:

The Art of War (edited by James Clavell): Sun Tzu

For those with additional interest in sales/sales management:

Sales & Sales Management: www.salessherpas.com - www.bungeeloyaltyprograms.com Sales Training: www.astd.org

Sales Compensation: www.salary.com

Overview:

To provide you with the best learning experience possible this course will be a blend of field study, extensive classroom discussion, and examinations. For you to gain a pragmatic understanding of the role of today’s sales manager some fieldwork will be necessary. In addition, guest speakers will be provided to enhance classroom knowledge. Due to the concentrated nature of weekly courses “active participation” will be requested. Two examinations will be conducted to ensure understanding of core concepts.

What’s in it for you?

The purpose of Sales Management is to provide you with a practical overview of the responsibilities, challenges, and rewards of the sales manager role. We will focus on “Business-to-Business (B2B)Sales Management” as opposed to “Business-to-Consumer” (B2C) Sales.

At the completion of the course you will be able to: o Utilize tools to organize a sales force

o Provide insights for training needs analyses o Efficiently and effectively recruit salespeople o Understand the basics of conducting interviews

o Identify the characteristics of high performing salespeople o Effectively analyze compensation plans for sales personnel o Determine if the field of sales and sales management is for you o Comprehend the skills necessary to lead and manage a sales force o Assist in the development of your own small business with sales skills

Grading: 100 - 92 = A 87 - 91 = AB 82 - 86 = B 77 - 81 = BC 72 - 76 = C 67 - 71 = D - 66 = F

Total Grade Breakdown

25% Exam 1 25% Exam 2

25% Field Study Written Report 15% Field Study Presentation

Course Content:

The field study will involve students teaming up into groups of 5-6 and interviewing someone in the field of Sales Management. These interviews will allow students to gain pragmatic insights not available in the classroom. Once the interviews have been conducted, the team will prepare and submit a written account of the interview. Lastly, the team will present the findings to the class, in the form of a formal PowerPoint® presentation.

Steps for the field study are as follows:

1) You will group into teams of 5-6 (all team selections are final).

- Please note: If challenges arise within a team that require instructor intervention, he needs to be informed within the first 6 class periods. (Waiting until the semester to notify the instructor of team challenges is unacceptable)

2) Your team will develop an outline that will be submitted (via e-mail only) to the instructor for additional recommendations (prior to field study). The outline should include the name of

the person you will interview, their organization, their telephone number, and an overview of questions you will ask.

• Topics for questions will include (but are not limited to): Industry analysis, sales force size, sales force organizational structure, recruiting methods, compensation systems, training courses, sales evaluations (reviews), and characteristics of the best salespeople.

• Restrictions in client selection: You may not interview anyone from a firm where a team

member currently works has previously worked or that is owned or managed by a family member. If two teams select the same firm only the first team that turns in their outline will be allowed to interview the firm.

3) Your team will coordinate and conduct the field study interview as a team and in person of a current sales manager. Everyone in the team will need to attend this interview. This will allow all team members to learn from the experience. Please dress professionally to this meeting.

4) Your team will prepare a report discussing team findings and insights. (15 page minimum,

20 page maximum). Report will:

• Provided as a PDF • Be double-spaced • Have page numbers

• Include a Table of Contents

• Utilize footnotes to denote sources utilized

• Include your insights based on classroom discussion • Include a Industry Analysis (including secondary research)

• Contain a 1 page Executive Summary at the beginning of the report

• Incorporate graphics, bar graphs, and pie charts (within the body of the paper) • Include recommendations you have for the company (most critical part of report) • Include a Summary and a Bibliography

Report Grading:

The Report will be graded as follows: o Content (60%)

o Professionalism (20%), o Guideline adherence (20%)

5) Your team will conduct a 20-minute PowerPoint® presentation to the class and will be

prepared to answer questions from fellow classmates.

• Presentation will be evaluated on: presentation skills, visuals, creativity(e.g. bringing in company product/sharing of electronic materials etc.), adherence to time limit, and presentation content. The focus of the grading will be on effective presentation skills (i.e. eye contact, hand gestures, body movement, voice projection, and pace). You will need to practice with your team to make this effective. Include handouts (crucial for all professional presentations. We focus on this to help strengthen your presentation skills for “the real world.”

Your participation is a good thing!

This course will be conducted using the Socratic method (discussion through asking questions). This will allow us to all learn from each other, including me from you. Given that we will all learn from each other, active participation will represent 10 percent of your final grade. You will be expected to read/complete all

Course Schedule:

January 27 Class cancelled due to weather. Read the Art of War.

February 3 First Day of Class

Introductions, course overview, expectations, student requested topics Read The Art of War for next class and be prepared to discuss

Select field study teams

Begin discussion The Art of War

February 10 Discuss The Art of War (Day 2)

An Overview of Sales Management and the Selling Environment

Turn in outline for Field Study via e-mail by 5:00pm today (late outlines not accepted)

February 17 The Process of Buying and Selling Digital Marketing & The Sales Force Guest Speaker: Matt Loch - TDS February 24 Organizing the Sales Force

The Strategic Role of Information in Sales Management

Interviewing salespeople - Instructor material and interviewing exercise (Bring resume’)

March 3 Exam I - Course Content January 27 – February 24 March 10 Sales Territories – Instructor’s material

Motivating the Salesforce – Instructor’s material March 17 Spring Break

March 24 Digital Marketing & Marketing Automation Guest Speaker: Milton Hwang – GE Healthcare

March 31 Designing Sales Compensation and Incentive Programs Progressive Discipline and Terminations

Guest Speaker: Wade Krogwold – Direct Supply April 7 Sales Training: Objectives, Techniques and Evaluation

Tim Behling – Director of Sales Training - Time Warner

Field study report due at beginning of class (late reports not accepted) April 14 Personal Characteristics/Sales Aptitude, Criteria for selecting salespeople

Sales Force Recruitment and Selection April 21 Field Study Presentations