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Schedule

The schedule that follows outlines the topics we will be covering in this course, along with the associated time frames and assignments. Note that assignments are due based on the North American eastern time (ET). This ensures that all students have the same deadlines regardless of where they live.

Lesson 1: Overview of Sales Management Process and the Changing Environment of Sales Management
Time frame:Week 1
Readings: 
Assignments:
  • Participate in the course map activity.
  • Create a self-introduction video (due in Lesson 2).
  • Work on self-check exercises.
Lesson 2: Overview of Personal Selling
Time frame:Week 2
Readings: 
Assignments:
  • Work on self-check exercises.
  • Participate in the Lesson 2 Personal Approaches Discussion.
  • Complete the self-introduction video.
  • Start the One-Minute Sales Pitch Video (The submission is due in Lesson 11.)
Lesson 3: Organizational Strategies and the Sales Function
Time frame:Week 3
Readings: 
Assignments:
  • Work on self-check exercises.
  • Submit Individuals and Roles in the Buying Center Assignment.
  • Work on the Lesson 3 Protech Athletics Sales Management Skills Assignment (the submission is due in Lesson 4).
  • Participate in Team Role-Play Activity: Transactional and Trust-Based Selling Demonstration. (The video submission is due in Lesson 6.)
Lesson 4: Sales Organization Structure, Sales Force Deployment, and Forecasting
Time frame:Week 4 an 5 (2 weeks)
Readings: 
Assignments:
  • Work on self-check exercises.
  • Submit the Lesson 3 Protech Athletics Sales Management Skills Assignment by the end of the first week.
  • Submit the Lesson 4 Assignment: Comparing Software Programs and Sales Territories by the end of the second week.
  • Participate in the Lesson 4 Territory Design and Territory Assignment Ethics Discussion by the end of the second week.
Exam 1 Week
Time frame:Week 6
Readings:
  • None.
Assignments:
  • Take Exam 1 (covering Lessons 1, 2, 3 and 4).
  • Submit your first Learning Journal (covering Lessons 1 to 4).
Lesson 5: Developing Forecasts
Time frame:Week 7
Readings:
  • Ingram et al. (2020). Appendix 4: "Developing Forecasts
Assignments:
  • Work on self-check exercises—
    • Cisco jumps on forecasting sales growth amidn global dlowdown from Bloomburg News
    •  Amazon Sell-Off Pushes Market Cap Below $1 Trillion for First Time Since April 2020 on CNBC.
    • Looking for Savings: CCSD Invests Over $11k in Budget Forecasting Software by OneAdmin, 2016. 
  • Submit Excel Quiz 1: Moving Averages and Exponential Smoothing.
  • Submit Excel Quiz 2: Video Representation of Sales Statistics.
Lesson 6: Acquiring Sales Talent: Recruitment and Selection
Time frame:Week 8
Readings: 
Assignments:
  • Work on self-check exercises—
    • Credit union sued again for racial discrimination by Peter Stronzniak
  • Participate in Lesson 6 Strategic Hiring Discussion.
  • Complete Team Role-Play Activity: Transactional and Trust-Based Selling Demonstration.
  • Start Individual Role-Play Part 1: Job Description and Interview Questions (The final submission is due in Lesson 9.)
  • Start Individual Role-Play Part 2: Job Candidate Interview Recording. (The final submission is due in Lesson 10.)
Lesson 7: Continual Development of the Sales Force: Sales Training
Time frame:Week 9
Readings: 
Assignments:
  • Work on self-check exercises—
    • Invest In Training Your Sales People Every Day! A Conversation with Tory Hornsby by Dave Brock. 
    • ""Sales Management in the 21st Century: Tactical Sales Training at Worldwide Protective Products" in the Ingram and colleagues textbook (Ingram et al. 2020, Chapter 6 p. 172). 

  • Complete Lesson 7 Group Case Analysis: Alfa Romeo Sales Management Training.
Lesson 8: Sales Leadership, Management, and Supervision
Time frame:Week 10
Readings: 
Assignments:
  • Work on self-check exercises—
    • Transformational Leadership on Wikiepedia. 
    • "Sales Management in the 21st Century: Effective Sales Management Leads to Empowerent" in the Ingram and colleagues textbook (Ingram et al. 2020, Chapter 7 p. 207). 
  • Participate in the Lesson 8 Sales Leadership Skills Evaluation Discussion
  • Participate in the Lesson 8 Sales Management Coaching Discussion.
Exam 2 Week
Time frame:Week 11
Readings:
  • None.
Assignments:
  • Take Exam 2 (covering Lessons 5, 6, and 7).
  • Submit your second Learning Journal (covering Lessons 5–8).
Lesson 9: Motivation and Reward System Management
Time frame:Week 12
Readings: 
Assignments:
  • Work on self-check exercises.
  • Complete Lesson 9 Case Analysis: Candym Enterprises Dilemma.
  • Complete Individual Role-Play Part 1: Job Description and Interview Questions Submission
Lesson 10: Evaluating the Effectiveness of the Organization
Time frame:Week 13
Readings: 
Assignments:
  • Work on self-check exercises—
    • Financial Statement Analysis: A look at the income sheet by John Bajkowski
    • Top Practices of Superior Sales Organizations by Sales Effectiveness Inc. 
    • How Technology Has Transformed Sales by Mihajlo Radivojevic
  • Complete Individual Role-Play Part 2: Job Candidate Interview Recording.
  • Participate in the Lesson 10 Job Benchmarking to Cut Costs and Increase ROI Discussion.
Lesson 11: Evaluating the Performance of Salespeople
Time frame:Week 14
Readings: 
Assignments:
  • Work on self-check exercises—
    • Performance Management Is More Than Performance Review by Ken Blamchard
    • Sales Reps Have Little to No Idea What They're Doing by Dan Lyons
    • Sales Coaching for Improved Performance by Norman Behar
    • How to Create a High-Performance Sales Environment. 
    • Methods of Performance Evaluation by George N. Root III. 
    • How to Avoid Bias in Performance Management
  • Participate in the Lesson 11 360-Degree Feedback Discussion
  • Complete the One-Minute Sales Pitch Video.
Exam 3 Week
Time frame:Week 15
Readings:
  • None.
Assignments:
  • Take Exam 3 (covering Lessons 8, 9, 10, and 11)
  • Submit your third Learning Journal (covering Lessons 9–11).

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