Basics in EGR4396, June 2020

Instructor: Stephanie Mangus, PhD, Assistant Professor Contacts: [email protected]; 513-748-2154 (m) Office Hours: XX:XX-XX:XX Days and other times by appt.

Course Description Basics in Sales Management provides students with an understanding of the role of sales managers in -to-business , while giving them the background needed to both determine their interest in serving as a sales manager and prepare them for this future role in their careers. Students will learn about sales force structures, providing feedback and coaching their teams, how to use data in managing their teams, and other important components of managing an effective sales team. By the end of the course, students should have a clear understanding of whether or not a management role fits with their goals, as well as a view of how to manage a team.

Course Overview and Objectives 1. To help students understand “sales management” and the activities within this domain. 2. To expose students to the responsibilities of sales managers and the strategic role of sales within organizations. 3. To teach students the basics of formulating, implementing, and evaluating a sales program. 4. To familiarize students with the activities involved in managing a sales force.

Instructor’s Background

Dr. Mangus is an Assistant Professor of in the Center for Professional Selling at the Hankamer College of Business at Baylor University. She has been on the faculty at Baylor for two years following four years on the faculty of the Broad College of Business at Michigan State University. She earned a PhD in and Marketing at Louisiana State University, an MBA at the University of Cincinnati, and a BA in Communications at Ohio Northern University.

Her research focuses on buyer-seller dyads in sales and relationship marketing. Dr. Mangus’ work has appeared in the Journal of the Academy of Marketing Science, the Journal of Business Research, the Journal of and Sales Management, and Psychology & Marketing. Further, her work has been presented at conferences by the American Marketing Association, the Academy of Marketing Science, the Association for Consumer Research, the National Conference for Sales Management, and the Thought in the Sales Profession Conference.

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At Baylor, she teaches Professional Selling I and Sales Management, while coaching students in national sales competitions. Mangus has been recognized for her teaching excellence with the American Marketing Association Sales SIG Excellence in Teaching Award, the Michigan State University Broad College of Business Excellence in Undergraduate Teaching Award, and the Louisiana State University Graduate Student Teaching Award.

Course Requirements and Evaluation

Total Points Grading Scale Grading Criteria Possible Grade Points Needed Activities | (10 @ 10 pts.) 100 A 605 and above Quizzes | (10 @ 10 pts.) 100 A- 585 - 604.99 Exams | (2 @ 100 pts.) 200 B+ 566 - 584.99 Simulation – Compensation Plan 50 B 540 - 565.99 Simulation – Team Performance 100 B- 520 - 539.99 C+ 501 - 519.99 Trailhead 100 C 475 - 500.99 Total Points 650 C- 455 - 474.99

D 390 - 454.99 F 389.99 and below

Graded Activities

QUIZZES (DAILY) A series of quizzes are offered to help students maintain a regular study schedule and to reinforce concepts addressed in class and in the textbook. All quizzes are listed on the syllabus and will include multiple choice questions on Canvas. Content will be similar to that of the course exams and the quizzes are a useful tool to prepare for the exams. Taken seriously, these quizzes are a great way to boost your overall course grade.

Quizzes will cover content presented in daily video lectures and daily assigned readings. It is imperative that students keep up with daily lecture content and readings as these will be reflected in daily quizzes to assess comprehension of the material. You will not be successful in these quizzes if you get behind on videos and readings. All quizzes will be Due by Midnight on the assigned day.

SALESFORCE TRAILHEAD (DAILY) Students will complete a Salesforce Trailhead in conjunction with daily lectures, readings, quizzes, and activities. Students will complete 13 hours of online training addressing management topics, such as virtual , creating a team culture, engagement and retention, accountability, and organizational alignment. These modules are consistent with course content and reinforce lectures and readings on these topics. Though students have until the end of the course period to complete the Trailhead, it is HIGHLY recommended that you work on this daily.

• Register for a Trailhead account here: https://trailhead.salesforce.com/home

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• Complete the Trail titled “Manage the Sales Force Way” https://trailhead.salesforce.com/en/content/learn/trails/manage_the_salesforce_way

ACTIVITIES (DAILY) Students will be responsible for completing activities related to the course content daily. Activities will be reflective of the day’s topics and reinforce concepts that will appear on quizzes and exam, as well as prepare you for your team simulation. All Activities will be Due by Midnight on the assigned day. SHOOT FOR MARS SIMULATION

To apply concepts we learn in class, you will participate in an online Sales Management Simulation. This simulation allows your team to act as sales managers to make decisions about the management of your team’s compensation, training, supervision, fringe benefits, and satisfaction. There are four graded components:

• Practice Decisions (W1D4&5 Activities; 10 points each practice decision): Your daily activities for W1D4 and W1D5 will be submitting ‘practice’ decision periods prior to beginning the graded exercise. Teams can earn bonus points based on their performance in the practice period, so there is additional incentive to perform well during ‘practice.’ Due on W1D4 and W1D5 by Midnight.

NOTE: If your group fails to submit your decisions by Midnight on the due date, then your previous decisions will carry through, but will result in very poor performance for that quarter, remove your team from consideration for bonus points, and you will not receive points for your Activity for that day. Five bonus points will be awarded to the top team at the conclusion of the two practice periods based on a weighting of 80% Cumulative Profitability and 20% Cumulative Customer Satisfaction.

• Graded Decisions (100 points): Your major project for this course is completing a full ‘year’ of decisions for your company in the simulation. Grading is competitive based team performance in cumulative profitability (80%) and cumulative customer satisfaction (20%). Due daily on W2D1, 2, 3, and 4 by Midnight.

NOTE: If your group fails to submit your decisions by Midnight on the due date, then your previous decisions will carry through, but will result in very poor performance for that quarter and an automatic 10-point reduction in your final grade per period missed. Further, individual scores may be adjusted based on extremely low/high performance and team assessment of individual performance.

▪ First Place: 100 points ▪ Fourth Place 85 points ▪ Second Place: 95 points ▪ Fifth Place: 80 points ▪ Third Place: 90 points

• Compensation Plan Calculations (50 points): Each team will submit an electronic copy of the Excel document used to determine and track quotas and compensation calculations for their team. Due on W2D4 by Midnight

• Team Evaluations (W2D5 Activity; 10 points):

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o Each student will complete an online evaluation of every member of their team. o All aspects of the simulation grade (practice decisions, graded decisions, compensation plan contributions) are subject to adjustment based on the feedback provided in these evaluations. o Due on W2D5 by Midnight.

EXAMS Two will be given, each worth 100 points, one at the end of each week. Each exam will cover one week of course material, but Exam #2 will build on concepts from Exam #1.

Exam questions will be based on material from all materials in the course – videos, lectures, textbook, course activities, simulation content, and Trailhead content. Exams will follow a multiple-choice format on Canvas, will be timed, and will be considered “closed notes” individual assignments.

Policies to Support Desired Learning/Work Culture

Communication: Please identify the class name in the subject line of all emails that you send. Always include your full name and contact information in the close of your emails.

Honor Code: Baylor University’s Academic Integrity and Honor Code will be enforced (http://www.baylor.edu/honorcode/). Any violation of regulations, including acts of plagiarism or cheating, will be dealt with according to Baylor’s policies.

Role Plays: Please complete the waiver for permission to videotape, record, and photograph.

Sexual and Gender-Based Harassment and Interpersonal Violence Policy: Baylor University does not discriminate on the basis of sex or gender in any of its education or employment programs and activities, and it does not tolerate discrimination or harassment on the basis of sex or gender. This policy prohibits sexual and gender-based harassment, sexual assault, sexual exploitation, stalking, intimate partner violence, and retaliation (collectively referred to as prohibited conduct). For more information on how to report, or to learn more about our policy and process, please visit www.baylor.edu/titleix. You may also contact the Title IX office directly by phone, (254) 710-8454, or email, [email protected].

Integrity and Academic Dishonesty: Integrity and honesty are of critical importance in and particularly so in online learning environments. Plagiarism or any form of cheating involves a breach of student-teacher trust, as well as manager-employee trust. This means that any work submitted under your name is expected to be your own, neither composed by anyone else as a whole or in part, nor handed over to another person for complete or partial revision. Be sure to document all ideas that are not your own. Instances of plagiarism or any other act of academic dishonesty will be reported to the Honor Council and may result in failure of the course. Not understanding plagiarism is not an excuse. You may use online resources to study for this course, but you must do so in ways that are consistent with all aspects of the Baylor University Honor Code (see, specifically, Section III.C.12 and Section III.C.16). As a Baylor student, I expect you to be intimately familiar with all aspects of the Honor Code, which can be found at this link: http://www.baylor.edu/honorcode/.

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Work Plan (subject to change) Week & Topic & Content Assignments Day • Video: Syllabus & Course Overview • Video: Simulation: Introduction • Video: What is Sales Management? Monday • Activity: • Video: The Role of the Internal Environment on Sales 6/15 • Quiz Management • Video: The Role of the External Environment on Sales Management • Video: Role & Responsibilities of a Sales Manager • Video: Three Components of a Plan for Managing a Tuesday Sales Team: Formulating, Implementing, and • Activity: 6/16 Evaluating • Quiz • Video: Career Path of a Sales Manager • Video: Simulation: Setting Compensation Wednesday • Video: Servant Leadership • Activity: 6/17 • Video: Sales Force Structures • Quiz • Video: Data Quality and the Importance of CRM for • Quiz Thursday Managers • Activity: Simulation Practice 6/18 • Video: Using CRM to Manage Teams Decision Due @ Midnight • Video: Managing AI & Technology in Sales • Activity: Simulation Practice • Video: Strategic Role of Information & Analytics in Friday Decision Due @ Midnight Sales Management 6/19 • Quiz • Video: Salesperson Performance • Exam #1 • Activity: Hiring from Resumes Monday • Video: Sales Force Recruitment • Quiz 6/22 • Video: Selecting Salespeople • Simulation Decision Due • Activity: Tuesday • Video: Sales Training • Quiz 6/23 • Video: Salesperson Compensation • Simulation Decision Due • Activity: Wednesday • Video: Managing without Authority • Quiz 6/24 • Video: Managing Former Peers • Simulation Decision Due • Activity: Thursday • Video: Evaluating Performance • Quiz 6/25 • Video: Difficult Conversations • Simulation Decision Due • Activity: Peer Evaluation Friday • Simulation Results and De-Brief • Quiz 6/26 • Final Exam • Exam #2

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