BUSML7194.51 SALES MANAGEMENT GROUP STUDIES COURSE SYLLABUS SUMMER 2017
Dale Anne Davidson [email protected] Office hours: by appointment Mobile 614-270-9254 Syllabus may be revised to accommodate changes in class enrollment.
REQUIRED COURSE MATERIALS
1. Sales Eats First, Noel Capon and Gary S. Tubridy, © 2011, soft cover ISBN-13: 978- 0983330028, available through following sources: a. Wessex Axcess Capon, soft cover or Ebook, $17.70, https://wessexlearning.com/products/sef?variant=21198344199 b. Amazon, soft cover, $28.70, https://www.amazon.com/Sales-Eats-First-Customer- Motivated-Organizations/dp/0983330026/ref=sr_1_1? s=books&ie=UTF8&qid=1497844600&sr=1-1&keywords=sales+eats+first c. Amazon, Kindle Edition, $14.97, https://www.amazon.com/Sales-Eats-First- customer-motivated-organizations-ebook/dp/B005T4XWGQ/ref=sr_1_2? s=books&ie=UTF8&qid=1497844600&sr=1-2&keywords=sales+eats+first d. Also available via Apple iBooks 2. Each student group is responsible for research material for the class project.
COURSE DESCRIPTION
This course is designed to further your professional development and skill set in the areas of strategic sales management and team-based work.
COURSE OBJECTIVES
1. An experiential learning opportunity for WPMBA students to apply learning from BUSML7209, Strategic Sales Management, to a practical sales management problem. 2. An opportunity to apply learned sales management knowledge and research, in a group setting, to solve a real-world sales strategy problem and deliver insight to a company on the impact of the solution. 3. A preview of being a sales manager solving a real sales force problem.
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COURSE FORMAT
The class will be entirely project-based. Each student will be assigned to a team of four or five students. All teams will work on the same assigned project and will have weekly meetings with the instructor at a specified time (refer to course and meeting schedule on page 4). During each of these weekly meetings, students will provide project updates on listed milestones and have the opportunity to receive feedback and ask questions for guidance.
EVALUATION
Course grade is based on the following weights: 1. Two Peer Evaluations* 20% (Individual grade) 2. Project Progress 20% (Individual grade) 3. Written Deliverable* 30% (Group grade) 4. Oral Presentation* 30% (Group grade) *Individuals who receive ≤ 75% “average peer evaluation” (as an average of both evaluations) will receive only 80% credit of the final written and oral deliverable grades. OSU Standard Grade Scheme to be used: Grade Start % Grade Start % Grade Start %
A 93 B- 80 D+ 67 A- 90 C+ 77 D 60 B+ 87 C 73 D- 60 B 83 C- 70 E 0
PEER EVALUATIONS – 20% OF FINAL GRADE
Team collaboration and participation are important elements of any project and will affect the quality of final deliverables. Each student team member will provide a performance evaluation of the other members (template is posted on Carmen). Lack of effort and contribution to the project by a team member will be reflected in the individual peer evaluations and will negatively affect that individual’s overall grade for the course. Individuals who receive ≤ 75% Peer Evaluation (as an average of all evaluations) will receive only 80% credit of the written and oral deliverable grades. Peer Evaluation scores need to be determined based on objective criteria rather than personal opinion. Team members will often have different approaches, personalities, and opinions so your group will need a clear framework for how you will work together and the
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expectations of performance. As one of the group’s first tasks, the group will develop and submit a Team Charter (template on Carmen). Performance expectations laid out in this charter will be the basis for your Peer Evaluation scores at the end of the session. An electronic version of your final charter must be submitted via Carmen and a printed and signed version must be brought to the first group meeting with instructor.
PROJECT PROGRESS – 20% OF FINAL GRADE
A successful and effective team works in a disciplined way to structure a project from start to finish. A high level of consistency, competence and efficiency is required to achieve this. Procrastinating until the last minute and then attempting to pull pieces together does not translate to a strong project. The project progress portion of the grade is related to two areas: 1) team preparedness and organization for the weekly meetings with the instructor, and 2) completing project deliverables on time (refer to course schedule and Carmen Assignments). Weekly team meetings with the instructor will be approximately 20-30 minutes in duration and will consist of the general format listed below: 5 minutes – update on activities and progress from previous week 10-15 minutes – discuss findings, ask questions, receive feedback 5-10 minutes – align on plan of action and goals for following week
WRITTEN DELIVERABLE – 30% OF FINAL GRADE
A final 8-10 page* (excluding appendixes) report will be presented to the client before the oral presentation. The report must also be submitted via Carmen Assignment. The written report will include all project findings and recommendations for the client. The report should following the below outline: 1. Executive Summary – 10% of report grade – High-level summary of entire document (no more than 1 page) 2. Situation Analysis – 20% of report grade – Set up the situation and the context for this project (utilize Problem Statement Worksheet) 3. Research Methodology – 10% of report grade – Explain you general approach and information sources for your project research
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4. Key Insights Summary – 20% of report grade – Explain your key insights with support and the business implications of each 5. Recommended Action Plan – 25% of report grade – Communicates where the client should focus their resources and time 6. Program Evaluation – 10% of report grade – Describe the success metrics for your action plan and how they should be measured 7. Appendices – 5% of report grade – Detailed research results or any other supporting materials
ORAL PRESENTATION – 30% OF FINAL GRADE
Groups will present to client (Joel Norris, Spireon) on July 24, 2017. Presentation length must be between 15-18 minutes. Presentations that end early or run out of time will lose points. Presentations will follow similar structure to the final report and will be graded using the below criteria: 1. Set up of the project and problem summary (Why we are here) – 10% of presentation grade – Clearly set up project background and purpose 2. Summary of research methodology (What our group did) – 10% of presentation grade – Explain your general approach and information sources for your project research 3. Key insights (What our group discovered) – 20%of presentation grade – Explain your key insights with support and the business implications of each 4. Recommended action plan (What client needs to do) – 30% of presentation grade – Communicates where the client should focus their resources and time to address the problem 5. Presentation: Persuasion and Selling Ability – 20% of presentation grade – Group effectively presented to audience and were persuasive in their delivery; addresses audience more than looking at screen or using notes; finished within target time frame (15-18 minutes), demonstrated preparedness 6. Presentation: Visual Content and Style – 10% of presentation grade – Presentation slides are professional and easy-to-understand – Slides show creativity and visual appeal COURSE SYLLABUS, V. 6-19-17 4 BUSML7194.51 SALES MANAGEMENT GROUP STUDIES COURSE SYLLABUS SUMMER 2017
7. Q & A – Up to 10 minutes of oral defense to questions presented by Spireon and/or instructor
COURSE SCHEDULE
Project teams to be formed Monday, June 26, 2017, after Spireon’s presentation
Week 1 – June 26 – Course introduction and project briefing with client
1. Client presentation 2. Q & A 3. Form groups 4. Begin Team Charter, problem statement, and issue(s) diagnostic(s)
Week 2 – July 3 – Class does not meet (If needed, conference calls can be scheduled on July 5 or 6)
1. Read, “Sales Eats First” 2. Create and finalize “Team Charter” (submit via Carmen) 3. Complete Problem Statement Worksheet (submit via Carmen) 4. Complete Issue Diagnostic Worksheet (submit via Carmen) 5. Begin research on initial findings
Week 3 – July 10 – 1st group meetings (ALL Groups)
GROUP APPROXIMATE MEETING TIME Group 1 6:15 pm Group 2 6:45 pm Group 3 7:15 pm Group 4 7:45 pm Group 5 8:15 pm
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1. Present signed Team Charter 2. Review problem statement worksheet 3. Review issue diagnostic worksheet 4. Review research findings 5. Plan of action and goals for next meeting (should include: additional research; insights and implications summary; initiatives / action plan draft; presentation template)
Week 4 – July 17 –2nd group meetings (ALL Groups)
GROUP APPROXIMATE MEETING TIME Group 1 6:15 pm Group 2 6:45 pm Group 3 7:15 pm Group 4 7:45 pm Group 5 8:15 pm
1. Update on activities and progress from previous week 2. Discuss findings, ask questions, get feedback 3. Align on plan of action and goals for both oral and written for next week (July 24)
Week 6 – July 24 – Spireon Presentation
1. Submit written deliverable via Carmen before class 2. Bring to class, two copies of written deliverable 3. Bring to class, two copies of slide deck, two-slides per page
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