Syllabus

MKT230OM - Salesmanship & Sales Management – 3 Credits

Fall 2018 – Online OM

 

Instructor

Suzanne Cercone, PhD

Office                 

Healey Hall 200

Email

cercones@lackawanna.edu

Phone                

(570) 504-7954

   

Office Hours  

Via appointment

Text: 

Title: SELL 5

Author: Ingram

Publisher: Cengage Learning

Edition: 2017

ISBN: 978-1-305-66209-4

Description:

This course will explore the importance of strategic planning aspects for sales and marketing organizations. Highlights will focus on the importance of personal selling, recruiting, hiring and training of sales staff. Demographic selling and critical paths for forecasting and finance will be covered. Additional topics include customer relationship management, customer buying behavior, sales strategies, and distribution issues. Technical and interpersonal skills and their relevance to sales will be discussed. (3 credits)    Prerequisite: MKT105 Principles of Marketing

Objectives:

  1. Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.
  2. Summarize the duties and responsibilities of sales managers.
  3. Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.
  4. Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).
  5. Recognize common tools and technology used to gather and analyze sales data.

 

Requirements: Students will be assessed on comprehending course content via class participation, class discussion, quizzes and a final project.

Evaluation: This course is highly structured around discussion. Preparation is expected with all readings and presentations.  The syllabus schedule is subject to change.           

Attendance Policy: Online Course Attendance Policy

Students enrolled in credit-bearing courses at Lackawanna College will fail any course(s) in which they accumulate absences beyond the maximum number allowed. This pertains to online courses as well. Attendance is defined by participating in an academic activity within the online classroom, which includes posting replies in a graded discussion forum or submitting a written assignment.

*Please note that the beginning of course activities common to all courses (Syllabus quiz, Course Navigation Quiz, Academic Honesty Pledge, Autobiography) DO NOT count for attendance purposes.

Students that fail to participate in an academic activity as described above in the online classroom prior to the last day to drop/add a course will automatically be dropped from the course.

Students who miss one week of participation will be DROPPED from the course. It is the responsibility of the student to formally withdraw from the course at the Registrar’s office.

Online Course Discussion Policy

In order to understand, remember, and benefit from what we learn in class, discussion and interaction are critical. Responses such as, “I like what you said.” “I agree.” Or “Good thinking.” are NOT acceptable. Also, you should NOT simply repeat what someone else has already said.

Good Discussions in Course Resources will help you, but you should also use this rubric to gain all possible points for your contributions and, more importantly, to get the most out of our class discussion!

Ask yourself the following questions to help guide you in having a great discussion:

  • Did I answer the discussion questions directly demonstrating a clear understanding of the material that promoted conversation?
  • Did I support my answers to the discussion questions with research and reading?
  • Did I respond to at least two classmates?
  • Did I continue the conversation with peers that replied to my discussion?
  • Did I answer any additional questions the instructor may have asked?
  • Are all of my responses detailed and clear?
  • Did I participate in the discussion on 4 separate days?
  • Did I relate my responses to the course reading, notes, and/or personal life?
  • Did I provide the class with a response that is non-generic and inspiring – meaning that they learned from what I have contributed and can continue the conversation
  • Did I use proper grammar, spelling and netiquette?

 

Responses that do not move the conversation forward by providing information to which others can respond and build upon will negatively affect your weekly score.

 

 

Withdrawal Policy: A student has the privilege of withdrawing from any courses or from the College itself without academic penalty up to and including the final date for withdrawal indicated on the College calendar.

 

To withdraw officially from a course or from the College, a student must obtain the proper withdrawal form from the Student Affairs Office or from your Center Director, complete this form and submit it to the Registrar's Office before the final day for withdrawal without academic penalty as indicated on the College calendar. If a student should stop attending or never attend an enrolled class or classes without officially withdrawing prior to the last day to withdraw without academic penalty, the student will receive a grade of F* (Failure) in these courses. No exceptions will be made.

 

Students who violate the College's Academic Integrity Policy and fail a course in consequence may not exercise the withdrawal privilege in that particular course.

Financial obligations to the College will be determined according to the Refund Policy.

Instructor Policies: This online class will use the Lackawanna college portal Home Page | Portal for instruction and assessment. Each day there will be discussion and assignment on certain material (See Course Schedule). You are encouraged to become an active learner by participating. The best way to learn on-line material is by taking an active role in the process: hearing it, writing it, doing it and following the presentation with your text. You are encouraged to take advantage of the FREE services (peer and professional) that can help you become a successful student.

DUE DATES: Due dates will be listed on the portal under “Assignments.” The dates listed will be every day that the material was covered.

DISCUSSION/PARTICIPATION: There will be several discussion questions posted each week (follow the chapters in the schedule below). You are required to answer all questions with relevant and interesting material. You are also required to reply to posts from your peers and instructor. For an online intersession course, you are required to post twice on four different days during the week to receive full participation credit. Your posts should be substantial and meaningful, and at least 50 words long. Please see What Makes a Substantial Post, listed under the “Handouts” tab on the portal.

QUIZZES:  There will be online quizzes, one for each two chapters. Quizzes will be timed and you only have 1 attempt.

Grading: 

Discussion                            30%

Marketing Examples         20%

     (Post 10% Paper 10%)

Quizzes                                20%

Final project                        30%

 

 

Letter Grade

Numeric Range

Quality Points

A

96 – 100

4.0

A-

90 – 95

3.67

B+

87 – 89

3.33

B

83 – 86

3.0

B-

80 – 82

2.67

C+

77 – 79

2.33

C

73 – 76

2.0

C-

70 – 72

1.67

D+

67 – 69

1.33

D

60 – 66

1.0

F

0 – 59

0

 

Academic Integrity:

Academic dishonesty in any form, such as plagiarism and cheating, will not be tolerated either in the online or traditional classrooms. Sanctions will include an automatic ‘F’ for plagiarism, but the severity or frequency of the violation may result in dismissal from the College as well.

 

INSTRUCTOR’S NOTE: Any student who is caught plagiarizing work to any degree will receive a grade of 0% with no chance to re-do the assignment. In addition, I will submit an academic warning on the Portal, which notifies the Dean of Students and the Academic Dean for consideration of disciplinary action.  Multiple violations of the academic integrity policy will result in being dropped from the course.  Please familiarize yourself with the list below to ensure you understand what constitutes academic dishonesty.

 

 

The following are among the forms of dishonesty, in a classroom of any type, for which sanctions may be applied:

 

  • Using books, notes or other materials during an examination, unless expressly permitted;
  • Using purchased essays, term papers or preparatory research for such papers;
  • Copying others' work or engaging in unauthorized cooperation during an assignment or examination;
  • Allowing another student to copy from an examination or other assignment intended to be performed independently;
  • Borrowing from published works, whether material is taken verbatim or with minor alterations, without proper and/or sufficient acknowledgment;
  • Submitting as one’s own work originally done by someone else;
  • Submitting the same written report in more than one course without prior approval from the instructor(s) involved;
  • Stealing examinations or assignments;
  • Supplying or selling examinations or assignments;
  • Misrepresenting statements concerning work submitted;
  • Falsifying or fabricating experimental data or results;
  • Falsifying or fabricating the need for extensions on papers or make-up examinations.
  • Misrepresenting identity in an online course

 

(Please see the student handbook for more information.)

 

Disability Statement: Lackawanna College is an Affirmative Action, Equal Employment Opportunity institution.  Students with disabilities and other needs should feel free to contact the instructor privately if there are services and adaptations which can be made to accommodate specific needs.  Students who are having difficulties with class material are strongly advised to seek assistance in the reading and writing lab.  If you feel that you have a disability that has not been formally documented, you may meet with Mrs. Christine Kiehart in the disability services office to discuss your options. Please note that disability services do not include exemption from participation requirements in courses considered part of the School of Distance Education, including online and hybrid courses.

 

Lackawanna College Notice of Nondiscrimination: Lackawanna College will not discriminate in its educational programs, activities, or employment practices, based on race, color, national origin, sexual orientation, disability, age, religion, ancestry, union membership, or any other legally protected classification. Announcement of this policy is in accordance with State Law including the Pennsylvania Human Relations Act and with Federal Law including Titles VI and VII of the Civil Rights Act of 1964, Title IX of the Education Amendments of 1972, Sections 503 and 504 of the Rehabilitation Act of 1973, the Age Discrimination Act of 1975, and Americans with Disabilities Act of 1990.

 

Title IX of the Education Amendment of 1972 is a federal civil rights law that prohibits discrimination on the basis of sex in federally funded education programs and activities. Lackawanna College is committed to providing an educational and work environment that is free from unlawful sexual discrimination including sexual harassment, sexual violence, and gender based harassment. 

 

In accordance with Title IX of the Education Amendments of 1972, Lackawanna College will not tolerate any forms of sexual misconduct including but not limited to: sexual harassment, sexual assault, sexual violence and gender-based harassment by employees, students or third parties. This includes prohibiting discrimination against pregnant and parenting students. The College also prohibits retaliation against any person who makes a claim of discrimination or harassment or who provides information in such an investigation. This policy applies to admissions, employment, treatment and access to all programs and activities that take place either on or off the campus at Lackawanna College. 

 

Lackawanna College will fully and promptly investigate all allegations of sexual misconduct and will take action reasonably designed to resolve the complaint in an equitable manner, end a hostile environment if one has been created, prevent its recurrence, and, when appropriate, take steps to remedy its effects on individuals and the college community.

 

Lackawanna College complies with Title IX and all other federal laws and regulations that prohibit discrimination in education programs or activities receiving federal financial assistance.

 

Reports or inquiries regarding nondiscrimination should be made to:

Title IX Coordinator/ Executive Director of the Student Wellness Program, Marsha Pigga, Angeli Hall, Room 102, 501 Vine Street, Scranton PA, 18509 (570) 955-1466/ (570) 677-7589, piggam@lackawanna.edu

 

Equal Opportunity and Affirmative Action inquiries: Georgia Egan, Affirmative Action Officer/Director of Continuing Education, Angeli Hall, Room 300C, Vine Street, Scranton PA (570) 961-7815, EganG@lackawanna.edu or Gopu Kiron, Affirmative Action Officer/eLearning Director, Angeli Hall, Ground Floor, Vine Street, Scranton PA, (570) 504-7929, Kirong@lackawanna.edu.

 

Additional information regarding Title IX requirements and how to file a complaint with the Office of Civil Rights: Office of Civil Rights at www2.ed.gov/ocr, 800-421-3481. Philadelphia Office: Office for Civil Rights U.S. Department of Education, The Wanamaker Building,100 Penn Square East, Suite 515, Philadelphia, PA 19107-3323 Telephone: 215-656-8541, Email: OCR.Philadelphia@ed.gov.   

 

Portfolio and Coursework: Lackawanna College will empower you to experience learning by inspiring your critical thinking, accessing your talents and skills, motivating you toward a career choice, and encouraging you to make a difference. In evidence of this learning, the College requires a graduation portfolio containing Career Documents, including a résumé, two letters of recommendation, and a career exploration; Core Coursework, including a research paper from College Writing; three sample papers or projects from Major Coursework; and a Lackawanna College Reflection Paper.

 

Week

Topic

Course Objective Met

Related Assignment, Assessment, or Learning Activity

1

Introductions

 

Syllabus Quiz

Scavenger Hunt

Discussion

Group Formation

 

-Marketing review

-Overview of Personal Selling

-Building Trust

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).

Discussion

Marketing examples

2

-Sales Ethics

-Understanding Buyers

-Negotiations (B2C and B2)

-Communication Skills

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).

 

Recognize common tools and technology used to gather and analyze sales data.

Quiz Chapters 1 and 2

Discussion

Marketing examples

 3

 

-Strategic Prospecting

-B2C Negotiation practice

-Planning Dialogues & Presentations

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).

 

Recognize common tools and technology used to gather and analyze sales data.

Quiz Chapters 3 and 4

Discussion

Marketing examples

 4

-Sales Dialogue

-Addressing Concerns, Earning Commitment

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).

 

Recognize common tools and technology used to gather and analyze sales data.

Quiz Chapters 5 and 6

Discussion

Marketing examples

 5

-Expanding Customer Relationships

-Adding Value: Self-leadership

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Discuss the importance of recognizing the interdependence of the 4P’s (product, price, place, and promotion).

 

Recognize common tools and technology used to gather and analyze sales data.

Quiz Chapters 7 and 8

Discussion

Marketing examples

 6

-Adding Value: Teamwork

-Diversity

Describe sales concepts and how they differ between Business-to-Business (B2B) and Business-to-Consumer (B2C) interactions.

 

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Recognize common tools and technology used to gather and analyze sales data.

Quiz Chapters 9 and 10

Discussion

Marketing examples

7

-Sales Management and Sales 2.0

Summarize the duties and responsibilities of sales managers.

 

Recognize cultural differences in domestic and international markets and how diverse markets impact sales processes.

 

Recognize common tools and technology used to gather and analyze sales data.

Discussion

Marketing examples

Final project