SALES MANAGEMENT

1
SALES MANAGEMENT

• INTRODUCTION

2
DEFINITION OFSALES MANAGEMENT

• The planning, organizing, leading and controlling
  of personal contact programs designed to achieve
  the sales and profit objectives of the firm.

3
SKILLS NEEDED

• EXCEL
• BASIC ALGEBRA
• EMAIL
• Professional\Communication
• Attachments Adobe Acrobat
• Hotmail accounts not usable
• DOWNLOAD POWERPOINT SLIDES

4
THE TEXT

• Analysis and Decision Making Fifth Edition
  AuthorsIngram, Laforge, Avila, Schwepker Jr. and
  Williams Publisher Thomson - Southwestern .
• Sales Management Simulation Participants
  Manual, 6th edition (2001)Ralph L. Day, Douglas
  J. Dalrymple, and Harish Sujan, , John Wiley
  Sons.
• Target Pack

5
CLASS WEB SITE

• WWW.CHAMPIONSELLING.COM
• PowerPoint Outlines
• Grades
• Term Project Info
• Extra Credit Assignments

6
CONTRACTS

• Syllabus Contract
• My Responsibility
• Your Responsibility
• Partnership Contract
• Company Name
• Partner Names
• Responsibilities

7
Successful Partnerships

• Share Purpose
• Focus on Results
• Empowerment
• Teamwork
• Trust
• Structure to fit the purpose
• Open productive communications

8
PARTS OF THE COURSE

• Professionalism (5)
• Email
• Verbal Communications
• Non-Verbal Communications On-time for class)
• Tests and Quizzes
• 3-4 Quizzes (10)
• Announced in advance
• No Make-Ups
• 3 Tests (20)

9
PARTS OF THE COURSE

• Sales Management Simulation
• Retained Earnings (10)
• Presentation (12)
• Board meetings (3)
• Compete for grades
• Extra Credit see web site

10
IMPORTANT DATES

• Syllabus Contract Admission to class
• Partnership Contract Wednesday 9/26
• Test One Friday 9/28
• First Simulation Decisions Monday 10/8
• Test Two Wednesday 10/31
• Final Thursday 12/13 3 PM

11
DEFINITIONS

• REVENUE, SALES, GROSS SALE
• QUOTA, GOAL, TARGET
• GROSS MARGIN, GROSS PROFIT
• NET PROFIT
• RETAINED EARNINGS

Download from the class web site.