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Business Department

Driven by Excellence; Inspired by Faith


COURSE: Sales Management MRKT 342 INSTRUCTOR: Elizabeth Fletcher

CREDIT HOURS: 3 PHONE: 417.865.2815 EX 8112
COURSE DAY/TIME: TTH 2:00-3:15 p.m. EMAIL:



Fundamentals of Selling, 12th Edition by Charles Futrell

ISBN: 978-0-07-338112-1


Evangel University is a comprehensive Christian university committed to excellence in educating and equipping
students to become Spirit-empowered servants of God who impact the Church and society globally.


1. To develop in both students and faculty an awareness of the values, goals, and broad basic issues associated
with being successful and fulfilled in business through course work, student advising, seminars, student
organizations and activities, internships, mentoring programs, alumni involvement, and other means.

2. To enable students in all disciplines to enhance their personal and vocational success by providing the
opportunity to learn about business and personal finance.

3. To provide students with a relevant core curriculum of general business subjects along with opportunities for
concentrated study in specialized areas to lead to successful business careers in areas where God has given
interest and talent.

4. To train men and women to think effectively and ethically, to form sound business judgments, to develop an
understanding of the interrelationships of the various functions of business and society, and to exercise
increasing responsibility for society through vocational leadership and service to the community and church.

5. To encourage Christian character and the application of Christian principles to personal, business, social and
ministry activities.

A study of the managerial aspects of selling operations, with particular reference to problems involved in
investigations of markets, planning the sales efforts, management of sales and service personnel, and control of
sales operation. Prerequisite: MRKT 239

Prerequisite: MRKT 239

Welcome! The course work is planned to create a positive learning experience, present appropriate
explanations and applications for persona selling and sales management issues, and provide the encouragement
that will help you optimize your learning opportunities for applying ethical practices in sales.

Although this course is conducted as a seated course, COURSE COMMONS will be utilized for resourcing
assignments. The Files tab found in COURSE COMMONS includes quizzes, cases, and study resources.
• All assignments are due on the date and time specified on the Course Outline
• All students are expected to communicate with the instructor any concerns, technical difficulties,
and/or questions they may have via email, phone call, or face-to-face appointment.
• Students are expected to have access to:
• A computer
• The Internet
• Evangel Email
• All assignments need to be submitted in Microsoft Word format.
o File extension: .docx or .doc format
o Campus computer labs have Microsoft Office 2013 or Office 2016 installed.
o PowerPoint assignments need to be in one of the following formats: PowerPoint 2013,
PowerPoint 2016 or PowerPoint Show
o File Extension: .pptx or .ppsx
o The latest version of Office is available for your personal machine. It can be downloaded by
following the instructions at:

Class attendance is extremely important to your success as a student. Building a habit of good attendance will
translate into your professional responsibilities in your future career and make you a more valuable member of a
professional team. There are no excused absences, but should you be absent from class, you will be responsible
for collecting information you miss. Attendance is taken at the beginning of class. You are expected to be
present and on time. Three tardies will count as one absence, and failure to complete assignments associated
with our online class sessions will count as being absent from class. If you are absent two consecutive sessions
without contacting me, first I’ll really miss you, and second, I’ll be contacting you to come in and meet with


SLO#1: Conduct a book analysis; profiling the potential, served and penetrated
markets and author’s expertise credibility
SLO#2. Develop & present an integrated sales presentation

Students should be able to analyze management and marketing strategies with the following accuracies:

1. SLO 1 Goal: 90% of students will be able to score at least 80% or higher on the Book Review Study
Analysis Rubric
2. SLO 2 Goal: 90% of students will be able to score at least 80% or higher on the Sales Presentation

PLO The marketing major is designed to meet current and future needs of students and industry by developing
superior entry-level marketing professionals for organizations and marketing agencies or to enter graduate
school. Marketing majors acquire a strong general management knowledge and capabilities, problem-solving
and decision-making abilities, interpersonal and communication skills, and a foundation in quantitative
methods. Graduates of this program are equipped with a rigorous set of managerial, financial, research, and
marketing abilities appropriate for today's technological environment that lead to careers in advertising, sales
management, public relations, marketing research, marketing management, and retail management.

In addition to the business foundation goals, marketing majors are required to meet the following learning goals
that are related to the required and elective business courses. The learning goals of each course are identified in
the syllabus for the course(s) identified in parenthesis after the goal.

1. Explain the influence of cultural, social, and psychological factors on consumer behavior (MRKT 332).
2. Recognize the marketing subsystem used to inform and persuade both present and potential customers and
apply techniques to manage the promotional mix of the company (MRKT 341).
3. Explain and apply techniques for the systematic search for and study of facts relevant to problem solving in
marketing management (MRKT 441).
4. Develop knowledge and skills regarding the effective planning, decision-making, and evaluating of the total
marketing program of various types of organizations (MRKT 446).
5. Recognize career opportunities and processes for an effective job search (MRKT 496).

In addition to the above learning objectives, marketing majors will be required to select at least 15 credits of
elective courses to achieve additional learning objectives approved by the department. These objectives may
explain the basic techniques of advertising (MRKT 333); apply basic design principles, typography, and
relevant computer software to publications on the computer (MRKT 345); develop marketing skills and
experience through an internship (MRKT 498); explain and apply fundamental elements of starting a business
(MRKT 299); explain basic managerial aspects of selling operations that include planning the sales effort,
management of sales and service personnel, and control of sales operation (MRKT 342); explain the
relationship between publicity and public relations, with emphasis on the steps and means, the policies, and the
people through which good public relations can be achieved (MRKT 352); and other courses that relate to
marketing skills such as photography and media writing. The marketing major is also required to select at least
6 credits of elective courses from management, marketing, leadership, computer science, or art. Other courses
approved to meet the electives may include minors from other departments that relate to the student's vocational
interest such as sport administration, photography, and digital or graphic arts.
All assignments are shared and available during class sessions. Cases and projects requiring supplemental
resources, are listed on the attached course outline. Assignment instructions can also be found in weekly
folders on COURSE COMMONS. Unless otherwise directed by the instructor, all assignments are submitted
in the assigned class session. Since the Marketing audit project is working with a “live” company, most
research will be from company secondary sources and primary research conducted by the marketing audit

All case analysis, sales reports, and reading reports will be assessed using rubrics. Rubrics are available in
COURSE COMMONS for you to view prior to submitting your assignments. Points for each of the assignment
categories and the grading scale for the course are shown below.

Evaluation: Success in meeting the learning objectives is measured by the total points you earn from exams,
in-class learning activities, and homework assignments. You can make up in-class exams and quizzes only for
excused absences such as verified illness, family crisis, and EU related travel.
Assignments are due as indicated on the attached schedule. Assignments will be accepted after the dates
listed for EMERGENCIES only, but the grade will be reduced by 5% per day for each day the assignment is
late. The presentation of material in this course will be through lectures from the professor and practicing
international professionals, case studies, questions and problem analysis, and in-depth research project oral
activities. If according to the instructor’s grade book, a student exceeds the 25 percent grace amount of
absences in accordance with Evangel University rules, that student will be dropped from the course.

Grades are based on the following scale:

90-93%=A- 94-96%=A 97-100%= A+ 80-83%=B- 84-86%=B 87-89%=B+

70-73%=C- 74-76%=C 77-79%=C+ 60-63%=D- 64-66%=D 67-69%=D+

EXAMS: Each exam will include both case analysis and objective questions pertaining to text and class
discussion materials.

CASE ANALYSIS: This analysis is to orient the student toward action rather than just knowledge acquisition
per se. It is based on the following philosophy: by working on cases in discussion and debate with one’s peers
and under the supervision of an instructor, the student will develop the necessary mental patterns of
independence, creative thought, skillful situational analysis, and responsible judgment required in their
occupations. Students are responsible to be prepared for class discussion of cases on the date assigned.
Two cases will be prepared in written format and turned in prior to the discussion. This written case must be
double-spaced. No handwritten copy will be accepted. The cases will be graded for creativity, application of
text material, completeness of answers, and correct language usage. These should be the best of your analytical
thoughts and the presentation should be such as you would offer your most treasured employer.


time will be interactive. Earning of points for these activities requires your presence during the sessions where
points are awarded.

ORAL SALES PRESENTATIONS: Following the unit on personal selling, each class member will present to
the class a direct sales appeal. An outline must be approved prior to the student’s performance.

SALES BOOK REVIEW: PowerPoint & oral presentation for assigned trade book

FAMOUS SALESPERSON PINTEREST BOARD: Create an image board for assigned famous salesperson

SALES PERSON INTERVIEW: Each student will interview a salesperson. The student will design a
questionnaire for the purpose of learning about the sales profession, work routines, budgetary considerations,
etc. The questionnaire must be approved by the course professor prior to its use. This interview must be
videotaped. A segment placed on Youtube earns the student additional points.

“Sales Experience” (Project Handout #2)


Quizzes/Readings/Internet/class discussion/Class Activities 100 pts.

Community Service DECA District Sales Judge or FBLA District Judge—Bonus Points 25

Written Case Analysis 25

Famous Salesperson Pinterest Board 50

Sales Person Interview 25

Sales Course Evaluation 10

Oral Sales Presentation 100

Sales “Experience” 50

Book Review & Presentation 50

Midterm Exam 100

Comprehensive Final Exam 200

Evaluative Learning Philosophy: This course will require development of critical thinking skills, creativity,
and new ways of thinking of the challenges facing business. While we are partners in your learning you must
take the lead. As your professor, I encourage you to approach me before or after class, in my office, by phone or
email. I welcome your feedback on the course material and your personal progress throughout the course. Upon
completion of the course you should be able to 1. Conduct analyses that support the development of marketing
strategies; 2. Identify and address key strategic questions; 3. Understand and work with a set of useful and
important concepts such as mission, objective, strategic group, sustainable competitive strategy, risk, key success
factors, strategic opportunity or threat, strategic strength, weakness or problem, strategic question, product
market, segmentation, industry structure, positioning, experience curve, portfolio analysis and scenarios; 4. Learn
to work cooperatively in teams, think more critically, communicate more effectively, and become enthusiastic
about the concept of life-long learning.

Class participation will be judged on the basis of quality and consistency of effort on a daily basis. Attendance
is NOT participation. Each student can ascertain the adequacy of his/her participation by occasional discussion
with your professor. However, careful self-monitoring using the following criteria for effective classroom
participation may be useful:

• Do comments generate discussion, or do they tend to be ignored by others?

• Do others appear confused when the participant makes a point?
• Are others left with a “so what” feeling, or does the discussant reach a conclusion that is clearly understood
and appreciated?
• Do comments develop on evidence from the assignment, or do they just relate what everyone already knows?
• Are participants able to clarify important aspects of previous comments and relate them to the problems and
topics under discussion?
• Do comments distinguish among different kinds of data – facts, opinions, beliefs, and theories – in their

Your professor expects you to be prepared and actively involved in each class. Since students are frequently
called upon when their hands are not raised, you should let the professor know before the start of class if some
emergency has made it impossible for you to be adequately prepared for the class. Naturally, there are some
students who do not feel comfortable participating verbally in the classroom. We should all try to make the
classroom atmosphere as congenial as possible to assist our colleagues in the participation process. Students are
encouraged to meet regularly outside of class to discuss assignments before the class activity. Missed classes
could severely affect your performance in the class.


***** Examinations will consist of true/false, multiple choice, and/or case analysis & short answer questions.
All students will take the final exam which consists of chapter and comprehensive case material. The final
exam must be taken at the time scheduled by the University unless you have an emergency situation. You can
apply for a change of final exam time at the office of the Vice President for Academic Affairs. Let me know
in advance, or as soon as possible thereafter, if you have an emergency situation arise that prevents you from
taking a scheduled exam

***** Attendance & Participation—Students who miss class because of illness, participation in authorized co-
curricular activities, or for other unavoidable reasons will be given the opportunity to receive credit for
comparable material. Unit tests should be taken during the scheduled times. If an emergency occurs, and in the
event you miss a class, you are responsible to obtain class notes from a classmate. This class consists of lecture,
discussion of assigned readings and current events in business law. Students are expected to review the
questions and problems at the end of each chapter and be able to contribute to in-class exercises related to such
material. Makeup Quizzes and case analysis are accepted for one week following the illness or unavoidable
excused reason.

***** Important dates and information: maximum absences regardless of cause, 10; tardiness contributes to
absences; homework accepted late is reduced by 3% per day of lateness.

Business is a profession in which individual integrity is in great demand. Mature students with a Christian
perspective typically resist the temptation to engage in academic dishonesty. To reduce the temptation,
complete reading assignments as scheduled and plan ahead to perform other assignments when scheduled
without reference to assignments done by others, including those who have taken the course previously. Guided
by EU's policy, I will take disciplinary action on any incident of academic dishonesty that does occur (i.e.,
enabling another student to copy your assignment or exam responses, copying another student’s assignment,
copying from another student's exam, plagiarizing written works without proper citations in written reports,
using unauthorized "crib sheets," etc.). Willfully allowing another student to copy your work diminishes your
accomplishment and the other student’s future ability to meet the rigors of the business profession. According
to EU policy, evidence of academic dishonesty will be reported to the Business Department Chair, Vice
President of Academic Affairs, and Vice President of Student Development and may assign a failing grade for
any assignment or exam, or for the entire course, as seems appropriate or as required by EU policy.

As people of Christ, members of the broader academic community, and future professionals, it is incumbent
upon every member of the Evangel community to employ and encourage integrity in all our academic and
professional pursuits. Any and every instance of academic dishonesty compromises the mission of Evangel
University and violates the standards we hold as people of Christ and practitioners within our professional
fields. Students are expected to understand and avoid all forms of academic dishonesty, which includes
falsification, cheating, collusion, and plagiarism.

As members of the Evangel community, students share the responsibility to deter and report academic
dishonesty. Should a student become aware of a violation of academic integrity, he or she is encouraged to
report the incident to a faculty member or department chairperson.

It is the responsibility of the faculty to address any and all acts of academic dishonesty. Sanctions for violations
of academic dishonesty can include but are not limited to a failing grade on an assignment, a failing grade for
the course, suspension from school, or expulsion from the university. Evangel’s policy on academic integrity, as
published in the Student Handbook, appears in Section VIII. University Policies: Academic Integrity.


Campus e-mail will be used to address to communicate individually and as a class. Check for e-mails regularly
and keep your mailbox from becoming too full to receive e-mails.
We will all show respect for each other and for guests to our classroom. Part of showing respect is being on
time, being prepared, being appropriate in our appearance, and avoiding disruptive activities (i.e., personal
discussions, telephone usage, text messaging, and leaving class early). As needed, I will confront inappropriate
classroom behavior and poor performance and will help you establish a plan to develop more professional

The use of electronic devices in the classroom is intended to enhance the learning environment for all students.
Your laptop or other device can become a distraction to you and to those around you if it is not used properly.
Proper academic purposes include taking notes, following along with the instructor on PowerPoint, as well as
working on assigned in-class activities, projects, and discussions that require in-class laptop use. Sit in the front
of the classroom if you plan to use a laptop computer or similar device to take notes. Cell phones must be
turned off or placed in “silent” mode during class unless extenuating circumstances are discussed with the

professor and approval to have the phone activated is given prior to class. Texting, Internet surfing, emailing,
gaming and other such activities are not permitted in class and can result in losing the privilege to bring devices
to class and being counted absent when the device is used.

• It is expected that electronic devices will be used during class to support the students’ learning. Any use
of technology that substantially degrades the learning environment, promotes dishonesty or illegal
activities is prohibited.
• Cell phones should only be used for academic purposes during class. It is not permissible to answer cell
phones or engage in text messaging while class is in session. Should an emergency situation arise that
requires you to use your cell phone, please make the professor aware of the circumstances.

Evangel University is committed to equal educational opportunities for students with disabilities in accordance
with Section 504 of the Rehabilitation Act of 1973 and the American with Disabilities Act as amended
(ADA). Academic Support, a division of the Center for Student Success, is the office designated by Evangel
University to review disability documentation, determine reasonable accommodations, and develop plans for
the provision of such accommodations.

If you have already established accommodations through Academic Support and receive accommodation
memos, please meet with me to discuss the provisions of those accommodations as soon as possible
(accommodations are not retroactive). If you have not yet established accommodations, but have a disability or
health condition (permanent or temporary) that may have some impact on your work in this class and for which
you may require accommodations, you are welcome to contact Academic Support staff in the Center for Student
Success (ZM-208; 417-865-2815 x.8215) so that accommodations can be arranged. See the Disability and
Academic Accommodations Handbook for further information on the accommodations process.


MRKT 342 Sales Management

Tentative Class Schedule – Spring, 2018

This schedule is subject to change as needed to achieve the objectives of the course.

2018 Date Day Sales Management Topics to Be Discussed Homework Assignment

Jan 11 TH Syllabus Review & Introduction of Projects Read Chapter 1 & review syllabus

16 T Professional Sales--Ziglar

18 TH Relationship selling & Psychology of selling Read Chapter 2

23 T Ethics First in Customer Relations Read Chapter 3

25 TH Why People Buy Read Chapter 4

30 T Communication for Relationship Building Read Chapter 5

FEB 1 TH Sales Knowledge: Customers, Products, Tech Read Chapter 6

6 T Prospecting: The Lifeblood of selling Read Chapter 7

8 TH Planning the Sales Call Read Chapter 8

13 T Sales Presentation Methods Read Chapter 9

18 TH Review for exam

20 T Midterm Exam Chapters 1-9 & cases

22 TH Book Reviews

27 T Book Reviews

MAR 1 TH Book Reviews

6 T Presentation strategy Read chapter 10

8 TH Elements of a great sales presentation Read chapter 11



20 T Zig Ziglar--Objections Video notes

22 TH Sales Application FIELD DAY

27 T Welcome your Prospects’ objections Read Chapter 12

29 TH Closing Begins the Relationship Read Chapter 13

APR 3 T Service & Follow-up for Customer Retention Read Chapter 14

5 TH Time, Territory, & Self-Management Keys Read Chapter 15

10 T Planning, Staffing, & Training Successfully Chapter 16

12 TH Sales Presentations PPT required

17 T Sales Presentations PPT required

19 TH Sales Presentations PPT required

24 T Sales Presentations PPT required

26 TH Review & Feedback

MAY 1 T FINAL EXAM 12:00 noon

Course Commons
This course will use Course Commons, Evangel’s learning management system. There are links to Course Commons in
the Student Portal and the Evangel website. The login page for Course Commons is
Use your
to login.
All Evangel students have access to the Course Commons Student Orientation. If you are new to Course Commons, you
are encouraged to take advantage of this excellent resource. As part of your course preparation, this will help you make
the most of the features that are available to you as a student.

Accessing the Course in Course Commons

Access your courses list by clicking on the Courses icon on the Global Navigation menu on the left of the screen. You can
also click on the course card on the Dashboard.
To customize your Courses list, see the following Help Guide: How do I customize my Courses list?
Students will have access to this course in Course Commons seven (7) days before the official beginning of the semester.
Students have until seven (7) days after the semester begins to complete financial registration. If financial registration is
not completed by the seventh day, course access will be revoked.
After the end of the semester, students will have read-only access to the course through Course Commons. Only access to
already submitted work, course resources and grades will be available.
Accessing Course Content in Course Commons

The professor controls the availability of course content and features. Some items may be unavailable until a date set by
the professor.
You can navigate the course content and features using the Course Navigation menu on the left.
This menu can be customized by the professor, so it may differ from course to course,
depending on what features the professor has chosen to make available.
You can collapse the Course Navigation menu to focus on the page content. Click on the menu
icon in the upper left (which looks like 3 lines). You can expand the menu by clicking on the
menu icon again.
All course content (syllabus, modules, course materials, assignments, online quizzes, online
discussions, grades, etc.) can be accessed using the links in the Course Navigation menu.

Personal Settings in Course Commons

Students can adjust their personal settings in Course Commons. Click on the Account icon to
access the Account menu.
On the Profile page, you can add a profile picture to your account. You can also edit your
display name, which will show to your instructor and peers throughout Course Commons.
The Settings link allows you to add additional contact methods (personal email or cell phone
number for text message alerts) to your account. You can also add external services, like
Twitter, Skype or Google Drive.
The Notifications link allows you to customize what notifications you receive from Course
Commons and how and when you receive them. This is a student-centered feature that allows
you to optimize your notifications to help you stay connected to what is happening in all your
For more information, see the following pages in the Course Commons Student Orientation:
How to Update your Profile and Settings and How to Update Your Notifications Preferences.
Accessing Grades in Course Commons
All course grades will be recorded and shown through Course Commons. Simply click the
“Grades” button on the lower right of the Dashboard to access your grades for all courses. You can also use the Grades
link in the Course Navigation to access your grades for this course.
For more information on how to check your grades and what you can do from the Grades page, see the following page
from the Course Commons Student Orientation: How to Check My Grades.

How to Get Help with Course Commons
Help is never more than a few clicks away! You can access the Help menu from any
page in Course Commons.
Click on the Help icon in the lower left corner of the screen. Because the Course
Commons is powered by the Canvas Learning Management System, all help guides
and helpdesk tickets will reference Canvas.
From the Help menu, you can send a message to your instructor, search the Canvas
Help Guides, or report a problem.
You can browse and search the Help Guides using the following link:
Course Commons Troubleshooting
Do you have a question about a quiz, an assignment, or another item in the course? Contact your professor.
Are you having technical problems with Course Commons? Click the Help icon, click “Report a Problem” and complete
the form to file a ticket for a personal response from the support team. Please be sure to include a thorough description of
the problem.
Are you having trouble with your Evangel account (username and password)? Contact the IT Helpdesk at 417-865-
2815 ext. 8368 (phone), (email), or