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MKT 122 Syllabus - Distribution MGT
MKT 122 Syllabus - Distribution MGT
A. Course Description
A study of the analysis, planning, implementation, and control of sales activities; including setting objectives, designing strategy, recruiting, selecting, training,
supervising and evaluating the sales force.
B. Course Objectives
1. Adequately prepare students for a career in Sales.
2. Give them an adequate perspective of sales functions and operations that they can use to enhance their effectiveness in other related
functions (e.g. Marketing, Finance, Production, etc).
June 25 Setting Sales Goals • Personal Selling Goals 1- Chapter 4: Management of Sales • Coverage Planning
• Characteristics of Successful Salespeople Territories & Quotas
2- Chapter 1: Selling & Salespeople
July 2 & Selling to Customers • Understanding Buying Behavior & Decisions 2- Chapter 4: Buying Behavior & the • Call Preparation
9 • The Buying & Selling Process Buying Process • FAB Pitch
• FAB Selling 3- Chapter 4: The Psychology of
Selling: Why People Buy
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Sep 10 Bringing in the Numbers • Sales Planning & Forecasting 1- Chapter 3: Planning, Sales
Forecasting & Budgeting
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D. References
1. Sales and Distribution Management by Krishna K. Havaldar and Vasant M. Cavale
2. Selling, Building Partnerships, 4th Edition, by Barton A Weitz, Stephen B. Castleberry and John F. Tanner Jr.
3. Fundamentals of Selling: Customers for Life through Service, 9th Edition, by Charles M. Futrell
4. Promotional Strategy, 8th Edition, by James F. Engel, Martin R. Warshaw and Thomas C. Kinnear
F. Classroom Policies
1. Only 3 cuts are allowed for the duration of the course. A student is considered absent if he/she does not arrive before the break.
2. The class should wait for the faculty unless they are notified in advance that she is not arriving. The assigned class beadle will coordinate with the faculty
in this regard.
3. Quizzes are not announced. In case of absence, a default grade of 6 will be given for quizzes missed.
4. Late submission of any requirement will not be accepted. Students will be advised ahead of the cut-off time for any project. Failure to submit any
requirement will merit a grade of F for that item.
5. Students committing acts of academic dishonesty, i.e. copying, cheating, plagiarism, will be automatically given a failing grade for the course.
6. For written assignments,
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• Papers will follow standard Word document margins (1” for top and bottom, 1.25” for left and right), double spacing, and use Arial or Arial Narrow
font sizes no smaller than 11.
• Students must check for grammatical and spelling errors prior to submission.
• All papers must come with a cover page (sample attached) and be only as long as the number of pages allowed for the assignment. Anything
beyond the assigned page limit will not be considered for grading.
• Failure to comply with these guidelines will result in a deduction of up to 5 points.
7. Cellular phones may not be used at any time during class. Using cellular phones during class hours and examinations will be cause for confiscation.
8. Proper class attire should be worn by students consistent with the JGSOM policies. Improperly dressed students will not be admitted to class.
9. Snacks and drinks may be taken outside the classroom during breaks.
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