BU.430.740.XX – Sales Force and Channels of Distribution– Instructor Name – Page 1 of 6
/Sales Force and Channels of Distribution
2 CreditsBU.430.740.XX
[NOTE: Each section must have a separate syllabus.]
[Day &Time / ex: Monday, 6pm-9pm]
[Start & End Dates / ex: 3/24/17–5/12/17]
[Semester / ex: Spring 2017]
[Location / ex: Washington, DC]
Instructor
[Full Name]
Contact Information
[Email Address]
[Phone Number,(###) ###-#### (Optional)]
Office Hours
[Please specify the day and time of the 2 hours that will be dedicated to office hours each week. For evening classes, faculty may wish to hold their office hours by phone or email. While faculty are permitted to state “and by appointment,” office hours should not be held exclusively by appointment.]
Required Text(s)Learning Materials
Palmatier, R., Stern, L., El-Ansary, A. (2014).Marketing Channel Strategy(8th ed.). Prentice Hall.ISBN: 978-0133357080.
Johnston, M. W., & Marshall, G. W. (2016).Sales Force Management: Leadership, Innovation, Technology (12th ed.). Routledge.ISBN: 978-1138951723.
Pink, D. H. (2013).To Sell is Human – The Surprising Truth about Moving Others. Riverhead Books. ISBN:
978-1594631900.
Course Description
A well-staffed sales function and full knowledge of the available channels of distribution is vital for business success. They go hand in hand with the goal of revenue generation for all organizations—profit, non-profit, product-based, and/or service-based. This course takes a close examination into the synergy of sales force and channels of distribution with a hands-on approach through simulation, role playing, case studies, readings, and interaction with marketing professionals who manage the dynamics of sales and channels management.
Prerequisite(s):
BU.410.620 ORBU.911.611
Learning Objectives
By the end of this course, students will be able to:
- Analyze how sales force and channel design aids in marketing strategy; know the role of sales force and channel implementation and distribution strategy to aid in organizational mission;
- Integrate the different channel institutions of retailing, wholesaling, and supply chain management into optimizing the customer’s lifetime value;
- Understand the role of the channel captain and know the different options to resolving channel conflicts;
- Evaluate the role that each stakeholder plays in the sales and distribution function of the marketing mix;
- Through simulation, analyze and manage segments, sales force decisions, and customers through proper decision making and profit maximization.
To view the complete list of Carey Business School’s general learning goals and objectives, visit the Carey website.
Attendance
Attendance and class participation are part of each student’s course grade. Students are expected to attend all scheduled class sessions. Failure to attend class will result in an inability to achieve the objectives of the course. Regular attendance and active class participation are required for students to successfully complete the course.
Assignments
Assignment / Learning Objectives / WeightActive Participation in Class Discussion / 1, 2, 3, 4 / 15%
Case Analysis – 2 @ 10% per Case / 1, 2, 3, 4 / 20%
Simulation Competition – 3 Rounds (10% per Round) / 1, 5 / 30%
Team Project: Channel-Sales Force Audit (25% Paper; 10% Presentation) / 1, 2, 3, 4 / 35%
Total / 100%
Active Participation in Class Discussion – 15%Students are expected to have read the cases, articles and assigned readings before attending class.Students are expected to take a proactive stance with respect to class contributions. Discussions are to be directed to the class rather than the instructor. Students will be evaluated after each class on their contributions to discussions.
Case Analysis – 20% (2 @ 10% per Case)Students are required to complete an individual case analysis (max 2 single-spaced pages) on one sales force and one channel case studies. The suggested case analysis questions will be provided at Blackboard. You are also encouraged to comment on other issues you feel that may contribute to our understanding.
Simulation Competition – 3 Rounds – 30% (10% per Round)
Individual Weekly Simulation Results- SIMULATION SOFTWARE: “Marketing Simulation: Managing Segments and Customers” 7018-HTM-ENG
Students will use this software to develop and apply concepts and approaches to sales force and marketing channel strategy to a simulation of a real world situation.This simulation will represent both product and service oriented companies and will be coordinated with the course topics and other activities.It will require individual work to make analyses and decisions about the student’s company on a weekly basis.Several sets of decisions will be required to complete the simulation, and individuals will operate on a competitive basis throughout the semester.Each participant must purchase the software; this is a course requirement.
NOTE:Reading the manual and related simulation materials thoroughly as early as possible will greatly benefit you throughout the semester. This is a suggestion that is endorsed by every course using a Harvard simulation.
Team Project: Channel-Sales Force Audit – 35% (25% Paper; 10% Presentation)
Your team will be required to perform an audit of a specific firm’s existing sales and distribution channel(s). This audit will consist of a report describing the current state of the channel - its structure, members, allocation of channel functions and flows, ability to meet target customers’ demand for service outputs as well as suggestions for improvement of the sales force and channel design. You are responsible for finding a firm whose sales and distribution channels you wish to study. You will need to use both primary (i.e. personal interviews) and secondary (i.e. library research) data to perform your analysis. Your analysis must be in APA format with proper citations of both primary and secondary research sources. It is best to study pre-existing sales and channels, but if you elect to study an organization with product / market development strategy, you must examine the pre-existing sales and channels as well as the new planned structure. You should feel free to share your final paper with the firm. Project organizations must be approved by the instructor by Class #2.
All teams will present their audits to the class (Limit 15 minute. The time limit may change depending on the class size). The report should be no longer than 7 single-spaced pages, plus no more than 7 pages of exhibits, appendices, and references. The report and presentation PPTs are due by 5pm two days before Class 8.
Please see Blackboard for grading rubrics for participation, case analysis, simulation competition, and team project (written report and presentation).
Grading
Effective Fall 2017: The grade of A is reserved for those who demonstrate extraordinarily excellent performance as determined by the instructor. The grade of A- is awarded only for excellent performance. The grades of B+, B, and B- are awarded for good performance. The grades of C+, C, and C- are awarded for adequate but substandard performance.The grades of D+, D, and D- are not awarded at the graduate level (undergraduate only). The grade of F indicates the student’s failure to satisfactorily complete the course work.
Please note that for Core and Foundation courses, a maximum of 25% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.3. For Elective courses, a maximum of 35% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.4. (For classes with 15 students or fewer, the class GPA cap is waived.)
Tentative Course CalendarThe instructors reserve the right to alter course content and/or adjust the pace to accommodate class progress. Students are responsible for keeping up with all adjustments to the course calendar.
Week / Topic / Reading / Due1 / Introductions
The Big Picture- Channels of Distribution
Channel Auditing / Marketing Channel Strategy:
Chapters 1 and 3
Article: Strategic Channel Design / Forming groups
2 / Retailing, Wholesaling, and Emerging Structures and Strategies / Marketing Channel Strategy:
Chapters 6, 7, and 9 / Project company due
3 / Managing Channel Power, Conflict, and Relationships / Marketing Channel Strategy:
Chapters 10, 11, and 12 / Case Analysis Due: Half a Century of Supply Management at Wal-Mart
Simulation Practice Round
4 / Sales Force Activities / Pink-To Sell is Human
Sales Force Management:
Chapter 2 / Simulation – Round 1
5 / Sales Force Recruitment / Sales Force Management:
Chapters 8 and 9 / Simulation – Round 2
6 / Sales Force Motivation / Sales Force Management:
Chapters 6 and 7
Article: A Multi-Nation Study of Sales Manager Effectiveness with Global Implications / Simulation – Round 3
7 / Sales Force Compensation and Performance Evaluation / Sales Force Management:
Chapters 11 and 13
Article: Ultimately Accountable Job: Leading Today’s Sales Organization / Case Analysis Due: Sales Force Integration at FedEx(A)
8 / Presentations – Channel- Sales Force Audit / Channel-Sales Force Audit report and finalized presentation PPTs are due by 5pm two days before Class 8.
Carey Business School
Policies and General Information
Blackboard Site
A Blackboard course site is set up for this course. Each student is expected to check the site throughout the semester as Blackboard will be the primary venue for outside classroom communications between the instructors and the students. Students can access the course site at Support for Blackboard is available at 1-866-669-6138.
Course Evaluation
As a research and learning community, the Carey Business School is committed to continuous improvement. The faculty strongly encourages students to provide complete and honest feedback for this course. Please take this activity seriously; we depend on your feedback to help us improve. Information on how to complete the evaluation will be provided toward the end of the course.
Disability Support Services
All students with disabilities who require accommodations for this course should contact Disability Support Services at their earliest convenience to discuss their specific needs. If you have a documented disability, you must be registered with Disability Support Services ( or 410-234-9243) to receive accommodations. For more information, please visit the Disability Support Services webpage.
Academic Ethics Policy
Carey expects graduates to be innovative business leaders and exemplary global citizens. The Carey community believes that honesty, integrity, and community responsibility are qualities inherent in an exemplary citizen. The objective of the Academic Ethics Policy (AEP) is to create an environment of trust and respect among all members of the Carey academic community and hold Carey students accountable to the highest standards of academic integrity and excellence.
It is the responsibility of every Carey student, faculty member, and staff member to familiarize themselves with the AEP and its procedures. Failure to become acquainted with this information will not excuse any student, faculty, or staff from the responsibility to abide by the AEP. Please contact the Student Services office if you have any questions. For the full policy, please visit the Academic Ethics Policy webpage.
Students are not allowed to use any electronic devices during in-class tests. Calculators will be provided if the instructor requires them for test taking. Students must seek permission from the instructor to leave the classroom during an in-class test. Test scripts must not be removed from the classroom during the test.
Student Conduct Code
The fundamental purpose of the Johns Hopkins University’s regulation of student conduct is to promote and to protect the health, safety, welfare, property, and rights of all members of the University community as well as to promote the orderly operation of the University and to safeguard its property and facilities. As members of the University community, students accept certain responsibilities which support the educational mission and create an environment in which all students are afforded the same opportunity to succeed academically. Please contact the Student Services office if you have any questions. For the full policy, please visit the Student Conduct Code webpage.
Student Success Center
The Student Success Center offers free online and in-person one-on-one and group coaching in writing, presenting, and quantitative courses. The center also offers a variety of workshops, exam study sessions, and instructor-led primer seminars to help prepare students for challenging course content, including statistics and accounting. For more information or to book an appointment, please visit the Student Success Center website.
Other Important Academic Policies and Services
Students are strongly encouraged to consult the Carey Business School’s Student Handbook and Academic Catalog and Student Resources for information regarding the following items:
- Statement of Diversity and Inclusion
- Inclement Weather Policy
Copyright Statement
Unless explicitly allowed by the instructor, course materials, class discussions, and examinations are created for and expected to be used by class participants only.The recording and rebroadcasting of such material, by any means, is forbidden. Violations are subject to sanctions under the Honor Code.