University of Alberta, School of Business
Syllabus for
Selling and Sales Management
Mark 470, Section B1
Class Location: B-09
Class Times: 9:00 a.m. – 9:50 a.m.
Class Days: Monday, Wednesday, and Friday
Course Duration: January 6th – April 9th 2003
Course Web Site:
Instructor: Jim Swaffield MBA
Office: BusinessBuilding, Room 2-32B
Office Hours: MWF 1:00 – 2:00 p.m. (or by appointment)
Office Phone: 492-6935
E-mail:
Textbook: Spiro, Rosann L, Stanton, William J, Rich, Gregory A. (2003) Management of a Sales Force. 11th Edition, McGraw-Hill Irwin.
Course Description
Marketing 470 is a course that deals with the management of an outside sales force. Specifically, this course will involve the study of the selling process, sales force recruitment and training, motivation, compensation, territory design and management, and sales performance evaluation.
Method of Evaluation:
- Midterm - 35% (February 10, 2003)
- Sales Manager Interview Assignment - 20% (Due February 14, 2003)
- Final Exam - 45%
Important Note:
The Sales Manager Assignment is due on Friday, February 14th, 2003 at the beginning of class. Assignments received 15 minutes after the start of class are considered late and will be assessed a late penalty of 10%. Late assignments will be penalized 10% per day.
Absences from Exams:
Absences from exams can be excused ONLY on the basis of illness (accompanied by a University of Alberta Medical Statement) or, a family emergency/distress. In the event of an illness a University of Alberta Medical Statement must be provided to the instructor within two working days following the missed exam. The Medical Statement form can be downloaded at
Course Schedule:DateTopic Assigned Reading
January 6thCourse Introduction and Overview
January 8thThe Field of Sales Force ManagementChapter 1
January 10thThe Field of Sales Force Management continued
January 13thStrategic Sales Force ManagementChapter 2
January 15thStrategic Sales Force Management continued
January 17thThe Personal Selling ProcessChapter 3
January 20thStrategic/Consultative Selling
January 22ndGuest Speaker: Mr. Cam Dafoe, IBM Canada
Topic: The consultative selling process used by IBM
January 24th Sales Force OrganizationChapter 4
January 27th Profiling and Recruiting SalespeopleChapter 5
January 29th Guest Speakers: from Drake Personnel
Connie Veenbaas, Business Development Manager
Grant Gerlitz, Business Development Manager
Topic: Personality Profiling for Sales Managers and Sales Reps
January 31st Selecting and Hiring ApplicantsChapter 6
February 3rdSelecting and Hiring Applicants continued
February 5thDeveloping, Delivering, and Reinforcing a Sales Chapter 7
Training Program
February 7thDeveloping, Delivering, and Reinforcing a Sales
Training Program continued
February 10thMidterm Exam (covers all material up to Chapter 7)
February 12thMotivating a Sales ForceChapter 8
February 14th Motivating the Sales Force continued
Sales Manager Interview assignment due at beginning of class
February 17th Reading Week – No class
February 19thReading Week – No class
February 21stReading Week – No class
February 24thGuest Speaker TBA
February 26thDiscussion of Sales Manager Interviews
February 28thDiscussion of Sales Manager Interviews continued
March 3rdSales Force CompensationChapter 9
March 5thSales Force Compensation continued
March 7th Sales Force Expenses and TransportationChapter 10
March 10thLeadership of a Sales ForceChapter 11
March 12thLeadership of a Sales Force continued
March 14th Sales Forecasting and Developing Budgets Chapter 12
March 17thDesigning and Managing Sales TerritoriesChapter 13
March 19thAnalysis of Sales VolumeChapter14
March 21stAnalysis of Sales Volume continued
March 24thMarket Cost and Profitability AnalysisChapter 15
March 26thMarket Cost and Profitability Analysis continued
March 28thEvaluating a Salesperson’s PerformanceChapter 16
March 31stEvaluating a Salesperson’s Performance continued
April 2nd Ethical and legal Responsibilities of Sales ManagersChapter 17
April 7thEthical and Legal Responsibilities of Sales Managers
April 9thCourse Review and Last Day of Class.
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