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PVAMU Course SyllabiCourse Title: SALES MANAGEMENTDepartment ofInstructor Name:Office Location:Office Phone:Cell Phone:Management &MarketingCollege ofBusinessDr. Rick Baldwin1st Floor Agriculture and Business Multipurpose Building, Room 117(936) 261-9826)(832) 250-6669Email Address:ribaldwin@pvamu.edu)Snail Mail (U.S. Postal Service) Address:Prairie View A&M UniversityP.O. Box 519Mail Stop 2310Prairie View, TX 77446Office Hours: MWF: 9:00am - 10:00am, 11 to 12pm, and by AppointmentVirtual Office Hours: 4pm - 6pm (Mon-Fri)Course Location:Class Meeting Days & Times:Course Abbreviation and Number:MWF: 1:00 – 1:50amMRKT 4373-P01Co-requisites:NoneRequired Text:Sales Force Management ;By Rich. Chicago Pub. ISBN: 9780997117134Recommended Text:Access to Learning Resources:PVAMU Library:phone: (936) 261-1500;web: http://www.tamu.edu/pvamu/library/University Bookstore:phone: (936) 261-1990;web: https://www.bkstr.com/Home/10001-10734-1?demoKey dCollege of Business Mission Statement: The vision of the College of Business (COB) is to be a premier businessinstitution that empowers students to realize their dreams through an excellent education. The mission of the COBis to provide a diverse student body with a business education that produces readily employable professionals whoare productive, ethical, entrepreneurial, and prepared to succeed in a competitive global economy. The College iscommitted to the pursuit of excellence in teaching, research and service. We will achieve these through anoutstanding faculty and alliances with stakeholders. While undergraduate education remains our primary focus, theCOB aspires to expand its graduate programs. The experience will be distinguished by personal attention,teamwork, leadership training, and an understanding of the link between business and society.Course Goals or Overview: MRKT 4373. Sales Management. (3-0) Credit 3 semester hours. A study of sales management throughthe use of analytical and problem-solving skills. Managerial responsibilities such as sales force production, sales planning, training of salesstaff, sales compensation, establishing territories and controls are covered. Prerequisites: MRKT 3103.

Sales Management is the process of developing a sales force, coordinating sales operations, and implementing salestechniques that allow a business to consistently hit, and even surpass, its sales targets.Course Objectives/Accrediting Body: Association to Advance Collegiate Schools of Business (AACSB)International. Standards Met: The goal of this course is to introduce students to the dynamics of an organizationsand the challenges management must address in managing an organization.Alignment with AcademicProgram11Be able to master content 1a.Integrate knowledge businessdisciplines/AACSB StandardBBA1.1 2Be able to master content 1b.Demon Competency BusDisc/AACSB Standard BBA1.2Teamwork 2a. Demonstratecompetency in teamworkskills/AACSB Standard BBA2.1Ethics 3a & 3b. Recognize, analyze,and demonstrateawareness/AACSB StandardBBA3.1&21Communications 5a & 5b.Demonstrate writing skills and theability to deliver professionalpresentations/AACSB StandardBBA5.1 &25345Alignment with CoreCurriculum23Course Evaluation MethodsThis course will utilize the following instruments to determine student grades and proficiency of the learningoutcomes for the course.Exams – written tests designed to measure knowledge of presented course materialExercises – written assignments designed to supplement and reinforce course materialProjects – web development assignments designed to measure ability to apply presented course materialClass Participation – daily attendance and participation in class discussionsGrading MatrixInstrumentValue (points or percentages)TotalSales Professions Research Paper on Sales Opportunities, Sales Employment, Sales Trends – Via internet &articles: Real EstateWeek 3 10 pts InsuranceWeek 4 10 pts Automobiles Week 5 10 pts

HotelsWeek 6 10 ptsAirlinesWeek 7 10 ptsTravelWeek 8 10 ptsInvestingWeek 9 10 ptsHealthcareWeek 10 10 ptsPharmaceutical Week 11 10 ptsBankingWeek 12 10 ptsTOTAL 100 pointsOnline Sales vs Store Sales Paper Analysis – Discussion as to how management use sales in promoting theirorganization and products/services50 pointsRecruiting (Sports, Academic, Employment) – Discussion on how organizations use recruiting to promote theirorganization, products and services.50 pointsSales Techniques: Technology, Real Estate, Insurance, Clothing, Groceries, High Price Items, Consumer Goods,Business Products Research Paper (Generational Selling) 100 points –Team AssignmentFinal Exam (Research Paper Presentation)Total:100 points400 pointsGrade Determination:A 400 – 350pts;B 349 – 300pts;C 299 – 250pts;D 249 – 200pts;F 199pts or belowCourse ProceduresSubmission of Assignments:Formatting Documents:Microsoft Word is the standard word processing tool used at PVAMU. If you’re using other word processors, besure to use the “save as” tool and save the document in either the Microsoft Word, Rich-Text, or plain text format.Exam PolicyExams should be taken as scheduled. No makeup examinations will be allowed except under documentedemergencies (See Student Handbook).Professional Organizations and JournalsReferencesUniversity Rules and ProceduresDisability statement (See Student Handbook):Students with disabilities, including learning disabilities, who wish to request accommodations in classshould register with the Services for Students with Disabilities (SSD) early in the semester so that

appropriate arrangements may be made. In accordance with federal laws, a student requesting specialaccommodations must provide documentation of their disability to the SSD coordinator.Academic misconduct (See Student Handbook):You are expected to practice academic honesty in every aspect of this course and all other courses.Make sure you are familiar with your Student Handbook, especially the section on academic misconduct.Students who engage in academic misconduct are subject to university disciplinary procedures.Forms of academic dishonesty:1. Cheating: deception in which a student misrepresents that he/she has mastered informationon an academic exercise that he/she has not mastered; giving or receiving aid unauthorizedby the instructor on assignments or examinations.2. Academic misconduct: tampering with grades or taking part in obtaining or distributing any partof a scheduled test.3. Fabrication: use of invented information or falsified research.4. Plagiarism: unacknowledged quotation and/or paraphrase of someone else’s words, ideas, ordata as one’s own in work submitted for credit. Failure to identify information or essays fromthe Internet and submitting them as one’s own work also constitutes plagiarism.Nonacademic misconduct (See Student Handbook)The university respects the rights of instructors to teach and students to learn. Maintenance of theserights requires campus conditions that do not impede their exercise. Campus behavior that interferes witheither (1) the instructor’s ability to conduct the class, (2) the inability of other students to profit from theinstructional program, or (3) campus behavior that interferes with the rights of others will not be tolerated.An individual engaging in such disruptive behavior may be subject to disciplinary action. Such incidentswill be adjudicated by the Dean of Students under nonacademic procedures.Sexual misconduct (See Student Handbook):Sexual harassment of students and employers at Prairie View A&M University is unacceptable and willnot be tolerated. Any member of the university community violating this policy will be subject todisciplinary action.Attendance Policy:Prairie View A&M University requires regular class attendance. Excessive absences will result in loweredgrades. Excessive absenteeism, whether excused or unexcused, may result in a student’s course gradebeing reduced or in assignment of a grade of “F”. Absences are accumulated beginning with the first dayof class.Student Academic Appeals ProcessAuthority and responsibility for assigning grades to students rests with the faculty. However, in thoseinstances where students believe that miscommunication, errors, or unfairness of any kind may haveadversely affected the instructor's assessment of their academic performance, the student has a right toappeal by the procedure listed in the Undergraduate Catalog and by doing so within thirty days ofreceiving the grade or experiencing any other problematic academic event that prompted the complaint.Course PolicyIf you are repeating this course because you have not previously passed it or are repeating the course fora higher grade to improve your GPA, you must apply in writing through the department before the 12thclass day of the current semester. If you do not apply to the department before this date, your previousgrade will not be replaced; rather, both the old and the new grades will factor into your cumulative GPA.The required form can be downloaded from the Registrar’s Office homepage.