Instructor
Dr. Terence L. Holmes Phone:  809-4108, e-mail:  terry.holmes@murraystate.edu

Office Hours
(BB 413 A): M,T,Th,F, 10 to 10:20 p.m. or by appointment

Prerequisite
MKT 360, Principles of Marketing

Required Text
Futrell, Fundamentals of Selling, 9ed., Irwin McGraw-Hill, 2006

Course Description
The purpose of this course is to develop knowledge and skills regarding 1) the selling process, including planning and implementing sales strategies, and day-to-day activities of the salesperson, and 2) sales management, including recruiting, selecting, training, and supervising individuals and teams that make up the sales force. The text, lectures, cases, and assigned readings will provide a foundation from which to achieve this purpose; you must actively participate to gain this knowledge and skills.

Learning Objectives
1  To enhance your understanding of marketing strategy and the interaction of the marketing mix elements in personal selling.
2  To give you a good understanding of the nature of buying and selling processes.
3  To enhance your ability to assess personal selling situations.
4  To acquaint you with research issues and methods in selling and sales management.
5  To acquaint you with the literature of selling and sales management.

Grading
There will be 500 possible points during the course:

Examinations (2 @ 100 pts. ea.)     200
Role Play                                       200

Cases/Exercises (4 @ 25 pts. ea.)  100
                                                      500 pts.

Examinations
Two 100-point examinations will be given during the course.  These exams will be designed to assess student's understanding of text, readings, and class materials, as well as their ability to apply this knowledge and information to business marketing problems and situations.  The exams will likely use a combination of multiple choice and essay/problem questions. The final exam is not cumulative.

Make-up exams will be given ONLY if students have a university-approved excuse.  It is the student's responsibility to make arrangements with the instructor for make-up exams.  If possible, notify the instructor before the exam period.  Make-up exams should be completed as soon as possible after the original exam period.
NOTE:  All written work should be typed, double-spaced with 1-inch margins.  Handwritten assignments must be typed and resubmitted on the due date.

Case Analyses/Exercises
Exercises will consist of selling and sales management assignments regarding such topics as communication, organization, and planning.  Notes from our discussion and/or forms filled out during the exercises will be collected and graded.

Final Grades
Grades will be assigned from the following scale:
A  450 - 500 points, B  400 - 449 pts, C  350 - 399 pts, D  300 - 349 pts, E  <  300 pts

Academic Honesty Policy
Each student is expected to adhere to the university’s standards of academic honesty.

Special Assistance
Please inform the instructor early in the semester of any special needs due to disability.

Schedule*
July    3  Introduction, discussion of syllabus, teaching philosophy, importance of selling
               and sales management as a field of study
          6   Chapter 1, Overview of Retail Management & Appendix A, Careers
          7  Chapter 2, Types of Retailers

July   10   Chapter 3, Multi-Channel, Model Ships Case in-class
         11   Chapter 4, Consumer Behavior

         13   Chapter 5, Market Strategy
         14  Chapter 6, Financial Strategy

July   17   Chapter 7, Locations,  Chapter 8, Site Selection

         18   Chapter 9, Organization Issues, Review and preparation for Exam 1
         20   Exam 1 (Exam Review)(Chapters 1-9 and any supplemental material)
         21   Chapter 10, Logistics and Information Systems

July  24  Chapter 11, CRM
        25  Chapter 12, Merchandise Planning,  Chapter 13, Retail Buying,  
        27  Chapter 14, Buying Merchandise

        28  Chapter 15, Pricing

July  31  Chapter 16, Promotion, Chapter 17, Store Management, 
Aug   1  Chapter 18, Store Layout, Review and preparation for Final Exam
         3  Chapter 19, Customer Service

         4  Final Exam (Exam Review) (Chapters 10-19 and any supplemental material)
 

* Schedule subject to changes as circumstances dictate (e.g., site visits to retailers).  Any changes will be announced at the earliest possible date.  Students are responsible for making note of any such changes.