1. SALES MANAGEMENT INTRODUCTION

2. DEFINITION OF SALES MANAGEMENT The planning, organizing, leading and controlling of personal contact programs designed to achieve the sales and profit objectives of the firm.

3. SKILLS NEEDED EXCEL BASIC ALGEBRA EMAIL –Professional\Communication –Attachments – Adobe Acrobat –“Hotmail” accounts not usable DOWNLOAD POWERPOINT SLIDES

4. THE TEXT Analysis and Decision Making: Fifth Edition Authors:Ingram, Laforge, Avila, Schwepker Jr. and Williams Publisher: Thomson - Southwestern. Sales Management Simulation: Participant’s Manual, 6th edition (2001)Ralph L. Day, Douglas J. Dalrymple, and Harish Sujan,, John Wiley & Sons. Target Pack

5. CLASS WEB SITE WWW.CHAMPIONSELLING.COM –PowerPoint Outlines –Grades –Term Project Info –Extra Credit Assignments

6. CONTRACTS Syllabus Contract –My Responsibility –Your Responsibility Partnership Contract –Company Name –Partner Names –Responsibilities

7. Successful Partnerships Share Purpose Focus on Results Empowerment Teamwork Trust Structure to fit the purpose Open & productive communications

8. PARTS OF THE COURSE Professionalism (5%) –Email –Verbal Communications –Non-Verbal Communications On-time for class) Tests and Quizzes –3-4 Quizzes (10%) Announced in advance No Make-Ups –3 Tests (20%)

9. PARTS OF THE COURSE Sales Management Simulation –Retained Earnings (10%) –Presentation (12%) –Board meetings (3%) –Compete for grades Extra Credit – see web site

10. IMPORTANT DATES Syllabus Contract – Admission to class Partnership Contract – Wednesday 9/26 Test One Friday 9/28 First Simulation Decisions – Monday 10/8 Test Two – Wednesday 10/31 Final – Thursday 12/13 3 PM

11. DEFINITIONS REVENUE, SALES, GROSS SALE QUOTA, GOAL, TARGET GROSS MARGIN, GROSS PROFIT NET PROFIT RETAINED EARNINGS Download from the class web site.