Other · Richards College of Business · Marketing/Real Estate
- Summer 2021
- Section E01
- 3 Credits
- 06/28/2021 to 07/23/2021
- Modified 04/27/2021
Sales management is a course designed to teach prospective managers the skills of salesperson management. Topics include motivating, controlling and evaluating salespersons for results. Trends and recent developments in sales management will also be covered.
(MKTG 3803 or MKT 303 ) and Richards Col Upper Division RCUD
Assistant Professor of Marketing: Dr. Agnieszka Chwialkowska
- Email: e-mailing tool on CourseDen
- Office: Miller Hall 2305
- Website: https://www.westga.edu/academics/business/profile.php?emp_id=91941
- By appointment
- Virtual/Google Meet
This is an online course, there are no mandatory synchronous meetings.
Sales Management Analysis and Decision Making
- Author: Ingram, LaForge, Avila, Schwepker, Williams
- Publisher: Routledge
- Edition: 10e
- ISBN: 978-0-367-25273
Sales management is a course designed to teach prospective managers the skills of salesperson management. Topics include motivating, controlling, and evaluating salespersons. Trends and recent developments in sales management will also be covered.
Upon completing this course you will be able to:
- Understand the role of personal selling in marketing.
- Differentiate between different personal selling approaches.
- Understand the relationship between the firm’s corporate strategy and the sales function.
- Discuss the role of personal selling in marketing strategy and sales strategy development.
- Analyze the factors considered when determining sales organization structure.
- Recognize different forecasting approaches and methods.
- Discuss the key considerations in recruitment and selection of the salesforce.
- Discuss the key factors and methods used in the development of the salesforce.
- Recognize the critical role of leadership in directing the salesforce.
- Discuss the key factors and methods in motivating the salesforce.
- Recognize different methods for analyzing sales organization effectiveness.
- Understand considerations in determining appropriate performance criteria and methods of evaluation.
Your final grade is calculated as a weighted average:
|5 Module Quizzes (Modules 1-5)||55%|
|Personal Selling & Coaching Assignment (Consists of 3 parts)||35%|
|2 Case Studies||10%|
The weighted average is an average calculated by multiplying each grade item by a factor that reflects its importance. All business graduates should know how to do this calculation and the professor will not calculate individual grades before they are posted. When in doubt on how to calculate this, please consult our dear friend Google.
There will be no extra-credit assignment. There are absolutely no extensions on any of the deadlines.
Your final grade is assigned as follows:
|A||90%* or more|
|B||from 80% to 89.(9)%|
|C||from 70% to 79.(9)%|
|D||from 60% to 69.(9)%|
Please note that 89.9% is not 90% and I will not be rounding up the grades.
What do I need to do to succeed in this course?
- Complete assignments introducing you to the course and course policies – Syllabus quiz/Course Contract [roster verification]
- Read book chapters (and other resources posted on CourseDen).
- Take 5 module quizzes. [online/individual grade]
- Complete 2 cases - answer questions about the case [individual grade]
- Complete an assignment (Personal Sales and Coaching Assignment, consisting of 3 parts). [individual grade]
Key module objectives
Understand the role of personal selling in marketing.
· Read Chapter 2
· Chapter Self-assessment Quiz*
· Module 1 Quiz
· Sales Presentation and Coaching Assignment (Part I)
The Strategic Role of Sales Function
3,4, & Appendix 4
Understand the relationship between the firm’s corporate strategy and the sales function,
Discuss the role of personal selling in marketing strategy and sales strategy development.
Analyze the factors considered when determining sales organization structure.
Recognize different forecasting approaches and methods.
· Read Chapters 3, 4, & Appendix 4
· Chapter Self-assessment Quizzes*
· Module 2 Quiz
· Case Questions 2A: Firm's corporate strategy and the sales function**
· Case Questions 2B: Salesforce Organization**
· Case Questions 2C: Territory Design**
Developing the Salesforce
Discuss the key considerations in recruitment and selection of the salesforce.
Discuss the key factors and methods used in the development of the salesforce.
· Read Chapters 5&6
· Chapter Self-assessment Quizzes*
· Module 3 Quiz
· Sales Presentation and Coaching Assignment (Part II)
Directing the Salesforce
Recognize the critical role of leadership in directing the salesforce.
Discuss the key factors and methods in motivating the salesforce.
· Read Chapters 7&8
· Chapter Self-assessment Quizzes*
· Module 4 Quiz
· Case Questions 4A: Leadership styles and coaching**
· Case Questions 4B: Sales contests**
· Sales Presentation and Coaching Assignment (Part II cnd.)
Salesforce Effectiveness & Performance
Recognize different methods for analyzing sales organization effectiveness.
Understand considerations in determining appropriate performance criteria and methods of evaluation.
· Read Chapters 9&10
· Chapter Self-assessment Quizzes*
· Module 5 Quiz
· Case 5A: Benchmarking and improving salesforce effectiveness**
· Case 5B: 360-degree feedback for performance appraisal**
· Case 5C: Increasing Job Satisfaction**
· Sales Presentation and Coaching Assignment (Part III)
· Sales Organization Effectiveness [optional]***
*optional, not graded
**You should pick and complete 2 cases/semester (different deadlines apply to each case)
***Optional Final Bonus Assignment – Graded
(This optional assignment is available as an extra credit assignment. You must score 90%+ to receive a 5% boost to your final grade. You do not have to complete it. This is a good option if you missed one of the quizzes or received a low score on one of them, or missed other assignments. If you are not between grades (or more than 5% from your desired grade) submitting this assignment will not earn you a higher grade even if you scored 100%.)
Roster verification Assignments: Course Contract/Syllabus Quiz
The following assignments have to be completed before the deadline (see course schedule) if you want to be verified as attending the course (roster verification):
- Course Contract/Syllabus Quiz
[To access go to: CourseDen -> Assessments-> Quizzes-> Course Contract/Syllabus Quiz]
- Alternatively, go to 'Start here' folder under content and scroll down for 'Syllabus Quiz'
A failure to complete this assignment before the deadline will result in being marked as “not attending” during the roster verification process.
Quizzes: Module Quizzes
There are 5 quizzes (1 quiz/ study module). If you do not take the quiz before the deadline, you receive 0 points for that quiz.
You are required to complete a module quiz after reading chapters in each module. There are NO make-up quizzes. (Please see the course schedule on CourseDen for deadlines).
To prepare for the quiz, carefully read module/chapter objectives, the chapter in your textbook, and other materials on CourseDen. I also encourage you to complete optional *not* graded self-assessment Chapter Quizzes available for each chapter. - Think of them as a practice session before attempting the graded quiz. You can take the self-assessment quizzes as many times as you wish.
You have one attempt per graded module quiz. You will have several days to complete the quiz, thus, being sick on the due day does not qualify you for special accommodation.
You are to take the test by yourself.
Using your notes during an online exam, checking the answers on the Internet, taking the quiz with another person, or asking someone else to take the exam for you constitute academic dishonesty. Any incidences of academic dishonesty can result in you being withdrawn from the course with a failing grade. They will also be reported and become a part of the student’s conduct record at UWG.
You have access to each quiz for several days before the deadline. Therefore, informing your professor at the time when the quiz is due that you cannot take it because you have no Internet connection or have to stay at work does not qualify you for an extension.
Please use UWG computer labs to take quizzes. Make sure that everything (e.g., your browser) is working properly before starting the quiz. Make sure that you save your answers regularly. While you are free to complete your coursework at home, on your personal computer only technical difficulties of UWG IT system might excuse you if your quiz was not successfully submitted.
Online quizzes are graded automatically upon completion. You will see your points in the Grades tab on CourseDen.
You will choose and complete 2 case studies – answer questions about the case. Note that different cases have different due dates. For details on the assignment due dates, please see the Course Schedule.
To access go to
[CourseDen-> Communication -> Discussions -> Case Assignments]
[CourseDen-> Content -> Graded Assignments-> Cases]
You will also find cases corresponding to each module in module folders under. Cases are available for Modules 2, 4, and 5. You can pick any two cases you like (As long as you submit them before their deadline)
Make sure that you follow the instructions on CourseDen and submit your assignment before the deadline. Please read the assessment rubric which outlines how you will be graded.
The cases will be graded within seven business days (Monday-Friday 9 a.m. - 5 p.m.) from the submission deadline.
Sales Presentation and Coaching Assignment (Parts I-III)
You will complete 1 assignment consisting of three parts:
I - Sales Presentation,
II - Sales Coaching,
III - Self-reflection.
Please note that each of the parts has its own deadline.
For details on the assignment due dates, please see the Course Deadlines file on CourseDen.
To access go to
[CourseDen-> Communication -> Discussions -> Presentation & Coaching Assignment Forum.
[CourseDen-> Content ->Graded Assignment -> Presentation & Coaching Assignment]
Make sure that you follow the instructions on CourseDen and submit each part of the assignment before the deadline for that part. Parts submitted after the deadline will not be graded and you will receive 0 points for that part.
Please read the assessment rubric which outlines how you will be graded.
The assignments will be graded within seven business days (Monday-Friday 9 a.m. - 5 p.m.) from the submission deadline.
A detailed Study Plan for each day of the semester is available on CourseDen.
Content -> Start Here folder -> Study Plan
All due dates are outlined in the Deadlines file on CourseDen:
Content -> Start Here folder -> Course Deadlines
Course Policies and Resources
Deadline s defined as:
a : a date or time before which something must be done
b : the time after which copy is not accepted for a particular issue of a publication
Late submissions will not be accepted.
Please communicate any problems you have. If you need special accommodations, please make sure that you inform me about your situation prior to the beginning of the course or as soon as the need for my assistance arises. Please do not wait until the end of the semester (or on the due date) as at that point I will not be able to help you. Submit any relevant documentation to “Special accommodations and excused absences” in “About the Course” folder on CourseDen and e-mail the professor via the CourseDen messaging tool.
Before contacting the professor, consider whether the answer to your question would benefit other students in the class. If so, please post your question to the Q&A Forum. For details, please visit:
CourseDen -> Content -> Questions?
If your question relates to your individual situation, please communicate via e-mailing tool on CourseDen. Please make sure that the subject line specifies what your e-mail is about:
Like this: Assignment #2. Not like this: Question.
To make sure that your questions are answered promptly and accurately, please follow the format outlined below. Your professor will not answer messages that do not follow this format.
Address your professor appropriately.
- NEVER use “Hey” or “Yo!” or “Hi!”
 Subject line
 Dear Doctor Chwialkowska,
Write a clear and concise message.
- Avoid wordiness; get to the point:
- State your problem by being specific and detailed (I will not be in class on Monday; I apologize for missing class on Wednesday; I would like to schedule an appointment to meet with you to discuss my assignment).
- Include the question relevant to your problem;
- If you need a response, politely ask for one.
 I am in your Class Name, Section Number that meets on This Day.
 This is the question I have or the help I need.
 I have looked in the syllabus, Q&A forum, and at my notes from class and online and I asked someone else from the class, but I am still not sure about the answer.
 This is the action I would like you to take.
 Saying Thank You is always a good idea.
Proofread your message.
- Never click on “Send” before proofreading your message.
- Make sure you have complete sentences and that you use punctuation correctly.
- Check for spelling mistakes.
- Pay attention to mechanics (proper capitalization) and grammar mistakes.
- Do not use texting abbreviations.
- Whenever possible, use paragraph breaks to organize your message.
Sign with your full name
 First Name & Last Name
I will respond to questions sent via CourseDen email and those posted on Q&A Forum within 48 hours during business days (Monday-Friday 9 a.m.-5 p.m.). You are free to e-mail me during the weekend or in the middle of the night but please note that you will have to wait for my response until Monday/business hours.
Basic Technical Skills Required
To successfully complete the course, you need to have the following technical skills:
- Navigating CourseDen.
- Communicating via CourseDen email tool.
- Using CourseDen discussion board.
- Taking quizzes on CourseDen.
- Uploading assignments to CourseDen submission folders.
- Using a Web browser such as, e.g., Mozilla Firefox.
- Very good command of office applications, g., Microsoft Office (Word, PowerPoint, Excel).
- Converting documents into PDF files. Combining documents into one file.
- Ability to google information and use it to solve basic technical problems.
Having read the Honor Code for the University of West Georgia, I understand and accept my responsibility to uphold the values described therein and to conduct myself in a manner that will reflect the values of UWG and the Richards College of Business so as to respect the rights of all UWG community members. As a UWG student, I will represent myself truthfully and complete all academic assignments honestly and within the parameters set by my instructor.
I understand and accept that if I am found guilty of violations (through processes due me as a UWG student and outlined in the UWG Student Handbook), penalties will be imposed.
I also recognize that my responsibility includes a willingness to confront members of the UWG community if I feel there has been a violation of the Honor Code.
Ultimately, I will conduct myself in a manner that promotes UWG as the best place to work, learn, and succeed for my generation, and those to come!
About the Richards College of Business
To become a globally recognized college of business preparing forward-thinking, responsible leaders.
We are in the business of transforming lives through education, engagement, and experiences.
Strategic Goals and Values
Admit quality students and provide them with an education that is rich in experiences and engagement opportunities to prepare them to be effective and ethical professionals.
Recruit, retain and develop faculty and staff by providing sufficient resources to support dynamic and up-to-date bachelor and master-level curricula, to conduct research and other professional activities, and to support engagement with all stakeholders.
Recruit, retain and develop administrative management and staff personnel to manage, develop and support infrastructure and those activities that build internal and external partnerships while working in an ever-changing environment.
The Richards College of Business community (administrators, faculty, staff, students, and business partners) share a commitment to the principles of honesty and integrity in interactions and undertakings, accountability for personal behavior, and respect for the rights, differences, and dignity of others. In addition, we strive to continuously improve our abilities to recognize unethical behavior and to make ethical and moral decisions.
Accessibility Services: Students with a documented disability may work with UWG Accessibility Services to receive essential services specific to their disability. All entitlements to accommodations are based on documentation and USG Board of Regents standards. If a student needs course adaptations or accommodations because of a disability or chronic illness, or if he/she needs to make special arrangements in case the building must be evacuated, the student should notify his/her instructor in writing and provide a copy of his/her Student Accommodations Report (SAR), which is available only from Accessibility Services. Faculty cannot offer accommodations without timely receipt of the SAR; further, no retroactive accommodations will be given. For more information, please contact Accessibility Services.
Center for Academic Success: The Center for Academic Success provides services, programs, and opportunities to help all undergraduate students succeed academically. For more information, contact them: 678-839-6280 or [email protected]
UWG takes students’ privacy concerns seriously: technology-enhanced and partially and fully online courses use sites and entities beyond UWG and students have the right to know the privacy policies of these entities. For more information on privacy and accessibility for the most commonly used sites, as well as technology requirements visit the UWG Online site.
Students enrolled in online courses can find answers to many of their questions in the Online/Off-Campus Student Guide.
At the University of West Georgia, we believe that academic and personal integrity are based upon honesty, trust, fairness, respect, and responsibility. Students at West Georgia assume responsibility for upholding the honor code. West Georgia students pledge to refrain from engaging in acts that do not maintain academic and personal integrity. These include, but are not limited to, plagiarism, cheating, fabrication, aid of academic dishonesty, lying, bribery or threats, and stealing.
The University of West Georgia maintains and monitors a confidential Academic Dishonesty Tracking System. This database collects and reports patterns of repeated student violations across all the Colleges, the Ingram Library, and the School of Nursing. Each incidence of academic dishonesty is subject to review and consideration by the instructor, and is subject to a range of academic penalties including, but not limited to, failing the assignment and/or failing the course. Student conduct sanctions range from verbal warning to suspension or expulsion depending on the magnitude of the offense and/or number of offenses. The incident becomes part of the student’s conduct record at UWG.
Additionally, the student is responsible for safeguarding his/her computer account. The student’s account and network connection are for his/her individual use. A computer account is to be used only by the person to whom it has been issued. The student is responsible for all actions originating through his/her account or network connection. Students must not impersonate others or misrepresent or conceal their identities in electronic messages and actions. For more information on the University of West Georgia Honor Code, please see the Student Handbook.
UWG Email Policy
University of West Georgia students are provided a MyUWG e-mail account. The University considers this account to be an official means of communication between the University and the student. The purpose of the official use of the student e-mail account is to provide an effective means of communicating important university related information to UWG students in a timely manner. It is the student’s responsibility to check his or her email.
Credit Hour Policy
The University of West Georgia grants one semester hour of credit for work equivalent to a minimum of one hour (50 minutes) of in-class or other direct faculty instruction AND two hours of student work outside of class per week for approximately fifteen weeks. For each course, the course syllabus will document the amount of in-class (or other direct faculty instruction) and out-of-class work required to earn the credit hour(s) assigned to the course. Out-of-class work will include all forms of credit-bearing activity, including but not limited to assignments, readings, observations, and musical practice. Where available, the university grants academic credit for students who verify via competency-based testing, that they have accomplished the learning outcomes associated with a course that would normally meet the requirements outlined above (e.g. AP credit, CLEP, and departmental exams).
Mental Health Support
If you or another student find that you are experiencing a mental health issue, free confidential services are available on campus in the Counseling Center. Students who have experienced sexual or domestic violence may receive confidential medical and advocacy services with the Patient Advocates in Health Services. To report a concern anonymously, please go to UWGcares.
If you are a student having difficulty with English language skills, and / or U.S. culture is not your home culture, specialized resources are available to help you succeed. Please visit the E.L.L. resource page for more information.
Proctored Exams/Online Instruction: Students should be aware and plan ahead for the possibility of having to complete all courses and/or exams online or in a proctored environment. This means talking with your instructors about what minimum technical requirements (software and hardware) will be required should your class move online or a student's personal needs dictate. This also includes making plans for internet access at whatever location participation may occur.
Virtual or in-person proctored exams, if your instructor should require them, may result in an additional cost to the student. Please discuss these details with your instructor or see the information provided here.
Face Coverings: Effective July 15, 2020, University System of Georgia institutions, including the University of West Georgia, will require all faculty, staff, students, and visitors to wear an appropriate face covering while inside campus facilities/buildings where six feet social distancing may not always be possible. Face covering use will be in addition to and is not a substitute for social distancing.
Face coverings are not required in campus outdoor settings where social distancing requirements are met. Anyone not using a face covering when required will be asked to wear one or must leave the area.
Reasonable accommodations may be made for those who are unable to wear a face covering for documented health reasons.
Student FAQs: For more information about UWG COVID-19 guidance for students visit the Student FAQ webpage.