THE UNIVERSITY OF NORTH CAROLINA AT GREENSBORO (DOC download)

					          THE UNIVERSITY OF NORTH CAROLINA AT GREENSBORO
                   Bryan School of Business and Economics
                    Department of Business Administration

MKT 327.01, 02 – Selling and Sales Management                          Fall   2010
Instructor: Dr. Nicholas C. Williamson                                    334-4533
Class meeting times: 2:00 PM- 3:15 PM; 3:30 PM- 4:45 PM TR
Office hours: 1:45 PM – 2:00 PM TR and by appointment

CATALOG DESCRIPTION: Special problems in marketing with emphasis on sales
management

TEXT: Spiro, Rich & Stanton – Management of a Sales Force – 12th Edition

GRADING:                     Mid-term I              27%
                             Mid-term II             27%
                             Final exam              27%
                             Oral presentations(2)   15%
                             Class participation      4%
                                  TOTAL              100%

POLICY: No make-ups unless due to illness. In that case, a note from a physician or
infirmary (on letterhead, with signature) is required before a make-up can be given.

HONOR CODE: The Academic Honor Code will be adhered to. Violations will be dealt
with accordingly.

DATE          ACTIVITY              CASE(S) PRESENTED             PRESENT TMS

8/24          Course intro.         -                            -
8/26          Chapter 1             1-3                          1
8/31          Ch. 2                 2-1                          2
9/2           Ch. 3                 3-2; 3-3                     3,4
9/7           Ch. 4                 4-3                          5
9/9           Ch. 5                 -                            -
9/14          Ch. 5                 5-1, 5-2                     6,7
9/16          Ch. 6                 -                            -
9/21          Ch. 6                 6-1, 6-3, 6-4                8,9,10
9/23          Mid-term exam         -                            -
9/28          Ch. 7                 7-1, 7-2                      11,12
9/30          Discuss exam          -                            -
10/5          Ch. 8                 8-1, 8-2, 8-3                13,14,15
10/7          Ch. 9                 -                            -
10/14         Ch. 9                 9-1, 9-2, 9-3                1,2,3
10/19         Ch. 10                10-2                         4
10/21         Ch. 11                -                            -
                                                          2


10/26     Ch. 11               11-1, 11-2, 11-3   5,6,7
10/28     Ch. 12               12-2               8
11/2      Mid-term exam – II   -                  -
11/4      Ch. 13               13-1, 13-2         9,10
11/9      Discuss exam         -                  -
11/11     Ch. 14               14-1               11
11/16     Ch. 15               -                  -
11/18     Ch. 15               15-1               12
11/23     Ch. 16               16-1, 16-2         13,14
11/30     Ch. 17               17-3               15
12/2      Catch up             -                  -


FINAL EXAMINATION - TBA

				
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