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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro Welcome to this course, MKT 123, Sales People Management I !!!! Before we get down to basics, lets provide you with some helpful directions, general guidelines and administrative policies, which will help set the stage for this course on Sales Force Management, as well as ensure that you successfully complete it. For this course, the required textbook is: Hair, Joe, Sales Managementt Boston: Houghton-Mifflin. MKT 123, Sales People Management I Textbook

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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro #1 Being a 1 credit course, MKT 123, Sales Management I only covers seven chapters of the text: (Read the Part I on the graphic) #2 The second 1 credit course of MKT 124, Sales Management II, in which we will cover additional topics on sales management, such as: (Read the Part II on the graphic) Sales Management 1 2 #1~2:

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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro Suggestions for the Success in the course Now Id like to offer you some proven, time-tested course preparation suggestions, which will help you complete as well as attain an excellent grade for this course. To efficiently prepare for each weeks lesson and assurance of learning activities: #1 First read the chapters in the text before you start online lesson. #2 Second, only read the assigned Case, but at this point do not attempt to answer the questions in the Case. #3 Third, simply read the 2 nd Case for flavor, although you are not required to analyze nor submit it for credit. The purpose of reading the 1 st and 2 nd Cases is to gain an appreciation for the sort of problems sales managers faceproblems youll be able to resolve with the knowledge gained from the lesson at hand. Remember that these cases discuss REAL problems that REAL firms, whose names are disguised typically, face. #4 Fourth, attempt to provide answers to review questions and application, practice questions. They provide examples of situations that test a sales managers decision-making aptitude and critical thinking skills. Next, make a conscientious effort to think critically and provide the solutions without looking at the answers. #5 Fifth, after completing the aforementioned steps 1-4, then analyze the assigned Case using the concepts imparted by the chapter and lesson. But remember, the primary source of information for every lesson is your textwhich, as you will remember, I have requested you to read before perusing any online lesson. Lets get started! 1.Read the chapters in the text before you start online lesson. 2.Second, only read the assigned Case, but at this point do not attempt to answer the questions in the Case. 3.Third, read the 2 nd case. 4.Attempt to provide answers to review questions and application, practice questions. 5.Analyze the assigned case. 1.Read the chapters in the text before you start online lesson. 2.Second, only read the assigned Case, but at this point do not attempt to answer the questions in the Case. 3.Third, read the 2 nd case. 4.Attempt to provide answers to review questions and application, practice questions. 5.Analyze the assigned case. #1-5. Appear according to narration 1 2 3 4 5

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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro Overview -Learning Map Overview Summarize the basic responsibilities and evolving roles of sales management, Demonstrate how sales managers can better integrate their roles with marketing management, Identify and prepare for megatrends that will affect your future in sales management, Evaluate the selection criteria for sales management and compare them to your present and potential qualifications, Analyze how the sales managers job is expanding and what it will mean for your career. Learning Objectives Overview Learning Objectives FA: #1 #2 After completing lesson 1, you should be able to do the following things. #3 ( ) #1-8: & #2~7: 1 2 3 4 5 6

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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro A.Definition B.Types, Titles, and Hierarchical Levels Overview Overview -Learning Map Learning Map Understanding Sales Management Understanding Sales Management Roles Sales Management and Marketing Megatrends Preparing for the Future 1. Intro to Sales Management Overview Learning Map FA: Now, you are looking at a Learning map. This lesson is divided into 5 parts definition, roles, sales management and marketing, megatrends affecting sales management, and preparing for the future. A. Responsibilities and Duties A.Expanding Roles B.Qualities A.Integration B.Field Force and Support Team C.Integrated Marketing Communications A.Behavioral Megatrends B.Technological Megatrends C.Managerial Megatrends A.Skill and Ability Requirements B.Developing Sales Managers for the Future

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Notes for Developer LessonLevelSlide# 01_ MGT 123. Sales People Management / Copyright 2011 California Institute of Management and Technology, LLC. All Rights Reserved. v1.0 Learning Institute Pause ReplaySound Learning Map Help Down load Print Start Overview Case Lesson Prerequisite Knowledge 1. Understanding Sales Management A. Definition B. Types, Titles and Hierarchical Levels Review Questions 2. Roles A. Responsibilities and Duties B. Expanding Roles C. Qualities Review Questions 3. Sales Management and Marketing A. Integration B. Field Force and Support Team C. Integrated Marketing Communications Review Questions 4. Megatrends A. Behavioral Megatrends B. Technological Megatrends C. Managerial Megatrends Review Questions 5. Preparing for the Future A. Skill and Ability Requirements B. Developing for the Future Review Questions Application Practice Summary Project MGT 123, Lesson 1 Lesson 1. Intro #1 You are a district sales manager for a large consumer products company that sells its products largely through wholesalers and directly to a few giant retailers. Your company also has an extranet where business customers can order online. #2 Today, your companys national sales manager sent you an e-mail saying that #3 the CEO is upset because of poor customer retention rates. #4 Last year, the company lost over 20 percent of its regular customers through attrition of various kinds. #5 At the same time, promotional costs to attract replacement customers are increasing dramatically, causing profit margins to suffer. #6 The CEO has demanded that all the companys sales managers start focusing more on customer retention. Overview -Learning Map Case Case #1: Use the same character throughout the lesson sales manager, sales force, customer Wholesalers Retailers 1 Email from national sales manager CEO is upset because of poor customer retention rates. Loss of over 20 percent of its regular customers Increasing promotional costs to attract new customers and lower profit margins 2 Customer Retention Rates 3 4 5 All sales managers need to focus more on customer retention! 6 6 District Sales Manager