Please see Blackboard for grading rubrics for participation, case analysis, simulation competition, and team project (written report and presentation). Grading Effective Fall 2017: The grade of A is reserved for those who demonstrate extraordinarily excellent performance as determined by the instructor. The grade of A- is awarded only for excellent performance. The grades of B+, B, and B- are awarded for good performance. The grades of C+, C, and C- are awarded for adequate but substandard performance. The grades of D+, D, and D- are not awarded at the graduate level (undergraduate only). The grade of F indicates the student’s failure to satisfactorily complete the course work. Please note that for Core and Foundation courses, a maximum of 25% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.3. For Elective courses, a maximum of 35% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.4. (For classes with 15 students or fewer, the class GPA cap is waived.) Tentative Course Calendar The instructors reserve the right to alter course content and/or adjust the pace to accommodate class progress. Students are responsible for keeping up with all adjustments to the course calendar. Week Topic Reading Due 1 Introductions Marketing Channel Strategy: Forming groups Chapters 1 and 3 The Big Picture- Channels of Distribution Article: Strategic Channel Design Channel Auditing 2 Retailing, Wholesaling, and Marketing Channel Strategy: Project company due Emerging Structures and Chapters 6, 7, and 9 Strategies 3 Managing Channel Power, Marketing Channel Strategy: Case Analysis Due: Half a Century Conflict, and Relationships Chapters 10, 11, and 12 of Supply Management at Wal-Mart Simulation Practice Round 4 Sales Force Activities Pink-To Sell is Human Simulation Round 1 – Sales Force Management: Chapter 2 5 Sales Force Recruitment Sales Force Management: Simulation Round 2 – Chapters 8 and 9 6 Sales Force Motivation Sales Force Management: Simulation Round 3 – Chapters 6 and 7 Article: A Multi-Nation Study of Sales Manager Effectiveness with Global Implications 7 Sales Force Compensation Sales Force Management: Case Analysis Due: Sales Force and Performance Evaluation Chapters 11 and 13 Integration at FedEx(A) Article: Ultimately Accountable Job: Sales Organization Leading Today’s
Please see Blackboard for grading rubrics for participation, case analysis, simulation competition, and team project (written report and presentation). Grading Effective Fall 2017: The grade of A is reserved for those who demonstrate extraordinarily excellent performance as determined by the instructor. The grade of A- is awarded only for excellent performance. The grades of B+, B, and B- are awarded for good performance. The grades of C+, C, and C- are awarded for adequate but substandard performance. The grades of D+, D, and D- are not awarded at the graduate level (undergraduate only). The grade of F indicates the student’s failure to satisfactorily complete the course work. Please note that for Core and Foundation courses, a maximum of 25% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.3. For Elective courses, a maximum of 35% of students may be awarded an A or A-; the grade point average of the class should not exceed 3.4. (For classes with 15 students or fewer, the class GPA cap is waived.) Tentative Course Calendar The instructors reserve the right to alter course content and/or adjust the pace to accommodate class progress. Students are responsible for keeping up with all adjustments to the course calendar. Week Topic Reading Due 1 Introductions The Big Picture- Channels of Distribution Channel Auditing Marketing Channel Strategy: Chapters 1 and 3 Article: Strategic Channel Design Forming groups 2 Retailing, Wholesaling, and Emerging Structures and Strategies Marketing Channel Strategy: Chapters 6, 7, and 9 Project company due 3 Managing Channel Power, Conflict, and Relationships Marketing Channel Strategy: Chapters 10, 11, and 12 Case Analysis Due: Half a Century of Supply Management at Wal-Mart Simulation Practice Round 4 Sales Force Activities Pink-To Sell is Human Sales Force Management: Chapter 2 Simulation – Round 1 5 Sales Force Recruitment Sales Force Management: Chapters 8 and 9 Simulation – Round 2 6 Sales Force Motivation Sales Force Management: Chapters 6 and 7 Article: A Multi-Nation Study of Sales Manager Effectiveness with Global Implications Simulation – Round 3 7 Sales Force Compensation and Performance Evaluation Sales Force Management: Chapters 11 and 13 Article: Ultimately Accountable Job: Leading Today’s Sales Organization Case Analysis Due: Sales Force Integration at FedEx(A)
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