Please see Blackboard for grading rubrics for participation, case analysis, simulation competition, and team project (written report and presentation). Grading The grade of A is reserved for those who demonstrate extraordinarily excellent performance. The grade of A- is awarded only for excellent performance. The grade for good performance in this course is a B+/B. The grades of D+, D, and D- are not awarded at the graduate level. Please refer to the for grade appeal information. 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, Marketing Channel Strategy: Project company due and Emerging Structures Chapters 6, 7, and 9 and Strategies 3 Managing Channel Marketing Channel Strategy: Case Analysis Due: Half a Century of Power, Conflict, and Chapters 10, 11, and 12 Supply Management at Wal-Mart Relationships 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 Sales Force Management: Case Analysis Due: Sales Force Compensation and Chapters 11 and 13 Integration at FedEx(A) Performance Evaluation Article: Ultimately Accountable Job: Leading Sales Organization Today’s 8 Presentations Channel- Channel-Sales Force Audit report and – Sales Force Audit finalized presentation PPTs are due by 5pm two days before Class 8.
Please see Blackboard for grading rubrics for participation, case analysis, simulation competition, and team project (written report and presentation). Grading The grade of A is reserved for those who demonstrate extraordinarily excellent performance. The grade of A- is awarded only for excellent performance. The grade for good performance in this course is a B+/B. The grades of D+, D, and D- are not awarded at the graduate level. Please refer to the for grade appeal information. 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) 8 Presentations – Channel- Sales Force Audit Channel-Sales Force Audit report and finalized presentation PPTs are due by 5pm two days before Class 8.
430.740_AY16-17.docx