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Overview of Sales Management Class Goals and Policies

This course provides a comprehensive overview of sales management fundamentals, focusing on cash flows and practical applications. You'll engage in mathematical analysis and real-world scenarios, ensuring you can immediately apply concepts in sales settings. The course aims to enhance your understanding of managing sales teams and developing strategies for success. Required materials include ebook readings and case studies, with emphasis on Dale Carnegie's work. Contact Dr. Abernethy for questions or clarifications. Be proactive in managing your assignments and communications.

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Overview of Sales Management Class Goals and Policies

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  1. Sales Management Class Overview & Policies Topic 1

  2. Class Goals • Learn Basics of Sales Management • Learn Sales Management Cash Flows • Do Some Applications

  3. Practical Class • Not Memorization • Lots of Math – mostly focused on cash flows • Lots of Applications • Should be able to immediately apply this material if you are in sales or sales management

  4. Contacting Dr. Abernethy • Email = abernav@auburn.edu • Web Address = www.auburn.edu/~abernav • Many class materials will be on website

  5. Email is Best! • Use Subject Header like: • MBA Sales – Your Name • Best to use AU account • Why I have these suggestions

  6. Calling Dr. Abernethy • Like many of you – I don’t control my calendar • Phone is 334-844-8544 • Leave message with your name and a phone number if necessary

  7. Required Materials • Ebook Readings Package of Cases & Book Chapters • Most Cases are on Website • Dale Carnegie Book • Trying to minimize your costs

  8. Dale Carnegie Papers • Why Read a 80 year old book? • Biggest Problem SMs face is Managing People • Help you in all aspects of your life • Great Feedback from all levels • An Easy Read that is Difficult to Master!

  9. Dale Carnegie Papers • Paper 1 Goals • Paper 1 Due Dates • Paper 2 Goals – Consider this carefully • Paper 2 Due Dates • You should get a lot out of this

  10. 3 Homeworks • Raw Data in Excel • Call Planning Homework – Unit 12 • Sales Forecasting – Unit 13 • Sales Force Compensation – Unit 18 • Be sure to view the lecture & work/review examples prior to doing homeworks.

  11. 2 Exams • Open Book & Notes – No internet connection • Dr. Abernethy’s Suggestion • Alphabetized Definitions • Problem Examples • Limit Core Guide to 3-4 pages max. • Rest is a backup

  12. Dr. A’s Exam Suggestions 2 • Take Home Data is Very Important • Data, Not Questions on TH Data • Be Sure to Answer All Parts of a Question • Limited Space – not a memory or fact dump • Time limit • 11 Questions – Do 10.

  13. Turning In Early & Late • Most Assignments Can Be Turned in Early • Dale Carnegie Paper 2 is an Exception • Exams Will Be Sent to Proctors • Take Home Data Will Be on Dr. A’s Website • Homework Data Will Be on Dr. A’s Website

  14. Turning In Late • Strongly Discouraged • Must Get Advance Written Permission • See Syllabus

  15. How to Turn In Materials • Keep a Copy • Give a Copy to Proctor • Proctor Sends Exams to Your AU Contact Person • Dale Carnegie Papers & Homework Sent Directly to Dr. A’s email address.

  16. Turning In Materials • 1] Always Keep a Copy • 2] Proctor Always Gets a Copy & They Should Keep a Time Record

  17. Who is Dr. Abernethy? • Went to UNC • Met Wife Freshman Year • Both Big Sports Fans • Both Like Loud & Fast Music • Both Hate Dook, A Lot

  18. Auburn • Been at Auburn Since 1988 • Taught Sales for 20+ Years • Written a Lot of Teaching Material • AU Manager

  19. Owned Multiple Businesses • Started at 6 • Continued • Sales & Marketing • Consulting

  20. Fun • Loud Fast Music • Books, Lots o’ Books • Games (War, Strategy, RPGs & Cards) • Clay Shooting & Wing Shooting • Deep Sea Fishing • Sports: Basketball, Baseball & Football (in that order)

  21. Travel

  22. Mongrel Dogs • All were Rescue or Pound • No Hunting Dogs • Snort – from 1988 – 2003 • Died when she was around 17 years old • Snort was very dumb, very lazy, and very frightened.

  23. Wrigley & Zippo • Wrigley (2004) • Local Rescue Dog • Dominate Female, Mostly Schnauzer • Zippo (2007) • Regional Rescue Dog • Submissive Male • Ball, Food, Fun, & Affection Obsessed

  24. Email Reminder • Use: abernav@auburn.edu • Do Not Use Other Email Addresses • Remember to keep a backup of work turned in and give a copy to your proctor

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