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Sales Management Class Overview & Policies Topic 1 Class Goals • Learn Basics of Sales Management • Learn Sales Management Cash Flows • Do Some Applications 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 Contacting Dr. Abernethy • Email = [email protected] • Web Address = www.auburn.edu/~abernav • Many class materials will be on website Email is Best! • • • • Use Subject Header like: MBA Sales – Your Name Best to use AU account Why I have these suggestions 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 Required Materials • Ebook Readings Package of Cases & Book Chapters • Most Cases are on Website • Dale Carnegie Book • Trying to minimize your costs 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! 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 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. 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 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. 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 Turning In Late • Strongly Discouraged • Must Get Advance Written Permission • See Syllabus 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. Turning In Materials • 1] Always Keep a Copy • 2] Proctor Always Gets a Copy & They Should Keep a Time Record 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 Auburn • • • • Been at Auburn Since 1988 Taught Sales for 20+ Years Written a Lot of Teaching Material AU Manager Owned Multiple Businesses • • • • Started at 6 Continued Sales & Marketing Consulting 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) Travel 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. Wrigley & Zippo • Wrigley (2004) – Local Rescue Dog – Dominate Female, Mostly Schnauzer • Zippo (2007) – Regional Rescue Dog – Submissive Male – Ball, Food, Fun, & Affection Obsessed Email Reminder • Use: [email protected] • Do Not Use Other Email Addresses • Remember to keep a backup of work turned in and give a copy to your proctor