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 = abernav@auburn.edu• 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: 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