Sales Management

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

26. 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.

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

31. 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