Course Name:  Sales Planning and Forecasting 
Course Prefix: SST
Course Number: 3503
             Submitted by (Name & E-Mail):  Carl Grunander, cgrunander@weber.edu

Current Date:  11/30/2011
College: Applied Science & Technology
Department:   Sales & Service Tech                              
From Term: Fall  2012 

Substantive

new 

Current Course Subject N/A
Current Course Number

New/Revised Course Information:

Subject:  SST            

Course Number: 3503

 Check all that apply:
    This is for courses already approved for gen ed.
    Use a different form for proposing a new gen ed designation.
DV  CA  HU  LS  PS  SS 
EN  AI  QL  TA  TB  TC  TD  TE

Course Title: Sales Planning and Forecasting

Abbreviated Course Title:

Course Type:  LEC

Credit Hours:  3  or if variable hours:    to

Contact Hours: Lecture 3  Lab    Other

Repeat Information:  Limit 0   Max Hrs 0 

Grading Mode:  standard

This course is/will be: a required course in a major program
a required course in a minor program
a required course in a 1- or 2- year program
elective

Prerequisites/Co-requisites:

SST 1143, SST 2603, SST 3103

Course description (exactly as it will appear in the catalog, including prerequisites):

SST 3503. Sales Planning and Forecasting (3) Su, F, S
The study of sales planning and forecasting. Special emphasis will be given to goal setting, prioritizing, sales forecasting and establishing and managing a sales territory. The student will also learn techniques for individual goal setting and time management. Prerequisites: SST 1143, SST 2603, SST 3103.

Justification for the new course or for changes to an existing course. (Note: Justification should emphasize academic rationale for the change or new course. This is particularly important for courses requesting upper-division status.)

Advisory Committee members, industry contacts and graduates of the program have expressed the need to be better prepared as they learn to establish and manage a sales territory. Thomas H. Edison said, "Good fortune is what happens when opportunity meets with planning." There is also a need to learn how to forecast sales using basic forecasting principles and current industry software. It is also important to be able to establish territory routing patterns, learn the rules for prioritizing sales clients and maximizing techniques for delivering sales presentations using the newest approaches. These concepts have been identified as keys to a salesperson's success. These principles have been touched on in various courses but it is apparent that more emphasis needs to be given to these ideas to enhance salespeople's success.

INFORMATION PAGE
for substantive proposals only

1. Did this course receive unanimous approval within the Department?

true

If not, what are the major concerns raised by the opponents?

None

2. If this is a new course proposal, could you achieve the desired results by revising an existing course within your department or by requiring an existing course in another department?

No, it is not being offered in the department at this time.

3. How will the proposed course differ from similar offerings by other departments? Comment on any subject overlap between this course and topics generally taught by other departments, even if no similar courses are currently offered by the other departments. Explain any effects that this proposal will have on program requirements or enrollments in other department. Please forward letters (email communication is sufficient) from all departments that you have identified above stating their support or opposition to the proposed course.

N/A

4. Is this course required for certification/accreditation of a program?

no

If so, a statement to that effect should appear in the justification and supporting documents should accompany this form.

5. For course proposals, e-mail a syllabus to Faculty Senate which should be sufficiently detailed that the committees can determine that the course is at the appropriate level and matches the description. There should be an indication of the amount and type of outside activity required in the course (projects, research papers, homework, etc.).

Sales Planning and Forecasting
SST 3503

Professor:                                Carl Grunander

Phone:                                     (801) 626-6912

Email:                                      cgrunander.weber.edu

Office Hours:                           M-F 1:00 – 3:00

Required Text Books:              Demand Driven Forecasting, by Charles W. Chase Jr.
                                                  ISBN: 978-0-470-41502-3

Introduction:
Thomas H. Edison said, “Good fortune is what happens when opportunity meets with planning.”  The focus of this course is to help you gain skills in planning, forecasting sales and territory management.

Objectives:
1.  To prepare sales representatives to understand and utilize the planning process.
2.  To provide sales representatives with a technical foundation in the techniques, approaches, and systems used to develop sales forecasts.
3.  To acquire the ability to use forecasting software effectively.
4.  To identify contributing information that goes into sales forecasts and the critical role these forecasts play.
5.  To understand the importance of establishing territory routing patterns and learn the rules for prioritizing sales clients.

The following topics will be discussed.

Date

Subject

Week 1-2

The Planning Process

Week 3

Demystifying Forecasting

Week 4

What is Demand-Driven Forecasting?

Week 5

Forecasting Methods

Week 6

Various Forecasting Methods (Software)

Week 7

Measuring Forecast Performance

Week 8

Quantitative Forecasting Methods Using Time Series Data

Week 9

Quantitative Forecasting Methods Using Causal Data

Week 10

Weighted Combined Forecasting Methods

Week 11

Sensing, Shaping, and Linking Demand to Supply

Week 12

Strategic Value Assessment

Week 13-14

Territory Management Techniques and Routing Patterns



Each student will be evaluated on a total point basis as follows:

Activity

Points

Total

5 Assignments

30 points each

150 points

10 Quizzes

20 points each

200 points

1 Exams

100 points

100 points

Final Paper

200 points

200 points

Total

 

650 points

 

Final grades for this course will be based on the breakdown identified below:

93 -100%        A

73 – 76%       C

90 - 92            A-

70 - 72           C-

87 - 89            B+

67 - 69           D+

83 - 86            B

63 - 66           D

80 - 82            B-

60 - 62           D-

77 - 79            C+

0 - 59             E

 

Ethical Conduct:
Any form of academic dishonesty (cheating, plagiarism, etc.) will not be tolerated. Proof of academic dishonesty will result in a failing grade (E) for the course.

Back up Paper Policy:  It is the student’s obligation to keep electronic back-ups of all written assignments.  In other words, keep a copy of all assignments throughout the semester in the rare chance that a paper gets lost in transit between student and professor or professor and student.

Disabilities: Any student requiring accommodations or services due to a disability must contact Services for Students with Disabilities (SSD) in room 181 of the Student Services Center. SSD can also arrange to provide course materials (including the syllabus) in alternative formats if necessary. For more information about the SSD contact them at (801) 626-6413, ssd@weber.edu, or http://departments.weber.edu/ssd