ONE SUPERCHARGED
COURSEWARE
An Engaging Business Simulation
& Foundational Business Theories
Sales Management Courseware
INCLUDES 1 COURSE SYLLABUS WITH
Sales Management Courseware
Prepare Students for Upper-level Sales Management Positions
As you teach your next course on sales management, let the “Sales Management” courseware do the heavy lifting for you! Our innovative curriculum is the ultimate timesaver, as it includes interactive assignments, lesson plans, lecture slide decks, and other resources to keep your students engaged.
The "Sales Management" courseware is designed to help prepare your students to be more employable and prepared to take on specialized sales roles.
CHAPTER 1: Do I Have to Like People to Work in Public Relations?
Define public relations and identify elements of good PR storytelling.
CHAPTER 2: Letter of the Law
Define ethics, and identify ethical concepts and areas of law that PR professionals must understand.
CHAPTER 3: The Style of AP Style
Utilize writing strategies and tools to improve PR writing, including use of AP Style.
CHAPTER 4: The News Release
Describe the purpose of news releases, write a news release, and determine how to improve media relationships.
CHAPTER 5: The Pitch
Describe the purpose of a pitch, build a media list, and compose an email pitch.
CHAPTER 6: Feature Story
Determine how feature stories can be used, how they are written, and how they can further an organization’s media outreach. Write a captivating headline.
CHAPTER 7: Writing for the Ear
Differentiate between writing for radio, television, and print.
CHAPTER 8: Social Media
Identify unique features and audiences for several social media platforms, and strengthen social media messaging accordingly.
CHAPTER 9: Web Content
Analyze website writing and design, blogging, and keywords.
CHAPTER 10: Brochures, Newsletters, and Flyers
Apply the four elements of design to PR pieces, and create content for multiple print media.
CHAPTER 11: Persuasive Writing
Explain the role of persuasion in PR writing, and craft a persuasive message.
CHAPTER 12: Campaign Strategies
Define a public relations campaign, identify effective strategies, and write a situation analysis.
Coming Soon!
The courseware’s materials make teaching PR writing easier for you and more engaging for students. The following resources are included:
- Auto-graded quizzes
- Real-world examples
- Sample syllabus and course calendars
- Cumulative glossary for student reference
- LMS integration with Stukent platforms
- And more!
CHAPTER 1: Introduction to Sales Management
CHAPTER 2: Overview of Personal Selling
CHAPTER 3: Managing the Sales Ecosystem
CHAPTER 4: The Sales Manager Role
CHAPTER 5: Strategy Development and the Strategic Role of Sales
CHAPTER 6: Salesforce Organization and Sales Structures
CHAPTER 7: Sales Manager Use and Facilitation of Sales Technology
CHAPTER 8: Data in Sales Management and Sales Analytics
CHAPTER 9: Motivating, Compensating, and Incentivizing the Salesforce
CHAPTER 10: Recruiting, Selecting, and Hiring the Salesforce
CHAPTER 11: Coaching, Developing, and Training the Salesforce
CHAPTER 12: Evaluating the Salesforce
*This content is subject to update and change to reflect the current standing of the courseware content.
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Includes case studies, lecture slides, exams, lesson plans and more.
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Table of Contents &
Key Learning Objectives
ABOUT
THE AUTHORS
Dr. Bryan Hochstein
Bryan W. Hochstein (Ph.D. Florida State University) is an Associate Professor of Marketing at the University of Alabama. Prior to his current role, Dr. Hochstein (Dr. H) was a sales executive with Time Warner Media. Dr. H is considered an academic thought leader on customer success management and sales topics, as such he regularly facilitates academic/industry discussions via thought leadership forums, industry conferences, and research interviews. Dr. H’s research appears in the Journal of Marketing, Journal of the Academy of Marketing Science, International Journal on Research in Marketing, Journal of Retailing, Journal of Service Research, Journal of
Personal Selling and Sales Management, Industrial Marketing Management, Journal of Business Research, Marketing Letters, Journal of Business and Industrial Marketing, Journal of Marketing Theory and Practice, and other leading outlets. From a teaching perspective, Dr. H teaches in and leads the University of Alabama’s Master-level Sales Leadership program.
In addition, Dr. H facilitates doctoral seminars and professional development courses. Dr. H is an author of the textbook “Marketing Strategy,” 8 th Edition (Cengage), which focuses on bringing together strategies to manage disruption and evolving market approaches in ways that improve firm financial performance outcomes. Bryan is also authoring a Stukent courseware that will include 12 chapters and a simulation on Sales Management. Dr. H and his family reside in Northport, Alabama, where they enjoy community, church, and university service opportunities.
Nawar Chaker
Louisiana State University – E.J. Ourso College of Business
Assistant Professor and Director of Research, Professional Sales Institute
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