MYI201

Course Title Course Code Program Level
SALES MANAGEMENT MYI201 Business Management Associate Degree

Course Term
(Course Semester)
Teaching and Learning Methods
Credits
Theory Practice Lab Projects/Field Work Seminars/Workshops Other Total Credits ECTS Credits
03
(Fall)		 42 0 0 42 3 5

Teaching Staff Dr.Öğr.Üyesi Berrin Arzu EREN
Language of Instruction Türkçe (Turkish)
Type Of Course Vocational
Prerequisites
Recommended Optional Programme Component
Course Objectives To transfer the basic concepts and strategies of sales management and to enable students to gain sales competencies..
Course Content
Learning Outcomes (LO) Explaining the concept and definition of marketing, Explaining and analyzing the market environment, Explaining and interpretation consumer behavior and effecting factors consumer behavior, establishing the marketing plans, Explaining and analyzing the marketing information system, kinds of information required in marketing management.
Mode of Delivery Face to face
Course Outline
Week Topics
1. Week Sales force concept
2. Week Sales management
3. Week Planning of sales activities
4. Week Organization of sales force
5. Week Demand measurement in sales management
6. Week The role of communication in sales
7. Week Selling process
8. Week Mid-term
9. Week Sales force determination and training
10. Week Sales force motivation
11. Week Sales targets and forecasting
12. Week CRM in sales management
13. Week Customer analysis on sales
14. Week Final exam
Assessment
  Percentage(%)
Mid-term (%) 40
Quizes (%)
Homeworks/Term papers (%)
Practice (%)
Labs (%)
Projects/Field Work (%)
Seminars/Workshops (%)
Final (%) 60
Other (%)
Total(%) 100
Course Book (s) and/or References Satış Yönetimi, Cemal Yükselen Müşteri İlişkileri ve Satış Yönetimi, İsmet Barutçugil
Work Placement(s)
The Relationship between Program Qualifications (PQ) and Course Learning Outcomes (LO)

 

 

PQ1

PQ2

PQ3

PQ4

PQ5

PQ6

PQ7

PQ8

PQ9

PQ10

PQ11

PQ12

PQ13

PQ14

LO1

2

4

 

5

 

 

3

 

2

 

5

 

5

 

LO2

 

 

 

 

3

 

 

5

 

 

 

3

 

2

LO3

 

 

4

 

 

2

 

 

 

3

 

 

 

 

LO4

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

*Contrubition Level: 1 Very Low 2 Low 3 Medium 4 High 5 Very High