Teaching Staff
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Language of Instruction |
Türkçe (Turkish) |
Type Of Course |
Elective |
Prerequisites |
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Recommended Optional Programme Component |
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Course Objectives |
Aims to introduce and explain sales management in order to be capable of establishing and managing a sales organization. |
Course Content |
Basic concepts of sales management, main components of promotional mix, personal selling function, management of sales organisation, sales budget, sales forecast, motivation and wage of salespeople, roles of sales manager. |
Learning Outcomes (LO) |
The students who attended the course and were successful at the end of semester will acquire the followings;
1- Will be able to familiar with basic concepts of sales management,
2- Will be able to discuss the relationship between whole promotion mix and sales functions,
3- will be able to have abilities necessary for the management of sales.
4- Will be able to improve communication skills . |
Mode of Delivery |
Face to face |
Course Outline |
Week |
Topics |
1. Week |
01 Sales management and its role in marketing
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2. Week |
02 Duties and responsibilities of sales management
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3. Week |
03 Steps of a sales process
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4. Week |
04 Types of customer objections and methods for dealing with them
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5. Week |
05 Sales planning and organization of sales force
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6. Week |
06 Choosing a salesperson
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7. Week |
07 Mid term
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8. Week |
08 Motivation and wage of salespeople
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9. Week |
09 Education of salespeople
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10. Week |
10 Sales forecast, sales quota and sales budget
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11. Week |
11 Performance evaluation of sales force
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12. Week |
12 Performance evaluation of sales force (continued)
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13. Week |
13 Sales Control
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14. Week |
14 Review and Discussion |
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Assessment |
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Percentage(%) |
Mid-term (%) |
40 |
Quizes (%) |
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Homeworks/Term papers (%) |
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Practice (%) |
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Labs (%) |
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Projects/Field Work (%) |
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Seminars/Workshops (%) |
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Final (%) |
60 |
Other (%) |
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Total(%) |
100 |
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Course Book (s) and/or References |
-Yükselen, Cemal. Satış Yönetimi, Detay Yayıncılık, Ankara, 2007
-Taşkın, Erdoğan. Satış Yönetimi Eğitimi, Papatya Yayıncılık, İstanbul, 2007.
-Korkmaz, S., Eser, Z., Öztürk S., Işın F. B. Pazarlama Kavramlar-İlkeler-Kararklar, Siyasal Kitabevi, Ankara, 2009. |
Work Placement(s) |
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The Relationship between Program Qualifications (PQ) and Course Learning Outcomes (LO) |
PO
| PO1 | PO2 | PO3 | PO4 | PO5 | PO6 | PO7 | PO8 | PO9 | PO10 | PO11 | PO12 | PO13 | PO14 | LO1 | 4 | | | 3 | | | | | | | 4 | | | 3 | LO2 | 3 | | | | | | | | | | | | | 3 | LO3 | 3 | | | | | | | 4 | | | | 4 | | 3 | LO4 | 3 | 5 | 4 | | | | 5 | 5 | | | | | | 3 |
Katkı Düzeyi: 1 Çok düşük 2 Düşük 3 Orta 4 Yüksek 5 Çok yüksek |