İŞL417


Course Title Course Code Program Level
SALES MANAGEMENT 417 Business Administration B.A. / B.Sc.

Course Term
(Course Semester)
Teaching and Learning Methods
Credits
Theory Practice Lab Projects/Field Work Seminars/Workshops Other Total Credits ECTS Credits
07
(Fall)
42 84 126 3 5

Teaching Staff
Language of Instruction Türkçe (Turkish)
Type Of Course Elective
Prerequisites
Recommended Optional Programme Component
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.
Mode of Delivery Face to face
Course Outline
Week Topics
1. Week 01 Sales management and its role in marketing
2. Week 02 Duties and responsibilities of sales management
3. Week 03 Steps of a sales process
4. Week 04 Types of customer objections and methods for dealing with them
5. Week 05 Sales planning and organization of sales force
6. Week 06 Choosing a salesperson
7. Week 07 Mid term
8. Week 08 Motivation and wage of salespeople
9. Week 09 Education of salespeople
10. Week 10 Sales forecast, sales quota and sales budget
11. Week 11 Performance evaluation of sales force
12. Week 12 Performance evaluation of sales force (continued)
13. Week 13 Sales Control
14. Week 14 Review and Discussion
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 -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)
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

5

 

 

 

 

 

2

2

 

 

2

 

2

 

LO2

 

5

 

 

 

 

1

 

 

1

 

 

 

 

LO3

 

5

 

 

 

 

5

3

 

 

 

 

 

 

 

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