Course Name Code Semester T+U Hours Credit ECTS
Sales Management ISL 322 6 2 + 0 2 5
Precondition Courses
Recommended Optional Courses
Course Language Turkish
Course Level Bachelor's Degree
Course Type Optional
Course Coordinator
Course Lecturers
Course Assistants Res.Asst.Emre YILDIRIM
Course Category
Course Objective The purpose of the course is to present students with knowledge regarding management of sales activities which forms the interface between marketing department and customers in the conduct of marketing operations.
Course Content In this course, students are presented with the konwledge of basic concepts of sales management, sales process, and sales management topics as well as help gain skills for sales management.
# Course Learning Outcomes Teaching Methods Assessment Methods
Week Course Topics Preliminary Preparation
1 Marketing and sales
2 Sales and salesmanship occupation
3 Consumtion psychology and consumer purchasing motives
4 Role of communication in sales
5 Sales process
6 Sales presentation
7 Management of sales objections
8 Sales management
9 Mid-term exam
10 Sales planning and budgeting
11 Sales force selection and training
12 Sales force motivation
13 Assessment ıf sales performance
14 Salesmanship occupation and its future
Course Notes
Course Resources
Order Program Outcomes Level of Contribution
1 2 3 4 5
1 Our students will have fundamental knowledge in business administration.
2 Our students will be able to work in teams, and share information with team members in tasks of business administration
3 Our students will identify and analyse problems to offer solutions in tasks of business administration.
4 Our students will participate in projects about business administration process and tasks.
5 Our students will accept responsibility in order to conclude tasks of business administration.
6 Our students will define ethical problems in work environment and generate solutions.
7 Our students can transfer their knowledge and suggestions with technology supported tools and written communication skills.
8 Our students can transfer their knowledge and suggestions by written and verbal communication skills.
Evaluation System
Semester Studies Contribution Rate
1. Ara Sınav 40
1. Ödev 15
1. Performans Görevi (Seminer) 20
1. Performans Görevi (Arazi Çalışması) 10
2. Ödev 15
Total 100
1. Yıl İçinin Başarıya 50
1. Final 50
Total 100
ECTS - Workload Activity Quantity Time (Hours) Total Workload (Hours)
Course Duration (Including the exam week: 16x Total course hours) 16 3 48
Hours for off-the-classroom study (Pre-study, practice) 16 1 16
Performance Task (Laboratory) 1 30 30
Final examination 1 30 30
Total Workload 124
Total Workload / 25 (Hours) 4.96
dersAKTSKredisi 5