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 Dr.Öğr.Üyesi SEMİH OKUTAN
Course Lecturers Dr.Öğr.Üyesi SEMİH OKUTAN,
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
1 Describes basic concepts in regard to selling and sales management and relates these concepts each other Lecture, Question-Answer, Testing, Performance Task,
2 Explains selling process, organizes and manages selling process Lecture, Question-Answer, Discussion, Testing, Performance Task,
3 Explains sales profession and the characteristics associates with salesmanship and able to analyze typical behaviors of salesperson and provides suggestions Lecture, Question-Answer, Discussion, Role Playing, Group Study, Testing, Performance Task,
4 Explains basic communication skills (verbal and non-verbal) and shows how to use these skills in managing consumer objections as well as closing the sales proceses Lecture, Discussion, Role Playing, Testing, Homework, Performance Task,
5 Explains sales management concept and assesses and implements sales planning and budgeting Lecture, Question-Answer, Discussion, Role Playing, Testing, Homework, Performance Task,
6 Explains the basic concepts in relation to salesperson motivation and shows the implementation of these concepts Discussion, Demonstration, Role Playing, Testing, Homework, Performance Task,
7 Explains the concept of salesforce performance management, evaluates sales force performance and makes suggestions fort he required improvements Lecture, Discussion, Role Playing, Problem Solving, Testing, Homework, Performance Task,
8 Analyzes sales closing and customer objections and conducts successfully Lecture, Discussion, Role Playing, Group Study, Testing, Homework, Performance Task,
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
Resources
Course Notes
Course Resources
Order Program Outcomes Level of Contribution
1 2 3 4 5
1 Gains the required knowledge in production, marketing, management , accounting and finance. X
2 Can work in teams and share information with team members in tasks of production, marketing, management, accounting and finance. X
3 Identifies and analyzes problems also offers solutions in tasks of production, marketing, management, accounting and finance. X
4 Contributes to projects, takes responsibility and conduct researches in tasks of production, marketing, management, accounting and finance. X
5 Can define goals and objectives of organization in tasks of production, marketing, management, accounting and finance. X
6 Questions the acquired knowledge in tasks of production, marketing, management, accounting and finance. X
7 Believes to adapting new situations and meets the requirements of new tasks of production, marketing, management, accounting and finance. X
8 Can transfer knowledge and recommendations in tasks of production, marketing, management, accounting and finance via using necessery communication tools and a foreign language effectively . X
9 Open to occupational cooperation and sharing in tasks of production, marketing, management, accounting and finance. X
10 Can use necessary information systems in tasks of production, marketing, management, accounting and finance. X
11 Behaves in accordance with social and occupational ethic values in tasks of production, marketing, management, accounting and finance. X
12 Analyses and carries out relations with stake holders in tasks of production, marketing, management, accounting and finance. X
13 Follows the innovations and encourages team members in tasks of production, marketing, management, accounting and finance. X
14 Questions the position of the organization and offers suggestions in tasks of production, marketing, management, accounting and finance. X
16
Evaluation System
Semester Studies Contribution Rate
1. Ara Sınav 50
1. Ödev 20
1. Performans Görevi (Uygulama) 20
1. Performans Görevi (Seminer) 10
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 3 48
Mid-terms 1 10 10
Assignment 1 5 5
Performance Task (Application) 1 5 5
Final examination 1 15 15
Performance Task (Seminar) 1 5 5
Total Workload 136
Total Workload / 25 (Hours) 5.44
dersAKTSKredisi 5