| 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 | ||