Course Name Code Semester T+U Hours Credit ECTS
Sales Management ISP 216 4 2 + 0 2 3
Precondition Courses
Recommended Optional Courses
Course Language Turkish
Course Level onlisans
Course Type Compulsory
Course Coordinator Doç.Dr. AHMET ÇAĞATAY ÇİLİNGİR
Course Lecturers Dr.Öğr.Üyesi OSMAN HAMDİ METE,
Course Assistants
Course Category
Course Objective Teaching basic principles and concepts of sales management.
Course Content Short history of salesman profession, sale concept, importance of selling for institutions and marketing, Changing face of selling profession and newer trends in selling, characteristics required for being effective and successful in selling profession, personal sale procedure, sale planning and budget.
# Course Learning Outcomes Teaching Methods Assessment Methods
1 Determining the best strategy by understanding marketing strategies Lecture, Self Study, Question-Answer, Discussion, Testing, Homework,
2 Finding customers in sufficient quantity and successful selling Self Study, Discussion, Question-Answer, Lecture, Homework, Testing,
3 Having good results in commercial contacts Lecture, Self Study, Question-Answer, Discussion, Testing, Homework,
4 Adopting better commercial decisions Self Study, Question-Answer, Discussion, Lecture, Homework, Testing,
5 Management of sale power and recognizing sale activities 6) Through homework and practices, effectively learning defining, collecting and using data and information, and show that he can learn independently and practice what he/she learns. Lecture, Question-Answer, Self Study, Discussion, Testing, Homework,
Week Course Topics Preliminary Preparation
1 Sale concept and salesman
2 Role of selling in marketing and sales management
3 Psychology of selling
4 Communication in selling
5 Duties, roles and characteristics of salesman
6 Personal sale process
7 Asking questions and convincing during sale
8 Sale power and motivation
9 Examples / Midterm Examination
10 Personnel election and employment for sale
11 Performance evaluation of selling
12 Performance evaluation of selling organization
13 Sale planning and budget
14 Training of sale personnel and future of selling profession
Course Notes
Course Resources
Order Program Outcomes Level of Contribution
1 2 3 4 5
3 X
Evaluation System
Semester Studies Contribution Rate
1. Ara Sınav 50
1. Kısa Sınav 15
1. Ödev 20
2. Kısa Sınav 15
Total 100
1. Yıl İçinin Başarıya 20
1. Final 80
Total 100
ECTS - Workload Activity Quantity Time (Hours) Total Workload (Hours)
Course Duration (Including the exam week: 16x Total course hours) 16 2 32
Hours for off-the-classroom study (Pre-study, practice) 16 1 16
Mid-terms 1 10 10
Quiz 2 10 20
Assignment 1 15 15
Total Workload 93
Total Workload / 25 (Hours) 3.72
dersAKTSKredisi 3