| 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 |
| Resources | |
|---|---|
| Course Notes | |
| Course Resources | |
| Order | Program Outcomes | Level of Contribution | |||||
|---|---|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | |||
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| 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 | ||