| Ders Adı | Kodu | Yarıyıl | T+U Saat | Kredi | AKTS |
|---|---|---|---|---|---|
| Sales Management | ISP 216 | 4 | 2 + 0 | 2 | 3 |
| Ön Koşul Dersleri | |
| Önerilen Seçmeli Dersler | |
| Dersin Dili | Türkçe |
| Dersin Seviyesi | Ön Lisans |
| Dersin Türü | Zorunlu |
| Dersin Koordinatörü | Öğr.Gör. FATİH ALBAYRAK |
| Dersi Verenler | Doç.Dr. OSMAN HAMDİ METE, |
| Dersin Yardımcıları | |
| Dersin Kategorisi | Diğer |
| Dersin Amacı | Teaching basic principles and concepts of sales management. |
| Dersin İçeriği | 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. |
| # | Ders Öğrenme Çıktıları | Öğretim Yöntemleri | Ölçme Yöntemleri |
|---|---|---|---|
| 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, |
| Hafta | Ders Konuları | Ön Hazırlık |
|---|---|---|
| 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 |
| Kaynaklar | |
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| Ders Notu | |
| Ders Kaynakları | |
| Sıra | Program Çıktıları | Katkı Düzeyi | |||||
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| 1 | 2 | 3 | 4 | 5 | |||
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| Değerlendirme Sistemi | |
|---|---|
| Yarıyıl Çalışmaları | Katkı Oranı |
| 1. Ara Sınav | 50 |
| 1. Kısa Sınav | 15 |
| 1. Ödev | 20 |
| 2. Kısa Sınav | 15 |
| Toplam | 100 |
| 1. Yıl İçinin Başarıya | 20 |
| 1. Final | 80 |
| Toplam | 100 |
| AKTS - İş Yükü Etkinlik | Sayı | Süre (Saat) | Toplam İş Yükü (Saat) |
|---|---|---|---|
| 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 |
| Toplam İş Yükü | 93 | ||
| Toplam İş Yükü / 25 (Saat) | 3,72 | ||
| Dersin AKTS Kredisi | 3 | ||