| Ders Adı | Kodu | Yarıyıl | T+U Saat | Kredi | AKTS |
|---|---|---|---|---|---|
| Sales Management | ISL 322 | 6 | 2 + 0 | 2 | 5 |
| Ön Koşul Dersleri | |
| Önerilen Seçmeli Dersler | |
| Dersin Dili | Türkçe |
| Dersin Seviyesi | Lisans |
| Dersin Türü | Seçmeli |
| Dersin Koordinatörü | Doç.Dr. SEMİH OKUTAN |
| Dersi Verenler | Doç.Dr. SEMİH OKUTAN, |
| Dersin Yardımcıları | |
| Dersin Kategorisi | Alanına Uygun Öğretim |
| Dersin Amacı | 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. |
| Dersin İçeriği | 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.. |
| # | Ders Öğrenme Çıktıları | Öğretim Yöntemleri | Ölçme Yöntemleri |
|---|---|---|---|
| 1 | Describes basic concepts in regard to selling and sales management and relates these concepts each other | Lecture, Question-Answer, | Performance Task, Testing, |
| 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, |
| Hafta | Ders Konuları | Ön Hazırlık |
|---|---|---|
| 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 |
| Kaynaklar | |
|---|---|
| Ders Notu | |
| Ders Kaynakları | |
| Sıra | Program Çıktıları | Katkı Düzeyi | |||||
|---|---|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Our students will have fundamental knowledge in business administration. | X | |||||
| 2 | Our students will be able to work in teams, and share information with team members in tasks of business administration | X | |||||
| 3 | Our students will identify and analyse problems to offer solutions in tasks of business administration. | X | |||||
| 4 | Our students will participate in projects about business administration process and tasks. | X | |||||
| 5 | Our students will accept responsibility in order to conclude tasks of business administration. | X | |||||
| 6 | Our students will define ethical problems in work environment and generate solutions. | X | |||||
| 7 | Our students can transfer their knowledge and suggestions with technology supported tools and written communication skills. | X | |||||
| 8 | Our students can transfer their knowledge and suggestions by written and verbal communication skills. | X | |||||
| Değerlendirme Sistemi | |
|---|---|
| Yarıyıl Çalışmaları | Katkı Oranı |
| 1. Ara Sınav | 40 |
| 1. Kısa Sınav | 10 |
| 2. Kısa Sınav | 10 |
| 1. Performans Görevi (Seminer) | 40 |
| Toplam | 100 |
| 1. Yıl İçinin Başarıya | 50 |
| 1. Final | 50 |
| Toplam | 100 |
| AKTS - İş Yükü Etkinlik | Sayı | Süre (Saat) | Toplam İş Yükü (Saat) |
|---|---|---|---|
| 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 |
| Toplam İş Yükü | 136 | ||
| Toplam İş Yükü / 25 (Saat) | 5,44 | ||
| Dersin AKTS Kredisi | 5 | ||