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Ders Tanımı

Ders 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 SECMELI
Dersin Koordinatörü
Dersi Verenler
Dersin Yardımcıları Res.Asst.Emre YILDIRIM
Dersin Kategorisi
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.
Dersin Öğrenme Çıktıları Öğretim Yöntemleri Ölçme Yöntemleri
1 - 1 - 2 - 3 - A - C - F -
2 - 1 - 2 - 3 - A - C - F -
3 - 1 - 2 - 3 - A - C -
4 - 1 - 2 - 3 - A - C -
5 - 1 - 2 - 3 - 12 - A - C -
6 - 1 - 2 - A - B - F -
7 - 1 - 2 - A - C -
8 - 1 - 2 - A - C -
Öğretim Yöntemleri: 1:Lecture 2:Question-Answer 3:Discussion 12:Case Study
Ölçme Yöntemleri: A:Testing C:Homework F:Performance Task B:Oral Exam

Ders Akışı

Hafta Konular ÖnHazırlık
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

Döküman Paylaşımı


Dersin Program Çıktılarına Katkısı

No Program Öğrenme Çıktıları KatkıDüzeyi
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
15 Is conscious about universality of right, social justice, quality, saving cultural and environmental values, occupational health and safety in tasks of production, marketing, management, accounting and finance. X

Değerlendirme Sistemi

YARIYIL İÇİ ÇALIŞMALARI SIRA KATKI YÜZDESİ
AraSinav 1 40
Odev 1 15
PerformansGoreviSeminer 1 20
PerformansGoreviAraziCalismasi 1 10
Odev 2 15
Toplam 100
Yıliçinin Başarıya Oranı 50
Finalin Başarıya Oranı 50
Toplam 100

AKTS - İş Yükü

Etkinlik Sayısı Süresi(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 1 16
Performance Task (Laboratory) 1 30 30
Final examination 1 30 30
Toplam İş Yükü 124
Toplam İş Yükü /25(s) 4.96
Dersin AKTS Kredisi 4.96
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