| Course Description |
|
| Course Name |
: |
Sales Management |
|
| Course Code |
: |
MG43 705 |
|
| Course Type |
: |
Compulsory |
|
| Level of Course |
: |
Second Cycle |
|
| Year of Study |
: |
1 |
|
| Course Semester |
: |
Spring (16 Weeks) |
|
| ECTS |
: |
5 |
|
| Name of Lecturer(s) |
: |
Prof.Dr. SERAP ÇABUK
|
|
| Learning Outcomes of the Course |
: |
Learns sales management activities and can develop capabililities of practising these activities.
Knows required qualifications of a good salesperson.
Knows how to plan organization of a sales department.
Has knowledge about recruitment, training, motivation and performance evaluation of salesperson.
Understands the importance of ethics in sales.
Knows basic concepts and practices related to online selling and international selling.
|
|
| Mode of Delivery |
: |
Face-to-Face |
|
| Prerequisites and Co-Prerequisites |
: |
None |
|
| Recommended Optional Programme Components |
: |
None |
|
| Aim(s) of Course |
: |
The aim of this course is to give students detailed information about sales management and personal sales that is indispensable factor of modern economic system and free market conditions. |
|
| Course Contents |
: |
This course consists of the subjects of sales process, region and time management, sales budget, recruitment for sales, organization of sales department ,compensation for salespeople, training of salespeople, motivation of salespeople, performance assessment of salespeople, leadership in sales, ethics in sales, online selling, international selling. |
|
| Language of Instruction |
: |
Turkish |
|
| Work Place |
: |
Classroom |
|
|
Course Outline /Schedule (Weekly) Planned Learning Activities |
| Week | Subject | Student's Preliminary Work | Learning Activities and Teaching Methods |
|
1 |
Introduction to Sales Management |
general introduction, sharing articles and case studies |
Lecture |
|
2 |
Selling Process |
examination of articles and case studies |
Presentations and discussions |
|
3 |
Region and Time Management |
examination of articles and case studies |
Presentations and discussions |
|
4 |
Sales Budget |
examination of articles and case studies |
Presentations and discussions |
|
5 |
Organization of Sales Departmant |
examination of articles and case studies |
Presentations and discussions |
|
6 |
Recruitment of Salespeople |
examination of articles and case studies |
Presentations and discussions |
|
7 |
Training of Salespeople |
examination of articles and case studies |
Presentations and discussions |
|
8 |
Mid-term Exam |
studying for exam |
exam |
|
9 |
Leadership in Sales Management |
examination of articles and case studies |
Presentations and discussions |
|
10 |
Motivation of Salespeople |
examination of articles and case studies |
Presentations and discussions |
|
11 |
Compensation in Sales Management |
examination of articles and case studies |
Presentations and discussions |
|
12 |
Performance Assessment of Salespeople |
examination of articles and case studies |
Presentations and discussions |
|
13 |
Ethics in Sales Management |
examination of articles and case studies |
Presentations and discussions |
|
14 |
Online Selling |
examination of articles and case studies |
Presentations and discussions |
|
15 |
International Selling |
examination of articles and case studies |
Presentations and discussions |
|
16/17 |
Final Exam |
studying for exam |
exam |
|
|
| Contribution of the Course to Key Learning Outcomes |
| # | Key Learning Outcome | Contribution* |
|
1 |
Have the ability and the knowledge to plan, practise and control stages of marketing function. |
5 |
|
2 |
Can understand marketing science as an interdisciplinary context and in a systematic way |
5 |
|
3 |
Can analyze academic materials of marketing, recognize and evaluate different aspects in marketing area. |
5 |
|
4 |
Can explain how to create the basic theoretical models of marketing management in literature and how to implement numerical and statistics methods. |
4 |
|
5 |
Can determine the appropriate methods to solve the marketing problems faced by the company. |
5 |
|
6 |
Can implement marketing management methods by following the fundamental steps. |
5 |
|
7 |
Can develop the capabilities of using database and statistical programmes to support the decision-making process. |
4 |
|
8 |
Can take responsibility as an individual and/or as part of a team, can lead and work effectively. |
5 |
|
9 |
Follows the latest developments in the field of marketing and continiously updates himself in recognition of the need for lifelong learning. |
5 |
|
10 |
Have the ability to benefit from different sources, synthesize the information obtained and present it effectively in the framework of academic rules. |
5 |
|
11 |
Have the abiliy to make appropriate speech and presentations for academic and business life on marketing issues by using visual materials in Turkish and at least one different language. |
5 |
|
12 |
Have the ability to inquire into the traditional approaches, practices and methods and, if considered necessary, to develop and implement new ways of working. |
5 |
|
13 |
Have the abiliity to research on the science of marketing to form the basis for the decision-making process. |
5 |
|
14 |
Have the ability to determine the marketing management approaches, applications and methods which are appropriate for the business’s sector, growth, resources, culture, goals and aims. |
5 |
| * Contribution levels are between 0 (not) and 5 (maximum). |
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