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Course Description Course Name : Sales Management Course Code : MG 455 Course Type : Optional Level of Course : First Cycle Year of Study : 4 Course Semester : Fall (16 Weeks) ECTS : 6 Name of Lecturer(s) : Prof.Dr. SERAP ÇABUK Learning Outcomes of the Course : Learn sales management activities and develop capabililities of practising these activities. Learn required qualifications of a good salesperson. Learn how to plan organization of a sales department. Have knowledge about recruitment, training, motivation and performance evaluation of a salesperson. Find out the importance of ethics in sales. Learn 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 an 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 Reading related parts from required materials. Lecture and discussion 2 Sales Process Reading related parts from required materials. Lecture and discussion 3 Region and Time Management Reading related parts from required materials. Lecture and discussion 4 Sales Budget Reading related parts from required materials. Lecture and discussion 5 Organization of Sales Department Reading related parts from required materials. Lecture and discussion 6 Recruitment of Salespeople Reading related parts from required materials. Lecture and discussion 7 Training of Salespeople Reading related parts from required materials. Lecture and discussion 8 Mid-term Exam Preparing for exam. Exam 9 Leadership in Sales Management Reading related parts from required materials. Lecture and discussion 10 Motivation of Salespeople Reading related parts from required materials. Lecture and discussion 11 Compensation in Sales Management Reading related parts from required materials. Lecture and discussion 12 Performance Assessment of Salespeople Reading related parts from required materials. Lecture and discussion 13 Ethics in Sales Management Reading related parts from required materials. Lecture and discussion 14 Online Selling, International Selling Reading related parts from required materials. Lecture and discussion 15 Presentations of Projects Preparing for presentations Presentation 16/17 Final Exam Preparing for exam. Exam   Required Course Resources Resource Type Resource Name Recommended Course Material(s)  Satış Yönetimi, Prof. Dr. Serap ÇABUK (2012), Nobel Kitabevi, Adana. Required Course Material(s)  Capital, Power, İnfomag, Pazarlama Dünyası, Marketing Türkiye, vb. güncel yayınlar   Assessment Methods and Assessment Criteria Semester/Year Assessments Number Contribution Percentage     Mid-term Exams (Written, Oral, etc.) 1 60     Homeworks/Projects/Others 1 40 Total 100 Rate of Semester/Year Assessments to Success 40   Final Assessments 100 Rate of Final Assessments to Success 60 Total 100   Contribution of the Course to Key Learning Outcomes # Key Learning Outcome Contribution* 1 Use the basic enterprise resource planning (ERP) softwares 0 2 List and define the concepts of business management, and explain their relations to each other 5 3 List and define the fundamental conceptual models, numerical and statistical techniques of business administartion and identify their advantages and disadvantages. 5 4 List and define the relationship between the basic concepts of economy and business management ; indicate the strong and weak sides of each method. 4 5 Explain how to create the fundamental conceptual models and how to apply numerical and statistical techniques that are used in business administration. 0 6 Explain how to interpret the results gathered through the application and/or implementation of conceptual models and/or numerical and statistical methods of business management. 0 7 Determine appropriate methods to solve business problems 5 8 Evaluate the results that are obtained from applications of business management methods 5 9 Use the basic numerical and statistical softwares 0 10 Follow latest developments in the field, and sustain personal and professional development with the awareness of the necessity of life long learning 5 11 Use different resources in accordance with academic principles, synthesize the data gathered, and present them effectively in an unfamiliar field. 5 12 Use Turkish and at least one foreign language in accordance with the requirements in academic and business context 5 13 Perceive and interpret the feelings, ideas and behaviours of people appropriately, and express himself/herself accurately in written or oral format 5 14 Question traditional approaches, methods and implementations; develop and implement alternative methods when required 5 15 Recognize and apply social, scientific and professional ethical values. 5 16 Determine the most appropriate approaches, implementations and methods of business management considering sectors, their sizes, resources, cultures, goals and objectives 5 17 Monitor external factors such as industrial structures, competition, technologies, economics, politics, cultures that affects the activities of businesses and interpret their impact on businesses 5 18 Take initiative individually or/and as a member of a team, lead and work effectively 5 19 As well as professional development, improve him-/herself continuously in scientific, social, cultural and artistic fields according to his/her interests and abilities, identifying needs of learning. 0 * Contribution levels are between 0 (not) and 5 (maximum).   Student Workload - ECTS Works Number Time (Hour) Total Workload (Hour) Course Related Works     Class Time (Exam weeks are excluded) 14 3 42     Out of Class Study (Preliminary Work, Practice) 14 3 42 Assesment Related Works     Homeworks, Projects, Others 1 25 25     Mid-term Exams (Written, Oral, etc.) 1 15 15     Final Exam 1 15 15 Total Workload: 139 Total Workload / 25 (h): 5.56 ECTS Credit: 6