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Course Description Course Name : Sales Management Course Code : EMG43 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 : Learn sales management activities and can 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 salesperson. Find out the importance of ethics in sales. Learn basic concepts and practices related to online selling and international selling. Mode of Delivery : Distant 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 : Electronic Environment   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 Lecture and discussion 2 Selling Process Reading related parts Lecture and discussion 3 Region and Time Management Reading related parts Lecture and discussion 4 Sales Budget Reading related parts Lecture and discussion 5 Organization of Sales Departmant Reading related parts Lecture and discussion 6 Recruitment of Salespeople Reading related parts Lecture and discussion 7 Training of Salespeople Reading related parts Lecture and discussion 8 Mid-term Exam Studying for exam Exam 9 Leadership in Sales Management Reading related parts Lecture and discussion 10 Motivation of Salespeople Reading related parts Lecture and discussion 11 Compensation in Sales Management Reading related parts Lecture and discussion 12 Performance Assessment of Salespeople Reading related parts Lecture and discussion 13 Ethics in Sales Management Reading related parts Lecture and discussion 14 Online Selling, International Selling Reading related parts Lecture and discussion 15 Evaluation of Projects Preparing a project Feedback for students 16/17 Final Exam Studying for exam Exam   Required Course Resources Resource Type Resource Name Recommended Course Material(s)  Profesyonel Satış Yönetimi (2003), Serap ÇABUK, Nobel Kitabevi Required Course Material(s)  Pazarlama Dünyası, Pi, Capital, Satış Noktası, Bizim Market, Marketing Türkiye vb.   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 Have ability to research on the science of marketing, to form the basis for the decision-making process. 5 2 Have 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 3 Have ability of planning, practising and contolling stages of marketing function. 5 4 Can understand marketing science as an interdisciplinary context systematically. 5 5 Can analyze academic materials of marketing, recognize and evaluate different aspects in marketing area. 3 6 Can explain how to create the basic theoretical models of marketing management in literature and how to implement numerical and statistics methods. 1 7 Can determine the appropriate methods to solve the marketing problems faced by the company. 5 8 Can implement marketing management methods through following the fundamental steps. 5 9 Can develop the capabilities of using database and statistical programmes to support decision-making process. 1 10 Can take responsibility as an individual and/or as a part of a team, can lead and work effectively. 5 11 Follow latest developments in the field of marketing and continiously update himself in recognition of the need for lifelong learning. 5 12 Have ability to benefit from different sources, synthesize the information obtained and present effectively in the framework of academic rules. 5 13 Have 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 14 Have ability to inquiry traditional approach, practice and methods and, if he considers it necessary, to develop and implement new ways of working. 5 * 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 20 20     Mid-term Exams (Written, Oral, etc.) 1 10 10     Final Exam 1 10 10 Total Workload: 124 Total Workload / 25 (h): 4.96 ECTS Credit: 5