The students will learn about the approaches, practices and academic concepts and current trends related to sales management. Since "sale" activity, is the only source of income for most companies, it has a unique significance for shareholders. Consequently, the management of sales activities and organization has a key role. The students will be able to comprehend effective sales management begiinning from the establishment of a sales team to the motivation and rewarding of it with best practices from different industries.
Course Content
This course contains; Introduction to course, going over the syllabus and course structure,Sales and Sales managemenet concepst; Marketing - Sales Relationship,Corporate Strategy & Sales Strategies,Personal and Business Buying Behavior,Ethics in Sales and Sales Management,Sales Process,Communication in Sales,Sales Presentation - Role Playing & Group Presentations ,Establishing a Sales Team and Sales Personnel Selection,Motivation and Education of Sales Teams,Sales Team Organisational Strutures,Managing Remuneration and Rewarding Systems ,Sales Planning & Budgeting,Sales team performance appraisal.
Dersin Öğrenme Kazanımları
Teaching Methods
Assessment Methods
Understands the role of sales in corporate strategy and marketing activities.
16, 9
A, E
Understands the importance of sales management from a business point of view.
16, 9
A, E
Understands ethical values in sales management and ensures that these values are transferred to sales team.
16, 9
A, E
Determines the competencies appropriate for the job and selects the sales team.
16, 9
A, E
Applies the sales planning and budgeting methods.
16, 9
A, E
Applies the modern methods for motivating sales teams.
16, 9
A, E
Applies the different approaches to manage the sales force.
Introduction to course, going over the syllabus and course structure
Reading the syllabus
2
Sales and Sales managemenet concepst; Marketing - Sales Relationship
Reading the lecture notes
3
Corporate Strategy & Sales Strategies
Reading the lecture notes
4
Personal and Business Buying Behavior
Reading the lecture notes
5
Ethics in Sales and Sales Management
Reading the lecture notes
6
Sales Process
Reading the lecture notes
7
Communication in Sales
Reading the lecture notes
8
Sales Presentation - Role Playing & Group Presentations
Preparing for the Presentation
9
Establishing a Sales Team and Sales Personnel Selection
Reading the lecture notes
10
Motivation and Education of Sales Teams
Reading the lecture notes
11
Sales Team Organisational Strutures
Reading the lecture notes
12
Managing Remuneration and Rewarding Systems
Reading the lecture notes
13
Sales Planning & Budgeting
Reading the lecture notes
14
Sales team performance appraisal
Reading the lecture notes
Resources
- Satış Yönetimi, Cemal Yükselen, 5.Baskı, Detay Yayıncılık
- Selling and Sales Management, Jobber and Lancaster, 9/E (You can use the older editions).
- Selling Today: Pearson New International Edition, 12th Edition, Gerald L. Manning; Michael L. Ahearne; Barry L. Reece
Course Contribution to Program Qualifications
Course Contribution to Program Qualifications
No
Program Qualification
Contribution Level
1
2
3
4
5
1
Defines the theoretical issues in the field of business administration
X
2
Describes the necessary qualitative and quantitative methods in the field of business and management.
X
3
Uses at least one computer program in the field of business and management
4
Sustains proficiency in a foreign language required for business and management.
5
Prepares managerial investment projects and work in a team.
X
6
Constantly renews himself / herself by following developments in business and management with an understanding of the importance of lifelong learning through critically evaluating the knowledge and skills that s/he has got.
X
7
Uses theoretical and practical expertise in the field of business administration
X
8
Follows up-to-date technology using a foreign language at least A1 level, holds verbal / written communication.
X
9
Adopts organizational / institutional and social ethical values.
X
10
Within the framework of service responsiveness, adopts social responsibility principles and takes initiative when necessary.
X
11
Uses and analyses basic facts and data in different disciplines (economics, finance, sociology, law, business) in order to conduct interdisciplinary studies.
X
12
Uses and Analyses the fundamental and advanced techniques in the field to enhance business performance, productivity, sustainability,innovation and research, efficiency and effectiveness.
X
Assessment Methods
Contribution Level
Absolute Evaluation
Rate of Midterm Exam to Success
50
Rate of Final Exam to Success
50
Total
100
ECTS / Workload Table
Activities
Number of
Duration(Hour)
Total Workload(Hour)
Course Hours
14
3
42
Guided Problem Solving
0
0
0
Resolution of Homework Problems and Submission as a Report
1
12
12
Term Project
1
14
14
Presentation of Project / Seminar
0
0
0
Quiz
1
6
6
Midterm Exam
1
16
16
General Exam
1
24
24
Performance Task, Maintenance Plan
1
6
6
Total Workload(Hour)
120
Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(120/30)
4
ECTS of the course: 30 hours of work is counted as 1 ECTS credit.
Detail Informations of the Course
Course Description
Course
Code
Semester
T+P (Hour)
Credit
ECTS
SALES MANAGEMENT
-
Spring Semester
3+0
3
4
Course Program
Prerequisites Courses
Recommended Elective Courses
Language of Course
English
Course Level
First Cycle (Bachelor's Degree)
Course Type
Required
Course Coordinator
Prof.Dr. Ayşen AKYÜZ
Name of Lecturer(s)
Assistant(s)
Aim
The students will learn about the approaches, practices and academic concepts and current trends related to sales management. Since "sale" activity, is the only source of income for most companies, it has a unique significance for shareholders. Consequently, the management of sales activities and organization has a key role. The students will be able to comprehend effective sales management begiinning from the establishment of a sales team to the motivation and rewarding of it with best practices from different industries.
Course Content
This course contains; Introduction to course, going over the syllabus and course structure,Sales and Sales managemenet concepst; Marketing - Sales Relationship,Corporate Strategy & Sales Strategies,Personal and Business Buying Behavior,Ethics in Sales and Sales Management,Sales Process,Communication in Sales,Sales Presentation - Role Playing & Group Presentations ,Establishing a Sales Team and Sales Personnel Selection,Motivation and Education of Sales Teams,Sales Team Organisational Strutures,Managing Remuneration and Rewarding Systems ,Sales Planning & Budgeting,Sales team performance appraisal.
Dersin Öğrenme Kazanımları
Teaching Methods
Assessment Methods
Understands the role of sales in corporate strategy and marketing activities.
16, 9
A, E
Understands the importance of sales management from a business point of view.
16, 9
A, E
Understands ethical values in sales management and ensures that these values are transferred to sales team.
16, 9
A, E
Determines the competencies appropriate for the job and selects the sales team.
16, 9
A, E
Applies the sales planning and budgeting methods.
16, 9
A, E
Applies the modern methods for motivating sales teams.
16, 9
A, E
Applies the different approaches to manage the sales force.
Introduction to course, going over the syllabus and course structure
Reading the syllabus
2
Sales and Sales managemenet concepst; Marketing - Sales Relationship
Reading the lecture notes
3
Corporate Strategy & Sales Strategies
Reading the lecture notes
4
Personal and Business Buying Behavior
Reading the lecture notes
5
Ethics in Sales and Sales Management
Reading the lecture notes
6
Sales Process
Reading the lecture notes
7
Communication in Sales
Reading the lecture notes
8
Sales Presentation - Role Playing & Group Presentations
Preparing for the Presentation
9
Establishing a Sales Team and Sales Personnel Selection
Reading the lecture notes
10
Motivation and Education of Sales Teams
Reading the lecture notes
11
Sales Team Organisational Strutures
Reading the lecture notes
12
Managing Remuneration and Rewarding Systems
Reading the lecture notes
13
Sales Planning & Budgeting
Reading the lecture notes
14
Sales team performance appraisal
Reading the lecture notes
Resources
- Satış Yönetimi, Cemal Yükselen, 5.Baskı, Detay Yayıncılık
- Selling and Sales Management, Jobber and Lancaster, 9/E (You can use the older editions).
- Selling Today: Pearson New International Edition, 12th Edition, Gerald L. Manning; Michael L. Ahearne; Barry L. Reece
Course Contribution to Program Qualifications
Course Contribution to Program Qualifications
No
Program Qualification
Contribution Level
1
2
3
4
5
1
Defines the theoretical issues in the field of business administration
X
2
Describes the necessary qualitative and quantitative methods in the field of business and management.
X
3
Uses at least one computer program in the field of business and management
4
Sustains proficiency in a foreign language required for business and management.
5
Prepares managerial investment projects and work in a team.
X
6
Constantly renews himself / herself by following developments in business and management with an understanding of the importance of lifelong learning through critically evaluating the knowledge and skills that s/he has got.
X
7
Uses theoretical and practical expertise in the field of business administration
X
8
Follows up-to-date technology using a foreign language at least A1 level, holds verbal / written communication.
X
9
Adopts organizational / institutional and social ethical values.
X
10
Within the framework of service responsiveness, adopts social responsibility principles and takes initiative when necessary.
X
11
Uses and analyses basic facts and data in different disciplines (economics, finance, sociology, law, business) in order to conduct interdisciplinary studies.
X
12
Uses and Analyses the fundamental and advanced techniques in the field to enhance business performance, productivity, sustainability,innovation and research, efficiency and effectiveness.
