The main objective of the course is to make students familiar with fundamental selling concept and sales applications.
Course Content
This course contains; Introduction to Sales Management,Relationship Selling Opportunities in the Information Economy,Evolution of Selling Models That Complement the Marketing Concept,Creating Value with a Relationship Strategy,Communication Styles: A Key to Adaptive Selling Today,Creating Product Solutions / Product-Selling Strategies That Add Value,The Buying Process and Buyer Behavior,Developing and Qualifying Prospects and Accounts,Approaching the Customer with Adaptive Selling,Creating Value with the Consultative Presentation,Negotiating Buyer Concerns,Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership,Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force,Management of the Sales Force.
Dersin Öğrenme Kazanımları
Teaching Methods
Assessment Methods
1. Will be able to identify and explain the important concepts in selling concept.
10, 12, 13, 16, 9
A
1.1. Explain the selling concept.
10, 12, 13, 16, 9
A
1.2. Explain the information economy concept.
10, 12, 13, 16, 9
A
2. Will be able to evaluate the selling models that are consistent with marketing concept.
10, 12, 13, 16, 9
A
2.1. Identify different selling models.
10, 12, 13, 16, 9
A
2.2. Identify selling models with marketing concept together.
10, 12, 13, 16, 9
A
3. Will be able to evaluate relationship strategy and communication styles.
10, 12, 13, 16, 9
A
3.1. Will be able to identify relationship strategy concept.
10, 12, 13, 16, 9
A
3.2. Explain communication styles and their relationship with adaptive selling concept.
10, 12, 13, 16, 9
A
4. Will be able to understand creation of product solutions and product-selling strategies.
10, 12, 13, 16, 9
A
4.1. Explain product solutions topic.
10, 12, 13, 16, 9
A
4.2. Learn and explain product-selling strategies.
10, 12, 13, 16, 9
A
5. Will be able to understand the buying process, buyer behavior, and qualification of prospects and accounts topics.
10, 12, 13, 16, 9
A
5.1. Will be able to evaluate the buying process.
10, 12, 13, 16, 9
A
5.2. Explain the buyer behavior concept.
10, 12, 13, 16, 9
A
5.3. Explain the qualification of prospects and accounts topics.
10, 12, 13, 16, 9
A
6. Will be able to explain additional concepts related to sales.
6.2. Evaluate opportunity management and management of sales force topics.
10, 12, 13, 16, 9
A
Teaching Methods:
10: Discussion Method, 12: Problem Solving Method, 13: Case Study Method, 16: Question - Answer Technique, 9: Lecture Method
Assessment Methods:
A: Traditional Written Exam
Course Outline
Order
Subjects
Preliminary Work
1
Introduction to Sales Management
2
Relationship Selling Opportunities in the Information Economy
3
Evolution of Selling Models That Complement the Marketing Concept
Relationship Selling Opportunities in the Information Economy
4
Creating Value with a Relationship Strategy
Evolution of Selling Models That Complement the Marketing Concept
5
Communication Styles: A Key to Adaptive Selling Today
Creating Value with a Relationship Strategy
6
Creating Product Solutions / Product-Selling Strategies That Add Value
Communication Styles: A Key to Adaptive Selling Today
7
The Buying Process and Buyer Behavior
8
Developing and Qualifying Prospects and Accounts
The Buying Process and Buyer Behavior
9
Approaching the Customer with Adaptive Selling
10
Creating Value with the Consultative Presentation
11
Negotiating Buyer Concerns
12
Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership
13
Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force
14
Management of the Sales Force
Resources
1. Selling Today: Partnering to Create Value, 15th edition, Michael Ahearne, Gerald Manning, Pearson Publications, 2023
2. Principles of Marketing, 18th edition, Pearson, 2021, Philip Kotler Northwestern & Gary Armstrong - 9780136713982
3. Strategic Brand Management: Building, Measuring, and Managing Brand Equity, 5th Edition, Kevin Keller, Pearson, 2019
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.
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.
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.
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
40
Rate of Final Exam to Success
60
Total
100
ECTS / Workload Table
Activities
Number of
Duration(Hour)
Total Workload(Hour)
Course Hours
0
0
0
Guided Problem Solving
0
0
0
Resolution of Homework Problems and Submission as a Report
0
0
0
Term Project
0
0
0
Presentation of Project / Seminar
0
0
0
Quiz
0
0
0
Midterm Exam
0
0
0
General Exam
0
0
0
Performance Task, Maintenance Plan
0
0
0
Total Workload(Hour)
0
Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(0/30)
0
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
BUS3212546
Spring Semester
3+0
3
5
Course Program
Cuma 14:30-15:15
Cuma 15:30-16:15
Cuma 16:30-17:15
Prerequisites Courses
Recommended Elective Courses
Language of Course
English
Course Level
First Cycle (Bachelor's Degree)
Course Type
Required
Course Coordinator
Assist.Prof. Fatih PINARBAŞI
Name of Lecturer(s)
Assist.Prof. Burcu İNCİ
Assistant(s)
Aim
The main objective of the course is to make students familiar with fundamental selling concept and sales applications.
Course Content
This course contains; Introduction to Sales Management,Relationship Selling Opportunities in the Information Economy,Evolution of Selling Models That Complement the Marketing Concept,Creating Value with a Relationship Strategy,Communication Styles: A Key to Adaptive Selling Today,Creating Product Solutions / Product-Selling Strategies That Add Value,The Buying Process and Buyer Behavior,Developing and Qualifying Prospects and Accounts,Approaching the Customer with Adaptive Selling,Creating Value with the Consultative Presentation,Negotiating Buyer Concerns,Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership,Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force,Management of the Sales Force.
Dersin Öğrenme Kazanımları
Teaching Methods
Assessment Methods
1. Will be able to identify and explain the important concepts in selling concept.
10, 12, 13, 16, 9
A
1.1. Explain the selling concept.
10, 12, 13, 16, 9
A
1.2. Explain the information economy concept.
10, 12, 13, 16, 9
A
2. Will be able to evaluate the selling models that are consistent with marketing concept.
10, 12, 13, 16, 9
A
2.1. Identify different selling models.
10, 12, 13, 16, 9
A
2.2. Identify selling models with marketing concept together.
10, 12, 13, 16, 9
A
3. Will be able to evaluate relationship strategy and communication styles.
10, 12, 13, 16, 9
A
3.1. Will be able to identify relationship strategy concept.
10, 12, 13, 16, 9
A
3.2. Explain communication styles and their relationship with adaptive selling concept.
10, 12, 13, 16, 9
A
4. Will be able to understand creation of product solutions and product-selling strategies.
10, 12, 13, 16, 9
A
4.1. Explain product solutions topic.
10, 12, 13, 16, 9
A
4.2. Learn and explain product-selling strategies.
10, 12, 13, 16, 9
A
5. Will be able to understand the buying process, buyer behavior, and qualification of prospects and accounts topics.
10, 12, 13, 16, 9
A
5.1. Will be able to evaluate the buying process.
10, 12, 13, 16, 9
A
5.2. Explain the buyer behavior concept.
10, 12, 13, 16, 9
A
5.3. Explain the qualification of prospects and accounts topics.
10, 12, 13, 16, 9
A
6. Will be able to explain additional concepts related to sales.
6.2. Evaluate opportunity management and management of sales force topics.
10, 12, 13, 16, 9
A
Teaching Methods:
10: Discussion Method, 12: Problem Solving Method, 13: Case Study Method, 16: Question - Answer Technique, 9: Lecture Method
Assessment Methods:
A: Traditional Written Exam
Course Outline
Order
Subjects
Preliminary Work
1
Introduction to Sales Management
2
Relationship Selling Opportunities in the Information Economy
3
Evolution of Selling Models That Complement the Marketing Concept
Relationship Selling Opportunities in the Information Economy
4
Creating Value with a Relationship Strategy
Evolution of Selling Models That Complement the Marketing Concept
5
Communication Styles: A Key to Adaptive Selling Today
Creating Value with a Relationship Strategy
6
Creating Product Solutions / Product-Selling Strategies That Add Value
Communication Styles: A Key to Adaptive Selling Today
7
The Buying Process and Buyer Behavior
8
Developing and Qualifying Prospects and Accounts
The Buying Process and Buyer Behavior
9
Approaching the Customer with Adaptive Selling
10
Creating Value with the Consultative Presentation
11
Negotiating Buyer Concerns
12
Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership
13
Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force
14
Management of the Sales Force
Resources
1. Selling Today: Partnering to Create Value, 15th edition, Michael Ahearne, Gerald Manning, Pearson Publications, 2023
2. Principles of Marketing, 18th edition, Pearson, 2021, Philip Kotler Northwestern & Gary Armstrong - 9780136713982
3. Strategic Brand Management: Building, Measuring, and Managing Brand Equity, 5th Edition, Kevin Keller, Pearson, 2019
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.
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.
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.
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.
