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Course Detail

Course Description

CourseCodeSemesterT+P (Hour)CreditECTS
SALES MANAGEMENTBUS3212546Spring Semester3+035
Course Program
Prerequisites Courses
Recommended Elective Courses
Language of CourseEnglish
Course LevelFirst Cycle (Bachelor's Degree)
Course TypeRequired
Course CoordinatorAssist.Prof. Fatih PINARBAŞI
Name of Lecturer(s)Assist.Prof. Burcu İNCİ
Assistant(s)
AimThe main objective of the course is to make students familiar with fundamental selling concept and sales applications.
Course ContentThis 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 KazanımlarıTeaching MethodsAssessment Methods
1. Will be able to identify and explain the important concepts in selling concept.10, 12, 13, 16, 9A
1.1. Explain the selling concept.10, 12, 13, 16, 9A
1.2. Explain the information economy concept.10, 12, 13, 16, 9A
2. Will be able to evaluate the selling models that are consistent with marketing concept.10, 12, 13, 16, 9A
2.1. Identify different selling models.10, 12, 13, 16, 9A
2.2. Identify selling models with marketing concept together.10, 12, 13, 16, 9A
3. Will be able to evaluate relationship strategy and communication styles.10, 12, 13, 16, 9A
3.1. Will be able to identify relationship strategy concept.10, 12, 13, 16, 9A
3.2. Explain communication styles and their relationship with adaptive selling concept.10, 12, 13, 16, 9A
4. Will be able to understand creation of product solutions and product-selling strategies.10, 12, 13, 16, 9A
4.1. Explain product solutions topic.10, 12, 13, 16, 9A
4.2. Learn and explain product-selling strategies.10, 12, 13, 16, 9A
5. Will be able to understand the buying process, buyer behavior, and qualification of prospects and accounts topics.10, 12, 13, 16, 9A
5.1. Will be able to evaluate the buying process.10, 12, 13, 16, 9A
5.2. Explain the buyer behavior concept.10, 12, 13, 16, 9A
5.3. Explain the qualification of prospects and accounts topics.10, 12, 13, 16, 9A
6. Will be able to explain additional concepts related to sales.10, 12, 13, 16, 9A
6.1. Explain adaptive selling, consultative presentation topics. 10, 12, 13, 16, 9A
6.2. Evaluate opportunity management and management of sales force topics.10, 12, 13, 16, 9A
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

OrderSubjectsPreliminary Work
1Introduction to Sales Management
2Relationship Selling Opportunities in the Information Economy
3Evolution of Selling Models That Complement the Marketing ConceptRelationship Selling Opportunities in the Information Economy
4Creating Value with a Relationship StrategyEvolution of Selling Models That Complement the Marketing Concept
5Communication Styles: A Key to Adaptive Selling TodayCreating Value with a Relationship Strategy
6Creating Product Solutions / Product-Selling Strategies That Add ValueCommunication Styles: A Key to Adaptive Selling Today
7The Buying Process and Buyer Behavior
8Developing and Qualifying Prospects and AccountsThe Buying Process and Buyer Behavior
9Approaching the Customer with Adaptive Selling
10Creating Value with the Consultative Presentation
11Negotiating Buyer Concerns
12Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership
13Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force
14Management 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
NoProgram QualificationContribution Level
12345
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 LevelAbsolute Evaluation
Rate of Midterm Exam to Success 40
Rate of Final Exam to Success 60
Total 100
ECTS / Workload Table
ActivitiesNumber ofDuration(Hour)Total Workload(Hour)
Course Hours000
Guided Problem Solving000
Resolution of Homework Problems and Submission as a Report000
Term Project000
Presentation of Project / Seminar000
Quiz000
Midterm Exam000
General Exam000
Performance Task, Maintenance Plan000
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

CourseCodeSemesterT+P (Hour)CreditECTS
SALES MANAGEMENTBUS3212546Spring Semester3+035
Course Program
Prerequisites Courses
Recommended Elective Courses
Language of CourseEnglish
Course LevelFirst Cycle (Bachelor's Degree)
Course TypeRequired
Course CoordinatorAssist.Prof. Fatih PINARBAŞI
Name of Lecturer(s)Assist.Prof. Burcu İNCİ
Assistant(s)
AimThe main objective of the course is to make students familiar with fundamental selling concept and sales applications.
Course ContentThis 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 KazanımlarıTeaching MethodsAssessment Methods
1. Will be able to identify and explain the important concepts in selling concept.10, 12, 13, 16, 9A
1.1. Explain the selling concept.10, 12, 13, 16, 9A
1.2. Explain the information economy concept.10, 12, 13, 16, 9A
2. Will be able to evaluate the selling models that are consistent with marketing concept.10, 12, 13, 16, 9A
2.1. Identify different selling models.10, 12, 13, 16, 9A
2.2. Identify selling models with marketing concept together.10, 12, 13, 16, 9A
3. Will be able to evaluate relationship strategy and communication styles.10, 12, 13, 16, 9A
3.1. Will be able to identify relationship strategy concept.10, 12, 13, 16, 9A
3.2. Explain communication styles and their relationship with adaptive selling concept.10, 12, 13, 16, 9A
4. Will be able to understand creation of product solutions and product-selling strategies.10, 12, 13, 16, 9A
4.1. Explain product solutions topic.10, 12, 13, 16, 9A
4.2. Learn and explain product-selling strategies.10, 12, 13, 16, 9A
5. Will be able to understand the buying process, buyer behavior, and qualification of prospects and accounts topics.10, 12, 13, 16, 9A
5.1. Will be able to evaluate the buying process.10, 12, 13, 16, 9A
5.2. Explain the buyer behavior concept.10, 12, 13, 16, 9A
5.3. Explain the qualification of prospects and accounts topics.10, 12, 13, 16, 9A
6. Will be able to explain additional concepts related to sales.10, 12, 13, 16, 9A
6.1. Explain adaptive selling, consultative presentation topics. 10, 12, 13, 16, 9A
6.2. Evaluate opportunity management and management of sales force topics.10, 12, 13, 16, 9A
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

OrderSubjectsPreliminary Work
1Introduction to Sales Management
2Relationship Selling Opportunities in the Information Economy
3Evolution of Selling Models That Complement the Marketing ConceptRelationship Selling Opportunities in the Information Economy
4Creating Value with a Relationship StrategyEvolution of Selling Models That Complement the Marketing Concept
5Communication Styles: A Key to Adaptive Selling TodayCreating Value with a Relationship Strategy
6Creating Product Solutions / Product-Selling Strategies That Add ValueCommunication Styles: A Key to Adaptive Selling Today
7The Buying Process and Buyer Behavior
8Developing and Qualifying Prospects and AccountsThe Buying Process and Buyer Behavior
9Approaching the Customer with Adaptive Selling
10Creating Value with the Consultative Presentation
11Negotiating Buyer Concerns
12Adapting the Close and Confirming the Partnership / Servicing the Sale and Building the Partnership
13Opportunity Management: The Key to Greater Sales Productivity / Management of the Sales Force
14Management 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
NoProgram QualificationContribution Level
12345
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 LevelAbsolute Evaluation
Rate of Midterm Exam to Success 40
Rate of Final Exam to Success 60
Total 100

Numerical Data

Ekleme Tarihi: 09/10/2023 - 09:58Son Güncelleme Tarihi: 09/10/2023 - 10:00