COURSE INFORMATON
Course Title Code Semester L+P Hour Credits ECTS
Sales Management BAC   427 7 3 3 4

Prerequisites and co-requisites
Recommended Optional Programme Components None

Language of Instruction Turkish
Course Level First Cycle Programmes (Bachelor's Degree)
Course Type
Course Coordinator Assoc.Prof.Dr. Murat İsmet HASEKİ
Instructors
Dr. Öğr. ÜyesiEMEL YÜCEL1. Öğretim Grup:A
 
Assistants
Goals
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.
Content
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.

Learning Outcomes
1) Learn sales management activities and develop capabililities of practising these activities.
2) Learn required qualifications of a good salesperson.
3) Learn how to plan organization of a sales department.
4) Have knowledge about recruitment, training, motivation and performance evaluation of a salesperson.
5) Find out the importance of ethics in sales.
6) Learn basic concepts and practices related to online selling and international selling.
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Course's Contribution To Program
NoProgram Learning OutcomesContribution
12345
1
List and define the concepts of business management, and explain their relations to each other
2
List and define the fundamental conceptual models, numerical and statistical techniques of business administartion and identify their advantages and disadvantages.
X
3
List and define the relationship between the basic concepts of economy and business management ; indicate the strong and weak sides of each method.
X
4
Explain how to create the fundamental conceptual models and how to apply numerical and statistical techniques that are used in business administration.
X
5
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.
X
6
Determine appropriate methods to solve business problems
X
7
Evaluate the results that are obtained from applications of business management methods
X
8
Use the basic numerical and statistical softwares
X
9
Use the basic enterprise resource planning (ERP) softwares
10
Take initiative individually or/and as a member of a team, lead and work effectively
X
11
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.
X
12
Follow latest developments in the field, and sustain personal and professional development with the awareness of the necessity of life long learning
X
13
Use different resources in accordance with academic principles, synthesize the data gathered, and present them effectively in an unfamiliar field.
X
14
Use Turkish and at least one foreign language in accordance with the requirements in academic and business context
X
15
Perceive and interpret the feelings, ideas and behaviours of people appropriately, and express himself/herself accurately in written or oral format
X
16
Question traditional approaches, methods and implementations; develop and implement alternative methods when required
X
17
Recognize and apply social, scientific and professional ethical values.
X
18
Determine the most appropriate approaches, implementations and methods of business management considering sectors, their sizes, resources, cultures, goals and objectives
X
19
Monitor external factors such as industrial structures, competition, technologies, economics, politics, cultures that affects the activities of businesses and interpret their impact on businesses

Course Content
WeekTopicsStudy Materials _ocw_rs_drs_yontem
1 Introduction to Sales Management Reading related parts from required materials. Lecture
Discussion
2 Sales Process Reading related parts from required materials. Lecture
Discussion
3 Region and Time Management Reading related parts from required materials. Lecture
Discussion
4 Sales Budget Reading related parts from required materials. Lecture
Discussion
5 Organization of Sales Department Reading related parts from required materials. Lecture
Discussion
6 Recruitment of Salespeople Reading related parts from required materials. Lecture
Discussion
7 Training of Salespeople Reading related parts from required materials. Lecture
Discussion
8 Mid-term Exam Preparing for exam. Testing
9 Leadership in Sales Management Reading related parts from required materials. Lecture
Discussion
10 Motivation of Salespeople Reading related parts from required materials. Lecture
Discussion
11 Compensation in Sales Management Reading related parts from required materials. Lecture
Discussion
12 Performance Assessment of Salespeople Reading related parts from required materials. Lecture
Discussion
13 Ethics in Sales Management Reading related parts from required materials. Lecture
Discussion
14 Online Selling, International Selling Reading related parts from required materials. Lecture
Discussion
15 Online Selling, International Selling Reading related parts from required materials. Lecture
Question-Answer
Discussion
16-17 Final Exam Preparing for exam. Testing

Recommended or Required Reading
Textbook
Additional Resources