TÜRKÇE
ENGLISH
Information
| Unit | TOURISM AND HOTEL MANAGEMENT ACADEMY |
| ACCOMMODATION SERVICES PR. | |
| Code | KON397 |
| Name | Sales Management |
| Term | 2017-2018 Academic Year |
| Semester | 5. Semester |
| Duration (T+A) | 2-0 (T-A) (17 Week) |
| ECTS | 4 ECTS |
| National Credit | 2 National Credit |
| Teaching Language | Türkçe |
| Level | Belirsiz |
| Type | Normal |
| Label | E Elective |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. MURAT İSMET HASEKİ |
| Course Instructor |
Prof. Dr. MURAT İSMET HASEKİ
(Güz)
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort.
Course Content
Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople.
Course Precondition
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Determines the best organizational structure for its sales force. |
| LO02 | Knows to design a system to recruit, select, hire, and assimilate effective salespeople. |
| LO03 | Knows how to design a system to train effective salespeople. |
| LO04 | To prepare a plan to motivate, monitor, and control the sales force. |
| LO05 | Estimate the market potential for each product; determine sales territories, quotas and forecast sales performance. |
| LO06 | To evaluate the performance of each member of a companys sales force. |
| LO07 | Contributes to determine possible ethical/legal implications. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Evolution of Professional Sales | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 2 | Customer-Centric Customer Approach. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 3 | Sales Strategy | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 4 | Sales Organizations | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 5 | Buying and Selling Processes | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 6 | Recruiting | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 7 | Staff Training | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 8 | Midterm Exam | Prepare for exam | |
| 9 | Creation of Sales Force | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 10 | Motivation and pricing of salespeople. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 11 | Motivation and pricing of salespeople. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 12 | Evaluation of sales performance. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 13 | Legal and Ethical Dimensions of Sales Management. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 14 | Performance, Compensation and Incentive Plans | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 15 | Sales Forecasting. | Reading related chapter in books, notes, articles about the topic, presentations, projects, web content, sample questions | |
| 16 | Final Exam. | Prepare for exam | |
| 17 | Final Exam. | Prepare for exam |
Assessment (Exam) Methods and Criteria
| Assessment Type | Midterm / Year Impact | End of Term / End of Year Impact |
|---|---|---|
| 1. Midterm Exam | 100 | 40 |
| General Assessment | ||
| Midterm / Year Total | 100 | 40 |
| 1. Final Exam | - | 60 |
| Grand Total | - | 100 |