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Information
| Unit | CEYHAN VOCATIONAL SCHOOL |
| Code | PZR164 |
| Name | Sales Management |
| Term | 2017-2018 Academic Year |
| Semester | 2. Semester |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 6 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Ön Lisans Dersi |
| Type | Normal |
| Label | C Compulsory |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Öğr. Gör. Dr. ARZU SANDALLIOĞLU |
| Course Instructor |
Öğr. Gör. Dr. ARZU SANDALLIOĞLU
(Bahar)
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
1. To describe the basic principles and rules of the Sales Management, 2. How to prepare a sales program is conducted and evaluated, and indicate that explain also how the management of the sales force.
Course Content
Sales and marketing relationship, sales and ethics, customer relationship management, sales process, sales planning and budgeting, sales force planning and organizing, Time and Sales Territory Management, select the sales force recruitment and training of the sales force, sales force motivation, pricing, sales performance evaluation.
Course Precondition
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Defines the concepts of sales and personal selling. |
| LO02 | Defines the objectives and functions of sales management. |
| LO03 | Defines the characteristics that a good salesperson should have. |
| LO04 | Creates sales territories and sales teams. |
| LO05 | Explains the selection, training, promotion and compensation of sales personnel. |
| LO06 | Explains the performance evaluation processes of sales personnel. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | It refers to basic theoretical knowledge supported by current information in the field of marketing. | 5 |
| PLO02 | Bilgi - Kuramsal, Olgusal | It refers to the basic level theoretical and practical knowledge acquired in the field of marketing. | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Discusses any marketing problem at a basic level, using the knowledge and skills acquired in the field of marketing. | 4 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Compares basic level studies on marketing in terms of their similarities and differences. | |
| PLO05 | Bilgi - Kuramsal, Olgusal | Explains the cause/effect of problems encountered in marketing-related applications. | 4 |
| PLO06 | Beceriler - Bilişsel, Uygulamalı | They can criticize the basic knowledge and skills acquired in marketing, have the ability to identify their deficiencies and meet these deficiencies. | 5 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Gains lifelong learning awareness. | |
| PLO08 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can carry out activities for the development of the personnel he/she is responsible for. | |
| PLO09 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can convey his/her thoughts through written, verbal and visual communication at the level of basic knowledge and skills on marketing-related issues. | 5 |
| PLO10 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can share his/her thoughts on marketing-related issues and solutions to problems with experts and non-experts. | 4 |
| PLO11 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Obtains a basic level of foreign language knowledge to monitor information in the field of marketing and communicate with colleagues and non-nationals. | |
| PLO12 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | With the basic computer use required by the marketing field, internet technologies can use office software at a basic level. | |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Have social, scientific, cultural and ethical values in the stages of collecting any data in the field of marketing, applying it and announcing the results. |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Sales management, personal selling and sales stages assertion, production, sales, marketing, joint action stage | Reading the subject of textbooks | |
| 2 | Personal selling strategy, personal selling effective Environmental factors-environmental opportunities and threats | Reading the subject of textbooks | |
| 3 | Sales time stage, the research phase, preparation, presentation stage | Reading the subject of textbooks | |
| 4 | Objections (complaints) elimination, closing, monitoring. | Reading the subject of textbooks | |
| 5 | Sales management, planning process-analysis phase, determining sales targets, sales strategies | Reading the subject of textbooks | |
| 6 | Implementing the sales plan, the control step | Reading the subject of textbooks | |
| 7 | The benefits of creating a sales territory, the creation of sales area | Reading the subject of textbooks | |
| 8 | The salesperson assigned to the sales area | Reading the subject of textbooks | |
| 9 | Midterm exam | Midterm exam | |
| 10 | The benefits of the sales quota, a good quality sales quota and quota species | Reading the subject of textbooks | |
| 11 | Sales budget, calculation of sales expenditure, the budget process, sales productivity | Reading the subject of textbooks | |
| 12 | Sales forecasting, planning method, sales control and analysis | Reading the subject of textbooks | |
| 13 | The organization of the sales force, the formal organization, informal organization, sales force organization principles | Reading the subject of textbooks | |
| 14 | The selection and procurement of salespeople | Reading the subject of textbooks | |
| 15 | Salesperson process, training of salespeople | Reading the subject of textbooks | |
| 16 | Final Exam | Final Exam | |
| 17 | Final Exam | Final 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 |
Student Workload - ECTS
| Works | Number | Time (Hour) | Workload (Hour) |
|---|---|---|---|
| Course Related Works | |||
| Class Time (Exam weeks are excluded) | 14 | 3 | 42 |
| Out of Class Study (Preliminary Work, Practice) | 14 | 5 | 70 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 0 | 0 | 0 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 15 | 15 |
| Final Exam | 1 | 30 | 30 |
| Total Workload (Hour) | 157 | ||
| Total Workload / 25 (h) | 6,28 | ||
| ECTS | 6 ECTS | ||