TÜRKÇE
ENGLISH
Information
| Unit | INSTITUTE OF SOCIAL SCIENCES |
| MARKETING (MASTER) (WITHOUT THESIS) (EVENING EDUCATION) | |
| Code | MG43724 |
| Name | Sales Management and Leadership |
| Term | 2018-2019 Academic Year |
| Term | Spring |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 6 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Belirsiz |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. HATİCE DOĞAN SÜDAŞ |
| Course Instructor |
The current term course schedule has not been prepared yet.
|
Course Goal / Objective
Learns sales management activities and can develop capabililities of practising these activities. Knows required qualifications of a good salesperson. Knows how to plan organization of a sales department. Has knowledge about recruitment, training, motivation and performance evaluation of salesperson. Understands the importance of ethics in sales. Knows basic concepts and practices related to online selling and international selling.
Course 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.
Course Precondition
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Learns sales management activities and can develop capabililities of practising these activities. |
| LO02 | Knows required qualifications of a good salesperson. |
| LO03 | Knows how to plan organization of a sales department. |
| LO04 | Has knowledge about recruitment, training, motivation and performance evaluation of salesperson. |
| LO05 | Understands the importance of ethics in sales. |
| LO06 | Knows basic concepts and practices related to online selling and international selling. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | - | Have the ability and the knowledge to plan, practise and control stages of marketing function. | |
| PLO02 | - | Can understand marketing science as an interdisciplinary context and in a systematic way. | |
| PLO03 | - | Can analyze academic materials of marketing, recognize and evaluate different aspects in marketing area. | |
| PLO04 | - | Can explain how to create the basic theoretical models of marketing management in literature and how to implement numerical and statistics methods. | |
| PLO05 | - | Can determine the appropriate methods to solve the marketing problems faced by the company | |
| PLO06 | - | Can implement marketing management methods by following the fundamental steps. | |
| PLO07 | - | Can develop the capabilities of using database and statistical programmes to support the decision-making process. | |
| PLO08 | - | Can take responsibility as an individual and/or as part of a team, can lead and work effectively. | |
| PLO09 | - | Follows the latest developments in the field of marketing and continiously updates himself in recognition of the need for lifelong learning. | |
| PLO10 | - | Have the ability to benefit from different sources, synthesize the information obtained and present it effectively in the framework of academic rules. | |
| PLO11 | - | Have the abiliy to make appropriate speech and presentations for academic and business life on marketing issues by using visual materials in Turkish and at least one different language. | |
| PLO12 | - | Have the ability to inquire into the traditional approaches, practices and methods and, if considered necessary, to develop and implement new ways of working. | |
| PLO13 | - | Have the abiliity to research on the science of marketing to form the basis for the decision-making process. | |
| PLO14 | - | Have the ability to determine the marketing management approaches, applications and methods which are appropriate for the business’s sector, growth, resources, culture, goals and aims. |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to Sales Management | general introduction, sharing articles and case studies | |
| 2 | Selling Process | examination of articles and case studies | |
| 3 | Region and Time Management | examination of articles and case studies | |
| 4 | Sales Budget | examination of articles and case studies | |
| 5 | Organization of Sales Departmant | examination of articles and case studies | |
| 6 | Recruitment of Salespeople | examination of articles and case studies | |
| 7 | Training of Salespeople | examination of articles and case studies | |
| 8 | Mid-Term Exam | studying for exam | |
| 9 | Leadership in Sales Management | examination of articles and case studies | |
| 10 | Motivation of Salespeople | examination of articles and case studies | |
| 11 | Compensation in Sales Management | examination of articles and case studies | |
| 12 | Performance Assessment of Salespeople | examination of articles and case studies | |
| 13 | Ethical Issues in Sales Management | examination of articles and case studies | |
| 14 | Electronic Selling and Automation | examination of articles and case studies | |
| 15 | International Selling Management | examination of articles and case studies | |
| 16 | Term Exams | studying for exam | |
| 17 | Term Exams | studying for exam |