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Information
| Unit | CEYHAN VOCATIONAL SCHOOL |
| Code | PZR260 |
| Name | Sales Force Management |
| Term | 2019-2020 Academic Year |
| Semester | 4. Semester |
| Duration (T+A) | 2-0 (T-A) (17 Week) |
| ECTS | 5 ECTS |
| National Credit | 2 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
Determining the basic concepts for managing sales , methods and strategies of sales and to prepare the most effective sales force in the sales function
Course Content
1) Defines the concepts that formed the basis of sales and sales management, 2) Explains the process of selling, organizes and manages the process elements, 3) explains basic communication skills (verbal and nonverbal) and shows the objections of these skills in particular and how to adapt the process of management and sales closure, 4) Describes the motivation of the sales force, and shows how to apply the basic concepts, 5) Makes performance evaluation, and shows how they apply to sales force, 6) Analyze and apply successfully closing sales and customer objections
Course Precondition
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | To have basic theoretical and practical knowledge supported by up-to-date information in the field of marketing. |
| LO02 | Gaining the ability to use theoretical and practical knowledge at the basic level in the field of marketing, at the advanced level of the same field or at the same level |
| LO03 | Having the ability to analyze, interpret, question, criticize and search for solutions to any marketing problem at a basic level using the knowledge and skills gained in the field of marketing |
| LO04 | Gain competency to independently perform a basic level of marketing related work |
| LO05 | To be able to take responsibility as individual team member to solve the problems encountered in marketing related applications. |
| LO06 | Be able to carry out activities for the development of the personnel in charge. |
| LO07 | To be able to criticize basic knowledge and skills in marketing, to be able to identify deficiencies and to have the ability to meet these deficiencies |
| LO08 | Having a life-long learning conscious competency. |
| LO09 | To be able to convey the basic knowledge and skills at the level of marketing which are related to marketing through written, oral and visual communication. |
| LO10 | To share ideas and suggestions for solutions to issues related to marketing with experts and non-experts. |
| LO11 | Ability to track information in the field of marketing, to have basic knowledge of foreign languages to communicate with colleagues and individuals, institutions or organizations not of their own nationality |
| LO12 | To be able to use internet technologies, office software at basic level with basic computer usage required by marketing field. |
| LO13 | Having social, scientific, cultural and ethical values in the process of collecting, implementing and reporting any data in the field of marketing |
| LO14 | Having sufficient consciousness about the universality of social rights, social justice, quality and cultural values and environmental protection, business health and security. |
| LO15 | Identify problem areas for marketing and take necessary precautions |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction and basic concepts of sales management | Reading the subject of textbooks | |
| 2 | Business principles and sales management | Reading the subject of textbooks | |
| 3 | Strategy and sales management | Reading the subject of textbooks | |
| 4 | Selection of sales representatives | Reading the subject of textbooks | |
| 5 | Training of sales representatives, training activities | Reading the subject of textbooks | |
| 6 | Professional development of sales representatives | Reading the subject of textbooks | |
| 7 | Encouraging sales representatives | Reading the subject of textbooks | |
| 8 | Mid-Term Exam | Midterm exam | |
| 9 | Directing sales representatives, leadership and leadership concepts | Reading the subject of textbooks | |
| 10 | The creation of sales teams, the quality and management of conflict | Reading the subject of textbooks | |
| 11 | Evaluation of sales performance and evaluation techniques | Reading the subject of textbooks | |
| 12 | Sales management decisions | Reading the subject of textbooks | |
| 13 | Responsibility for the management of sales and devolution | Reading the subject of textbooks | |
| 14 | Payment to sales representatives and pricing methods | Reading the subject of textbooks | |
| 15 | Control and supervision of sales representatives | Reading the subject of textbooks | |
| 16 | Term Exams | Final Exam | |
| 17 | Term Exams | Final Exam |
Assessment (Exam) Methods and Criteria
| Assessment Type | Midterm / Year Impact | End of Term / End of Year Impact |
|---|---|---|
| 1. Midterm Exam | 100 | 20 |
| General Assessment | ||
| Midterm / Year Total | 100 | 20 |
| 1. Final Exam | - | 80 |
| Grand Total | - | 100 |
Student Workload - ECTS
| Works | Number | Time (Hour) | Workload (Hour) |
|---|---|---|---|
| Course Related Works | |||
| Class Time (Exam weeks are excluded) | 14 | 2 | 28 |
| Out of Class Study (Preliminary Work, Practice) | 14 | 4 | 56 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 0 | 0 | 0 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 10 | 10 |
| Final Exam | 1 | 20 | 20 |
| Total Workload (Hour) | 114 | ||
| Total Workload / 25 (h) | 4,56 | ||
| ECTS | 5 ECTS | ||