KOS313 Sales Management

3 ECTS - 2-0 Duration (T+A)- 5. Semester- 2 National Credit
Information About Course

Information
Goal, Content & Resources
Course Learning Outcomes
Relation with Program Learning Outcome
Week Plan

Information

Unit TOURISM AND HOTEL MANAGEMENT ACADEMY
ACCOMMODATION SERVICES PR.
Code KOS313
Name Sales Management
Term 2019-2020 Academic Year
Semester 5. Semester
Duration (T+A) 2-0 (T-A) (17 Week)
ECTS 3 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. MEHMET CİHAN YAVUZ
Course Instructor
The current term course schedule has not been prepared yet.


Course Goal / Objective

The aim of the Sales Management course is to examine the elements of an effective sales team as an important component of the total marketing effort of the organization.

Course Content

Understanding the sales process, the relationship between sales and marketing, Sales force structure, customer relationship management (CRM), the use of technology to improve sales Force effectiveness and recruitment, selection, training, motivating, compensating and keeping Sales staff.

Course Precondition

Resources

Notes



Course Learning Outcomes

Order Course Learning Outcomes
LO01 1) Determines the best organizational structure for the sales team.
LO02 2) Knows to design a system for recruiting, selecting, recruiting and assimilating active salespeople.
LO03 3) Know how to design a system to effectively train salespeople.
LO04 4) Prepare a plan to motivate, monitor and control the sales force.
LO05 5) Estimates the market potential for each product; determines sales regions, quotas, and estimated sales performance.
LO06 6) Evaluates the performance of each member of a company's sales team.
LO07 7) Contributes to the identification of possible ethical / legal consequences.


Relation with Program Learning Outcome

Order Type Program Learning Outcomes Level


Week Plan

Week Topic Preparation Methods
1 Evolution of Professional Sales Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
2 Customer-Centered Management Approach Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
3 Sales Strategies Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
4 Sales Organisations Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
5 Buying and Selling Processes Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
6 Recruitment Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
7 Salesman Education Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
8 Mid-Term Exam Preparation for exam
9 Creating Sales Force Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
10 Motivation and remuneration of salespeople Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
11 Motivation and remuneration of salespeople Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
12 Evaluation of sales performance. Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
13 Legal and Ethical Dimensions of Sales Management. Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
14 Performance, Compensation and Incentive Plans Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
15 Sales Estimation Related sections in books, lecture notes, related articles, presentations, assignments, web content, sample questions
16 Term Exams Preparation for exam
17 Term Exams Preparation for exam

Update Time: 10.05.2019 02:24