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Information
| Unit | FACULTY OF AGRICULTURE |
| AGRICULTURAL MACHINERY AND TECHNOLOGIES ENGINEERING PR. | |
| Code | ZMS310 |
| Name | Sales and Marketing |
| Term | 2019-2020 Academic Year |
| Semester | 6. 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 | Doç. Dr. ARZU SEÇER |
| Course Instructor |
Doç. Dr. ARZU SEÇER
(Bahar)
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
Know the basic concepts of retailing, the importance and content of retailing Make sales forecasts, determine sales quotas Know the basic principles of communicating with sales force know the basic principles of organization and motivation of sales force
Course Content
Sales management in retailing: definition, importance, content, sales process and related management, sales estimation methods and definition of sales quotas, definition of sales prediction methods and sales quotas, communication with salesperson, selection and training of sales force, organization of sales force, motivation of sales force and rewarding, control processes in sales management and performance evaluation
Course Precondition
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Know the basic concepts of retailing, the importance and content of retailing |
| LO02 | Make sales forecasts, determine sales quotas |
| LO03 | Know the basic principles of communicating with sales force |
| LO04 | Know the basic principles of organization and motivation of sales force |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | - | Knows the concepts of basic science, engineering, general agricultural and agricultural machinery and other social-cultural subjects in order to have proficiency for agricultural machinery education and get current information. | |
| PLO02 | - | Learns the use and conservation of natural and fossil energy sources in agricultural production. | |
| PLO03 | - | Learns the production methods of agricultural machinery, knows and selects materials. | |
| PLO04 | - | Be aware of the universal and social effects of professional practices, to comprehend the importance of entrepreneurship and innovation issues. | |
| PLO05 | - | Learns the basic applications of agricultural machinery in terms of setting, maintenance, field using and related problems. | |
| PLO06 | - | Applies sustainable production models which are suitable for mechanization in agricultural enterprises, creates and manages the optimum mechanization chain. | |
| PLO07 | - | Knows and applies the standards, laws and regulations of agricultural machinery. | |
| PLO08 | - | Identifies the problems that can be solved within the scope of agricultural mechanization in plant and animal production and makes selection from existing agricultural machinery. | |
| PLO09 | - | Learns and applies the methods for self-improvement in a professional sense. | |
| PLO10 | - | Plans and manages the production, marketing and service network of agricultural machinery. | |
| PLO11 | - | Have general proficiency on basic engineering and agricultural engineering, specifically in the field of Agricultural Machinery. | |
| PLO12 | - | Supports the companies working in the field of agricultural machinery for R & D and technology development. | |
| PLO13 | - | Learns new applications and software for agricultural machinery design. | |
| PLO14 | - | Communicates with the representatives of the manufacturing industry, public institutions and professional chambers of the agricultural machinery sector within the scope of internship, practice and current problems monitoring and takes responsibility in different working environments. |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Sales management in retailing: Definition, importance, content | Lecture notes and recommended resources for the relevant sections | |
| 2 | Sales Process and Relationship Management | Lecture notes and recommended resources for the relevant sections | |
| 3 | Sales Process and Relationship Management | Lecture notes and recommended resources for the relevant sections | |
| 4 | Definition of Sales Forecasting Methods and Sales Quotas | Lecture notes and recommended resources for the relevant sections | |
| 5 | Definition of Sales Forecasting Methods and Sales Quotas | Lecture notes and recommended resources for the relevant sections | |
| 6 | Communication with salesman | Lecture notes and recommended resources for the relevant sections | |
| 7 | Communication with salesman | Lecture notes and recommended resources for the relevant sections | |
| 8 | Mid-Term Exam | Lecture notes and recommended resources for the relevant sections | |
| 9 | Selection and Training of Sales Force | Lecture notes and recommended resources for the relevant sections | |
| 10 | Selection and Training of Sales Force | Lecture notes and recommended resources for the relevant sections | |
| 11 | Organization of Sales Force | Lecture notes and recommended resources for the relevant sections | |
| 12 | Motivation and Rewarding of Sales Force | Lecture notes and recommended resources for the relevant sections | |
| 13 | Motivation and Rewarding of Sales Force | Lecture notes and recommended resources for the relevant sections | |
| 14 | Control processes and performance evaluation in Sales Management | Lecture notes and recommended resources for the relevant sections | |
| 15 | Control processes and performance evaluation in Sales Management | Lecture notes and recommended resources for the relevant sections | |
| 16 | Term Exams | Lecture notes and recommended resources for the relevant sections | |
| 17 | Term Exams | Lecture notes and recommended resources for the relevant sections |
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 |