ISLS403 Sales Management

6 ECTS - 3-0 Duration (T+A)- 7. Semester- 3 National Credit

Information

Code ISLS403
Name Sales Management
Term 2022-2023 Academic Year
Semester 7. Semester
Duration (T+A) 3-0 (T-A) (17 Week)
ECTS 6 ECTS
National Credit 3 National Credit
Teaching Language Türkçe
Level Lisans Dersi
Type Normal
Mode of study Yüz Yüze Öğretim
Catalog Information Coordinator Prof. Dr. SERAP ÇABUK
Course Instructor Prof. Dr. SERAP ÇABUK (A Group) (Ins. in Charge)
Dr. Öğr. Üyesi Selin KÖKSAL ARAÇ (B Group) (Ins. in Charge)


Course Goal / Objective

The aim of this course is to give students detailed information about sales management and personal sales that is an indispensable factor of modern economic system and free market conditions.

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

There are no prerequisites for the course.

Resources

Satış Yönetimi, Prof. Dr. Serap ÇABUK (2016), Nobel Kitabevi, Adana.

Notes

Satış Yönetimi ve Profesyonel Satışçılık, Muhittin Karabulut, Orion Kitabevi, 2017, İstanbul.


Course Learning Outcomes

Order Course Learning Outcomes
LO01 Explains sales management activities.
LO02 Defines required qualifications of a good salesperson.
LO03 States how to plan organization of a sales department.
LO04 Has knowledge about recruitment, training, motivation and remuneration of salespeople.
LO05 Finds out the importance of ethics in sales.
LO06 Explains basic concepts and practices related with online selling and international selling.
LO07 Finds out practising skills of sales management activities.
LO08 Finds out the process and methods of performance evaluation of salespeople.


Relation with Program Learning Outcome

Order Type Program Learning Outcomes Level
PLO01 Bilgi - Kuramsal, Olgusal Explaining business concepts and their interrelationships
PLO02 Bilgi - Kuramsal, Olgusal Explaining the basic theoretical models, numerical and statistical methods of business management
PLO03 Bilgi - Kuramsal, Olgusal Explaining the relationship between basic economics concepts and business management concepts
PLO04 Bilgi - Kuramsal, Olgusal İşletme yönetiminde kullanılan kuramsal, sayısal ve istatistik yöntemlerin nasıl uygulanacağını açıklama
PLO05 Bilgi - Kuramsal, Olgusal Explaining how to interpret the results obtained as a result of the creation/application of theoretical, numerical and statistical methods used in business management
PLO06 Bilgi - Kuramsal, Olgusal Determine appropriate methods to solve business problems 3
PLO07 Bilgi - Kuramsal, Olgusal Evaluate the results that are obtained from applications of business management methods
PLO08 Beceriler - Bilişsel, Uygulamalı Use the basic numerical and statistical softwares
PLO09 Beceriler - Bilişsel, Uygulamalı Use the basic enterprise resource planning (ERP) softwares
PLO10 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği Working effectively individually and/or in a team 5
PLO11 Yetkinlikler - Öğrenme Yetkinliği As well as professional development, improve him-/herself continuously in scientific, social, cultural and artistic fields according to his/her interests and abilities, identifying needs of learning. 4
PLO12 Yetkinlikler - Öğrenme Yetkinliği Being aware of the necessity of lifelong learning, constantly renewing itself by following the current developments in the field. 5
PLO13 Yetkinlikler - İletişim ve Sosyal Yetkinlik Presenting information effectively by using different sources within the framework of academic rules. 5
PLO14 Yetkinlikler - İletişim ve Sosyal Yetkinlik Use Turkish and at least one foreign language in accordance with the requirements in academic and business context 3
PLO15 Yetkinlikler - İletişim ve Sosyal Yetkinlik Accurately express the obtained information and comments verbally and in writing 5
PLO16 Yetkinlikler - Alana Özgü Yetkinlik Applying new working methods when deemed necessary by questioning traditional approaches, practices and methods 4
PLO17 Yetkinlikler - Alana Özgü Yetkinlik Acting in accordance with social, scientific and professional ethical values ​​from an entrepreneurial perspective 5
PLO18 Yetkinlikler - Alana Özgü Yetkinlik Determining the most appropriate approaches, implementations and methods of business management considering sectors, their sizes, resources, cultures, goals and objectives of the enterprises 5
PLO19 Yetkinlikler - Alana Özgü Yetkinlik Interpreting the effects of external environmental factors such as sector structure, competition, technology, economy, politics, culture, which affect the 5


Week Plan

Week Topic Preparation Methods
1 Introduction to Sales Management Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
2 Sales Process Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
3 Region and Time Management Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
4 Sales Budget Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
5 Organization of Sales Department Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
6 Recruitment of Salespeople Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
7 Training of Salespeople Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
8 Mid-Term Exam Preparing for exam. Ölçme Yöntemleri:
Yazılı Sınav
9 Leadership in Sales Management Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
10 Motivation of Salespeople Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
11 Compensation in Sales Management Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
12 Performance Assessment of Salespeople Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
13 Ethics in Sales Management Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
14 Online Selling, International Selling Reading related parts from required materials. Öğretim Yöntemleri:
Anlatım, Tartışma
15 Presentations of Projects Preparing for presentations Ölçme Yöntemleri:
Proje / Tasarım
16 Term Exams Preparing for exam. Ölçme Yöntemleri:
Yazılı Sınav
17 Term Exams Preparing for exam. Ölçme Yöntemleri:
Yazılı Sınav


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

Update Time: 18.11.2022 11:47