TÜRKÇE
ENGLISH
Information
| Code | BUSS403 |
| Name | Sales Management |
| Term | 2023-2024 Academic Year |
| Semester | 7. Semester |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 6 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | İngilizce |
| Level | Lisans Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. HATİCE DOĞAN SÜDAŞ |
| Course Instructor |
Prof. Dr. HATİCE DOĞAN SÜDAŞ
(A 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
None
Resources
Selling and Sales Management David Jobber
Notes
Online article databases
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Learn sales management activities and can develop capabililities of practising these activities. |
| LO02 | Learn required qualifications of a good salesperson. |
| LO03 | Learn how to plan organization of a sales department. |
| LO04 | Have knowledge about recruitment, training, motivation and performance evaluation of salesperson. |
| LO05 | Find out the importance of ethics in sales. |
| LO06 | Learn basic concepts and practices related to online selling and international selling. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Explaining business concepts and their interrelationships | 5 |
| 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 | Explaining how to apply theoretical, numerical and statistical methods used in business management | |
| 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 | Applying business management methods by following the basic steps | 4 |
| PLO07 | Bilgi - Kuramsal, Olgusal | Determine appropriate methods to solve business problems | 5 |
| PLO08 | Beceriler - Bilişsel, Uygulamalı | Evaluate the results that are obtained from applications of business management methods. | 5 |
| PLO09 | Beceriler - Bilişsel, Uygulamalı | Use basic numerical and statistical softwares. | |
| PLO10 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Use basic enterprise resource planning (ERP) softwares | |
| PLO11 | Yetkinlikler - Öğrenme Yetkinliği | Working effectively individually and/or in a team | 4 |
| PLO12 | Yetkinlikler - Öğrenme Yetkinliği | Being aware of the necessity of lifelong learning, constantly renewing itself by following the current developments in the field. | 4 |
| PLO13 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Presenting information effectively in an unfamiliar field by using different sources within the framework of academic rules. | 4 |
| PLO14 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Use Turkish and at least one foreign language in accordance with the prerequisities of academic and business context | 4 |
| 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 | 5 |
| PLO17 | Yetkinlikler - Alana Özgü Yetkinlik | Acting in accordance with social, scientific and professional ethical values from an entrepreneurial perspective | 4 |
| PLO18 | Yetkinlikler - Alana Özgü Yetkinlik | Determining the most appropriate business management approaches, practices and methods by considering the sector, size, resources, culture, goals and objectives of the enterprises. | 4 |
| PLO19 | Yetkinlikler - Alana Özgü Yetkinlik | Interpreting the effects of external environmental factors such as sector structure, competition, technology, economy, politics, culture, which affect the activities of businesses, on businesses. | 5 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 2 | Sales Process | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 3 | Region and Time Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 4 | Sales Budget | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 5 | Organization of Sales Department | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 6 | Recruitment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 7 | Training of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 8 | Mid-term Exam | Studying for exam | Ölçme Yöntemleri: Yazılı Sınav |
| 9 | Leadership in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 10 | Motivation of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 11 | Compensation in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 12 | Performance Assessment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 13 | Ethics in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 14 | Online Selling, International Selling | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 15 | Presentations of Projects | Preparing for presentations | Ölçme Yöntemleri: Proje / Tasarım |
| 16 | Final Exam | Studying for exam | Ölçme Yöntemleri: Yazılı Sınav |
| 17 | Final Exam | Studying 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 | ||