TÜRKÇE
ENGLISH
Information
| Code | ISLS403 |
| 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 | 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)
|
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 digital 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 | ||