TÜRKÇE
ENGLISH
Information
| Code | MG3801 |
| Name | Sales Management |
| Term | 2023-2024 Academic Year |
| Term | Fall and Spring |
| Duration (T+A) | 4-0 (T-A) (17 Week) |
| ECTS | 8 ECTS |
| National Credit | 4 National Credit |
| Teaching Language | Türkçe |
| Level | Doktora Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. HATİCE DOĞAN SÜDAŞ |
| Course Instructor |
1 |
Course Goal / Objective
The aim of this course is to give students detailed information about sales management and personal sales that is 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
Selling & Sales Management by David Jobber (Author)
Notes
University library database
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Learns sales management activities and can develop capabililities of practising these activities. |
| LO02 | Knows required qualifications of a good salesperson. |
| LO03 | Knows how to plan organization of a sales department. |
| LO04 | Has knowledge about recruitment, training, motivation and performance evaluation of salesperson. |
| LO05 | Understands the importance of ethics in sales. |
| LO06 | Knows basic concepts and practices related to international selling. |
| LO07 | Explains basic concepts and practices related to digital selling. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Explains the classical, modern and postmodern theories of marketing science. | |
| PLO02 | Bilgi - Kuramsal, Olgusal | Defines scientific methods and tools used in marketing. | |
| PLO03 | Beceriler - Bilişsel, Uygulamalı | Develops research models by determining the variables related to the subjects of marketing science. | |
| PLO04 | Beceriler - Bilişsel, Uygulamalı | Can interpret the results obtained by applying the research models based on the marketing theories. | |
| PLO05 | Beceriler - Bilişsel, Uygulamalı | Can produce solutions to the problems faced by today's marketing profession groups with appropriate methods. | 3 |
| PLO06 | Beceriler - Bilişsel, Uygulamalı | Can implement the basic steps of the methods used in the field of marketing. | 4 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Can develop solutions by using the knowledge gained in the field of marketing. | 4 |
| PLO08 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Can work effectively by taking responsibility in individual and/or team work. | 5 |
| PLO09 | Yetkinlikler - Öğrenme Yetkinliği | Keeps track of the latest developments in the field as a recognition of the need for lifelong learning and constant renewal. | 5 |
| PLO10 | Yetkinlikler - Öğrenme Yetkinliği | Utilizes scientific sources in the field, collect the data, synthesizes the obtained information and presents the outcomes effectively. | 5 |
| PLO11 | Yetkinlikler - Öğrenme Yetkinliği | Can use information and communication technologies to access, analyze and interpret information in the field of marketing. | 3 |
| PLO12 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Can present information, comments and suggestions related to the field of study in written and orally in accordance with the requirements of academic and business life. | 5 |
| PLO13 | Yetkinlikler - Alana Özgü Yetkinlik | Can develop and apply original research methods and tools that will contribute to the development of the field of marketing. | 5 |
| PLO14 | Yetkinlikler - Alana Özgü Yetkinlik | Acts in accordance with the ethical and legal issues encountered in the field of marketing science and marketing profession. | |
| PLO15 | Yetkinlikler - Alana Özgü Yetkinlik | Gains awareness of social, cultural and environmental issues. | 4 |
| PLO16 | Yetkinlikler - Alana Özgü Yetkinlik | Forms the basis for the decision-making process of organizations and practitioners. | 4 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to Sales Management | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 2 | Selling Process | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 3 | Region and Time Management | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 4 | Sales Budget | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 5 | Organization of Sales Departmant | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 6 | Recruitment of Salespeople | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 7 | Training of Salespeople | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 8 | Mid-Term Exam | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
| 9 | Leadership in Sales Management | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 10 | Motivation of Salespeople | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 11 | Compensation in Sales Management | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 12 | Performance Assessment of Salespeople | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 13 | Ethics in Sales Management | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 14 | Digital Sales | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 15 | International Selling | examination of articles and case studies | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 16 | Term Exams | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
| 17 | Term Exams | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
Student Workload - ECTS
| Works | Number | Time (Hour) | Workload (Hour) |
|---|---|---|---|
| Course Related Works | |||
| Class Time (Exam weeks are excluded) | 14 | 4 | 56 |
| Out of Class Study (Preliminary Work, Practice) | 14 | 8 | 112 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 2 | 4 | 8 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 12 | 12 |
| Final Exam | 1 | 24 | 24 |
| Total Workload (Hour) | 212 | ||
| Total Workload / 25 (h) | 8,48 | ||
| ECTS | 8 ECTS | ||