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Information
| Code | PYL704 |
| Name | Sales Management and Leadership |
| Term | 2023-2024 Academic Year |
| Term | Spring |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 6 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Yüksek Lisans Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | |
| 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
None
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 online selling and international selling. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Defines the concepts of Marketing Management and explains their relations with each other | 4 |
| PLO02 | Bilgi - Kuramsal, Olgusal | Defines and compares theories and models of marketing management, numerical and statistical methods. | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Reaches and interprets information using scientific research methods. | 4 |
| PLO04 | Beceriler - Bilişsel, Uygulamalı | Applies theories and models, numerical and statistical methods in marketing management. | |
| PLO05 | Beceriler - Bilişsel, Uygulamalı | Can interpret the results of theories and models, numerical and statistical methods applied in marketing management. | 4 |
| PLO06 | Beceriler - Bilişsel, Uygulamalı | Can determine the appropriate methods for solving the marketing problems encountered. | 4 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Can implement marketing management methods through following the fundamental steps. | 5 |
| PLO08 | Beceriler - Bilişsel, Uygulamalı | Can reach the most appropriate result by using basic numerical and statistical analysis programs. | |
| PLO09 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Can work in accordance with the objectives as a project manager or participant. | |
| PLO10 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Takes an active role by taking responsibility individually and/or within the team. | 5 |
| PLO11 | Yetkinlikler - Öğrenme Yetkinliği | In recognition of the need for lifelong learning and continuous self-renewal, tracks the latest developments in the field of marketing. | 5 |
| PLO12 | Yetkinlikler - Öğrenme Yetkinliği | Produces new information from the data obtained from scientific sources within the framework of academic rules and interprets them effectively. | |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Can relate the knowledge gained in the field of marketing with the knowledge in different fields. | 4 |
| PLO14 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Can communicate with the parties verbally and in writing in accordance with the requirements of academic and business life. | 5 |
| PLO15 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Can present effectively the information obtained from the sources related to the field within the framework of academic rules by synthesizing. | |
| PLO16 | Yetkinlikler - Alana Özgü Yetkinlik | Acts in accordance with the ethical and legal issues encountered in the field of marketing science and marketing profession. | 5 |
| PLO17 | Yetkinlikler - Alana Özgü Yetkinlik | Conducts original research on all the basic functions of marketing in accordance with scientific, institutional and social ethics. | 4 |
| PLO18 | Yetkinlikler - Alana Özgü Yetkinlik | Identifies existing problems with a critical perspective and proposes solutions. | 4 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to sales | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 2 | Selling Process | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 3 | Resion and Time management | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 4 | Sales budget | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 5 | Organization of sales department | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 6 | Recruitment of salespeople | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 7 | Training of salespeople | Examination of articles and cases | 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 cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 10 | Motivation of salespeople | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 11 | Compensation in sales management | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 12 | Performance assessment of salespeople | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 13 | Ethics in sales management | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 14 | Online selling | Examination of articles and cases | Öğretim Yöntemleri: Tartışma, Örnek Olay |
| 15 | International selling | Examination of articles and cases | 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 | 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 | ||