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 basic theoretical models for business field | |
| PLO02 | Bilgi - Kuramsal, Olgusal | Lists and identifies the theories that will contribute to the development of scientific methods and tools used in business | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Has an understanding of the legal and ethical issues faced by the Business profession | 3 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Explains how to interpret the findings as a result of models used in business methods. | |
| PLO05 | Bilgi - Kuramsal, Olgusal | Creates sufficient knowledge to find a solution to the problems met by business | 5 |
| PLO06 | Bilgi - Kuramsal, Olgusal | Contributes to business by following the basic steps of the methods used in business | 4 |
| PLO07 | Bilgi - Kuramsal, Olgusal | Apply the application of business management methods. | 4 |
| PLO08 | Bilgi - Kuramsal, Olgusal | Encourages taking responsibility, claiming the lead and working effectively in a team and / or individually. | 4 |
| PLO09 | Beceriler - Bilişsel, Uygulamalı | Keeps track of the latest developments in the field as a recognition of the need for lifelong learning and constant renewal | 4 |
| PLO10 | Beceriler - Bilişsel, Uygulamalı | Utilizes scientific sources in the field, collect the data, synthesizes the obtained information and presents the outcomes effectively | 5 |
| PLO11 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Has a good command of Turkish, as well as at least one another foreign language in accordance with the requirements of academic and work life | 4 |
| PLO12 | Yetkinlikler - Öğrenme Yetkinliği | Develops and implements new research methods that will contribute to the development of the business field | |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Develops new guidelines for the business managers’ decision making processes by researching on sub-disciplines of the business field. | |
| PLO14 | Yetkinlikler - Öğrenme Yetkinliği | Forms the basis for the decision-making process by researching on the science of business field |
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 | ||