TÜRKÇE
ENGLISH
Information
| Unit | FACULTY OF ECONOMICS AND ADMINISTRATIVE SCIENCES |
| BUSINESS ADMINISTRATION PR. (ENGLISH) | |
| Code | BUSS403 |
| Name | Sales Management |
| Term | 2024-2025 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 |
| Label | E Elective |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. HATİCE DOĞAN SÜDAŞ |
| Course Instructor |
Prof. Dr. HATİCE DOĞAN SÜDAŞ
(Güz)
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
This course aims to teach students sales management processes, to develop effective sales strategies and to provide them with the skills to manage sales teams. By covering topics such as sales techniques, customer relations, measuring sales performance and digital sales management, it is aimed for students to be able to carry out a successful sales management process both individually and corporately.
Course Content
Course Content: Introduction to Sales Management Definition and importance of sales management Sales process and basic elements Relationship between sales management and marketing Sales Techniques and Strategies Traditional and modern sales techniques Determining customer needs and providing solutions B2B and B2C sales strategies Sales Forecast and Target Setting Market analysis and sales forecasting methods Setting sales targets and KPI management Sales budget and resource planning Digital Sales Management and Use of Technology E-commerce and online sales management Artificial intelligence and data analytics in sales Social media and digital marketing integration Measurement and Evaluation of Sales Performance Sales reports and analysis techniques Strategies to increase sales performance After-sales services and customer experience management
Course Precondition
None
Resources
Cialdini, R. B., & Cialdini, R. B. (2007). Influence: The psychology of persuasion (Vol. 55, p. 339). New York: Collins. Blount, J. (2020). Virtual selling: a quick-start guide to leveraging video, technology, and virtual communication channels to engage remote buyers and close deals fast. John Wiley & Sons. Ingram, T. N., LaForge, R. W., Avila, R. A., Schweper Jr, C. H., & Williams, M. R. (2019). Sales management: Analysis and decision making. Routledge.
Notes
Online article databases
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Defines basic concepts, processes and strategies related to sales management. |
| LO02 | Explains different sales techniques and customer relationship management processes. |
| LO03 | Applies effective customer communication and negotiation techniques in real-life scenarios during the sales process. |
| LO04 | Analyses the factors affecting sales performance and interprets sales data. |
| LO05 | Designs new marketing and sales plans by developing sales strategies for a business or product. |
| LO06 | Compares different sales management approaches and evaluates their strengths and weaknesses. |
| LO07 | Produces solution suggestions for problems such as objections and customer dissatisfaction that may be encountered during the sales process. |
| LO08 | Optimises sales processes by effectively using e-commerce, CRM and digital sales platforms. |
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, Soru-Cevap |
| 2 | Sales Process | Reading related parts | Öğretim Yöntemleri: Anlatım, Gösterip Yaptırma |
| 3 | Region and Time Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Alıştırma ve Uygulama |
| 4 | Sales Budget | Reading related parts | Öğretim Yöntemleri: Anlatım, Örnek Olay |
| 5 | Organization of Sales Department | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 6 | Recruitment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Rol Oynama |
| 7 | Training of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Alıştırma ve Uygulama |
| 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, Soru-Cevap |
| 11 | Compensation in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 12 | Performance Assessment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Beyin Fırtınası |
| 13 | Ethics in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 14 | Online Selling, International Selling | Reading related parts | Öğretim Yöntemleri: Anlatım, Alıştırma ve Uygulama |
| 15 | Presentations of Projects | Preparing for presentations | Öğretim Yöntemleri: Bireysel Çalışma |
| 16 | Final Exam | Studying for exam | Ölçme Yöntemleri: Yazılı Sınav |
| 17 | Final Exam | Studying for exam | Ölçme Yöntemleri: Yazılı Sınav |
Assessment (Exam) Methods and Criteria
| Assessment Type | Midterm / Year Impact | End of Term / End of Year Impact |
|---|---|---|
| 1. Midterm Exam | 100 | 40 |
| General Assessment | ||
| Midterm / Year Total | 100 | 40 |
| 1. Final Exam | - | 60 |
| Grand Total | - | 100 |
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 | ||