MG3801 Sales Management

8 ECTS - 4-0 Duration (T+A)- . Semester- 4 National Credit

Information

Code MG3801
Name Sales Management
Term 2024-2025 Academic Year
Semester . Semester
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 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

Update Time: 07.05.2024 04:46