EMG43705 Sales Management

5 ECTS - 3-0 Duration (T+A)- . Semester- 3 National Credit

Information

Code EMG43705
Name Sales Management
Term 2024-2025 Academic Year
Semester . Semester
Duration (T+A) 3-0 (T-A) (17 Week)
ECTS 5 ECTS
National Credit 3 National Credit
Teaching Language Türkçe
Level Yüksek Lisans Dersi
Type Normal
Mode of study Uzaktan 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

Satış Yönetimi, Prof. Dr. Serap ÇABUK (2016), Nobel Kitabevi, Adana.

Notes

Current and core articles.


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 Learns basic concepts and practices related to international selling.
LO07 Learn basic concepts and practices related to digital selling.


Relation with Program Learning Outcome

Order Type Program Learning Outcomes Level
PLO01 Bilgi - Kuramsal, Olgusal Describes the basic functions of marketing and explains their relations with each other.
PLO02 Bilgi - Kuramsal, Olgusal Defines the basic theories and models of marketing management, numerical and statistical methods.
PLO03 Beceriler - Bilişsel, Uygulamalı Gathers and analyzes marketing information needed by businesses according to scientific research principles.
PLO04 Beceriler - Bilişsel, Uygulamalı Can evaluate the results of the models applied in marketing management in terms of different sectors.
PLO05 Beceriler - Bilişsel, Uygulamalı Defines marketing problems arising from internal and external environmental conditions and changes. 4
PLO06 Beceriler - Bilişsel, Uygulamalı Can solve basic marketing problems with analytical thinking skills. 3
PLO07 Beceriler - Bilişsel, Uygulamalı Explains all the basic functions of marketing conceptually.
PLO08 Beceriler - Bilişsel, Uygulamalı Can reach the most appropriate result by using numerical and statistical analysis programs in the solution of marketing problems.
PLO09 Beceriler - Bilişsel, Uygulamalı Reports the results of marketing researches to be used in managerial decision making processes. 5
PLO10 Beceriler - Bilişsel, Uygulamalı Follows and comments on developments in the field of marketing. 4
PLO11 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği Works effectively as a team member and takes the necessary responsibility within the team. 5
PLO12 Yetkinlikler - Öğrenme Yetkinliği Explains the basic marketing concepts and the relationship between basic economic concepts and business management concepts. 3
PLO13 Yetkinlikler - Öğrenme Yetkinliği Can synthesize the information obtained by using different sources within the framework of academic rules. 5
PLO14 Yetkinlikler - Öğrenme Yetkinliği Can relate the knowledge gained in the field of marketing with the knowledge in different fields. 3
PLO15 Yetkinlikler - İletişim ve Sosyal Yetkinlik Can effectively present the information and comments obtained by using different sources within the framework of academic rules, verbally and in writing. 5
PLO16 Yetkinlikler - İletişim ve Sosyal Yetkinlik Effectively uses terms and concepts in marketing terminology in written and oral presentations. 5
PLO17 Yetkinlikler - Alana Özgü Yetkinlik Can make decisions to meet customer needs in a competitive environment. 4
PLO18 Yetkinlikler - Alana Özgü Yetkinlik Gains awareness of professional ethics, environmental awareness, sustainability, social responsibility, cultural, social and universal values. 4


Week Plan

Week Topic Preparation Methods
1 Introduction to Sales Management Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
2 Selling Process Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
3 Region and Time Management Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
4 Sales Budget Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
5 Organization of Sales Departmant Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
6 Recruitment of Salespeople Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
7 Training of Salespeople Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
8 Mid-Term Exam studying for exam Öğretim Yöntemleri:
Bireysel Çalışma
9 Leadership in Sales Management Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
10 Motivation of Salespeople Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
11 Compensation in Sales Management Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
12 Performance Assessment of Salespeople Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
13 Ethics in Sales Management Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
14 Digital Sales Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
15 International Selling Reading related parts Öğretim Yöntemleri:
Anlatım, Tartışma
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 3 42
Assesment Related Works
Homeworks, Projects, Others 0 0 0
Mid-term Exams (Written, Oral, etc.) 1 12 12
Final Exam 1 18 18
Total Workload (Hour) 114
Total Workload / 25 (h) 4,56
ECTS 5 ECTS

Update Time: 13.05.2024 04:59