PZR260 Sales Force Management

5 ECTS - 2-0 Duration (T+A)- 4. Semester- 3 National Credit

Information

Code PZR260
Name Sales Force Management
Term 2024-2025 Academic Year
Semester 4. Semester
Duration (T+A) 2-0 (T-A) (17 Week)
ECTS 5 ECTS
National Credit 3 National Credit
Teaching Language Türkçe
Level Ön Lisans Dersi
Type Normal
Mode of study Yüz Yüze Öğretim
Catalog Information Coordinator Öğr. Gör.Dr. ARZU SANDALLIOĞLU
Course Instructor
1 2
Öğr. Gör.Dr. ARZU SANDALLIOĞLU (A Group) (Ins. in Charge)


Course Goal / Objective

Determining the basic concepts for managing sales, methods and strategies of sales and to prepare the most effective sales force in the sales function

Course Content

1) Defines the concepts that formed the basis of sales and sales management, 2) Explains the process of selling, organizes and manages the process elements, 3) explains basic communication skills (verbal and nonverbal) and shows the objections of these skills in particular and how to adapt the process of management and sales closure, 4) Describes the motivation of the sales force, and shows how to apply the basic concepts, 5) Makes performance evaluation, and shows how they apply to sales force, 6) Analyze and apply successfully closing sales and customer objections

Course Precondition

None

Resources

Satışçıların Yönetimi, Erdoğan Taşkın, Erko Yayıncılık, 2007

Notes

Satışçıların Yönetimi, Erdoğan Taşkın, Erko Yayıncılık, 2007


Course Learning Outcomes

Order Course Learning Outcomes
LO01 To have basic theoretical and practical knowledge supported by up-to-date information in the field of marketing.
LO02 Gaining the ability to use theoretical and practical knowledge at the basic level in the field of marketing, at the advanced level of the same field or at the same level
LO03 Having the ability to analyze, interpret, question, criticize and search for solutions to any marketing problem at a basic level using the knowledge and skills gained in the field of marketing
LO04 Gain competency to independently perform a basic level of marketing related work
LO05 To be able to take responsibility as individual team member to solve the problems encountered in marketing related applications.
LO06 Be able to carry out activities for the development of the personnel in charge.
LO07 To be able to criticize basic knowledge and skills in marketing, to be able to identify deficiencies and to have the ability to meet these deficiencies
LO08 Having a life-long learning conscious competency.
LO09 To be able to convey the basic knowledge and skills at the level of marketing which are related to marketing through written, oral and visual communication.
LO10 To share ideas and suggestions for solutions to issues related to marketing with experts and non-experts.
LO11 Ability to track information in the field of marketing, to have basic knowledge of foreign languages to communicate with colleagues and individuals, institutions or organizations not of their own nationality
LO12 To be able to use internet technologies, office software at basic level with basic computer usage required by marketing field.
LO13 Having social, scientific, cultural and ethical values in the process of collecting, implementing and reporting any data in the field of marketing
LO14 Having sufficient consciousness about the universality of social rights, social justice, quality and cultural values and environmental protection, business health and security.
LO15 Identify problem areas for marketing and take necessary precautions


Relation with Program Learning Outcome

Order Type Program Learning Outcomes Level
PLO01 Bilgi - Kuramsal, Olgusal Have basic theoretical knowledge supported by up-to-date information in the field of marketing. 3
PLO02 Bilgi - Kuramsal, Olgusal Gains the skills to use the basic theoretical and applied knowledge acquired in the field of marketing at an advanced education level in the same field or in a field at the same level. 4
PLO03 Bilgi - Kuramsal, Olgusal Using the knowledge and skills acquired in the field of marketing, he/she will be able to analyze, interpret, question, criticize and find solutions to any marketing problem at a basic level. 5
PLO04 Bilgi - Kuramsal, Olgusal Gains the ability to independently carry out a basic level of marketing related work. 3
PLO05 Bilgi - Kuramsal, Olgusal Take responsibility individually or as a team member to solve problems encountered in marketing-related applications. 4
PLO06 Bilgi - Kuramsal, Olgusal He/she can carry out activities for the development of the personnel he/she is responsible for. 3
PLO07 Beceriler - Bilişsel, Uygulamalı They can criticize the basic knowledge and skills acquired in marketing, have the ability to identify their deficiencies and meet these deficiencies. 4
PLO08 Beceriler - Bilişsel, Uygulamalı Gains lifelong learning awareness. 3
PLO09 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği He/she can convey his/her thoughts through written, verbal and visual communication at the level of basic knowledge and skills on marketing-related issues. 5
PLO10 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği He/she can share his/her thoughts on marketing-related issues and solutions to problems with experts and non-experts. 4
PLO11 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği Obtains a basic level of foreign language knowledge to monitor information in the field of marketing and communicate with colleagues and non-nationals.
PLO12 Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği With the basic computer use required by the marketing field, internet technologies can use office software at a basic level. 3
PLO13 Yetkinlikler - Öğrenme Yetkinliği Have social, scientific, cultural and ethical values in the stages of collecting any data in the field of marketing, applying it and announcing the results. 4


Week Plan

Week Topic Preparation Methods
1 Introduction and basic concepts of sales management Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
2 Business principles and sales management Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
3 Strategy and sales management Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
4 Selection of sales representatives Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
5 Training of sales representatives, training activities Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
6 Professional development of sales representatives Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
7 Encouraging sales representatives Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
8 Mid-Term Exam Midterm exam Ölçme Yöntemleri:
Yazılı Sınav
9 Directing sales representatives, leadership and leadership concepts Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
10 The creation of sales teams, the quality and management of conflict Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
11 Evaluation of sales performance and evaluation techniques Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
12 Sales management decisions Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
13 Responsibility for the management of sales and devolution Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
14 Payment to sales representatives and pricing methods Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
15 Control and supervision of sales representatives Reading the subject of textbooks Öğretim Yöntemleri:
Anlatım, Soru-Cevap, Gösteri
16 Term Exams Final Exam Ölçme Yöntemleri:
Yazılı Sınav
17 Term Exams Final Exam Ölçme Yöntemleri:
Yazılı Sınav


Student Workload - ECTS

Works Number Time (Hour) Workload (Hour)
Course Related Works
Class Time (Exam weeks are excluded) 14 2 28
Out of Class Study (Preliminary Work, Practice) 14 4 56
Assesment Related Works
Homeworks, Projects, Others 0 0 0
Mid-term Exams (Written, Oral, etc.) 1 10 10
Final Exam 1 20 20
Total Workload (Hour) 114
Total Workload / 25 (h) 4,56
ECTS 5 ECTS

Update Time: 13.05.2024 09:37