TÜRKÇE
ENGLISH
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 |
| Label | VK Vocational Knowledge Courses C Compulsory |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Öğr. Gör.Dr. ARZU SANDALLIOĞLU |
| Course Instructor |
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 | Defines the objectives, stages and functions of sales management. |
| LO02 | Follows the recruitment and training processes of the sales force. |
| LO03 | Defines the characteristics of a good and effective salesperson. |
| LO04 | Analyzes sales quotas and sales budget. |
| LO05 | Analyzes the promotion, motivation and performance evaluation processes of the sales force. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | It refers to basic theoretical knowledge supported by current information in the field of marketing. | 5 |
| PLO02 | Bilgi - Kuramsal, Olgusal | It refers to the basic level theoretical and practical knowledge acquired in the field of marketing. | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Discusses any marketing problem at a basic level, using the knowledge and skills acquired in the field of marketing. | 5 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Compares basic level studies on marketing in terms of their similarities and differences. | |
| PLO05 | Bilgi - Kuramsal, Olgusal | Explains the cause/effect of problems encountered in marketing-related applications. | 4 |
| PLO06 | 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. | 5 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Gains lifelong learning awareness. | |
| PLO08 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can carry out activities for the development of the personnel he/she is responsible for. | 5 |
| 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. | |
| 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. | |
| 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 | ||