| Course Type | Elective Course |
|---|
| Course Level | Bachelor's Degree |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 5 |
|---|
| Name of Lecturer(s) |
|
| Learning Outcomes |
At the end of this course, the students;
- Know why the sales management is important.
- Know how to manage sales force effectively and efficiently.
- Know the required qualifications of the sales force.
- Know how to motivate the sales force.
- Know the stages of the selling process.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | Yes(BUS231) |
|---|
| Recommended Optional Programme Components | No |
|---|
| Course Description | The main topics of this course, planning, organizing, directing and controlling of the personal sales activities. In addition, the face-to-face sales force creation, selection, training, equipment, assign, supervise, reward and motivation will be covered. Case studies are performed on the basis of events are discussed.
Students who miss more than 30% of total class hours receive an F2 grade. |
|---|
| Course Contents |
| WEEK |
TOPICS |
|
1st Week |
Introduction |
|
2nd Week |
Introduction to Sales Management in the Twenty-First Century-The Process of Selling and Buying |
|
3rd Week |
Linking Strategies and the Sales Role in the Era of Customer Relationship Management |
|
4th Week |
Organizing the Sales Effort |
|
5th Week |
The Strategic Role of Information in Sales Management |
|
6th Week |
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction |
|
7th Week |
Midterm |
|
8th Week |
Salesperson Performance: Motivating the Sales Force |
|
9th Week |
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople |
|
10th Week |
Sales Force Recruitment and Selection - Sales Training: Objectives, Techniques, and Evaluation |
|
11th Week |
Salesperson Compensation and Incentives
-Cost Analysis |
|
12th Week |
Evaluating Salesperson Performance |
|
13th Week |
Project Presentations and Report Submission |
|
14th Week |
Project Presentations and Report Submission |
|
| Recommended or Required Reading | Mark W. Johnston, Greg W. Marshall, Sales Force Management, McGraw-Hill.
Lecture notes
|
|---|
| Planned Learning Activities and Teaching Methods |
- Questions/Answers
- Discussion
- Lecture
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
35 |
| Project |
1 |
20 |
| Total(%) |
|
55 |
| Contribution of In-term Studies to Overall Grade(%) |
|
55 |
| Contribution of Final Examination to Overall Grade(%) |
|
45 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
1.5 |
1.5 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
1 |
20 |
20 |
| Preparation for Final exam |
1 |
35 |
35 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
35 |
35 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
1.5 |
1.5 |
| Homework |
|
|
|
| Project |
1 |
20 |
20 |
| Case Study Presentation |
|
|
|
| Total Work Load | 155 |
| Total Work Load / 30 (h) | 5.16 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | English |
|---|
| Work Placement(s) | No |
|---|
