| 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 sales management is important.
- Know how to manage the 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 | No |
|---|
| Recommended Optional Programme Components | Man438 Services Marketing |
|---|
| Course Description | The main topics of this course, planning, organizing, directing and controlling 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 sales management and marketing |
|
2nd Week |
Strategic planning and organizational buyer behavior. |
|
3rd Week |
Personal selling |
|
4th Week |
Personal selling, customer relationship management |
|
5th Week |
Territory management |
|
6th Week |
Sales ethics |
|
7th Week |
Midterm |
|
8th Week |
Estimating sales forecast |
|
9th Week |
Organization, sales territory design |
|
10th Week |
Selecting salespeople and training |
|
11th Week |
Leadership |
|
12th Week |
Motivating salespeople |
|
13th Week |
Compensating salespeople |
|
14th Week |
Evaluating performance |
|
| Recommended or Required Reading | Dalrymple, Douglas J., Cron, William L., DeCarlo, Thomas E. (2001). Sales Management. 7. Edition, Wiley. |
|---|
| Planned Learning Activities and Teaching Methods |
|
|---|
| Assessment Methods and Criteria |
|
Quantity |
Percentage (%) |
| Mid-term |
1 |
30 |
| Attendance |
1 |
10 |
| Presentation of Article |
1 |
10 |
| Presentation of Case Study |
1 |
20 |
| Total(%) |
|
70 |
| Contribution of In-term Studies to Overall Grade(%) |
|
70 |
| Contribution of Final Examination to Overall Grade(%) |
|
30 |
| Total(%) |
|
100 |
|
| ECTS Allocated Based on Student Workload |
| Activities |
Quantity |
Duration (Hour) |
Total Workload (Hour) |
| Midterm exam |
1 |
2 |
2 |
| Preparation for Quiz |
|
|
|
| Individual or group work |
14 |
1 |
14 |
| Preparation for Final exam |
1 |
40 |
40 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
40 |
40 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
5 |
1 |
5 |
| Project |
1 |
15 |
15 |
| Total Work Load | 160 |
| Total Work Load / 30 (h) | 5.33 |
| ECTS Credit of the Course | 5 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
