| Course Type | Elective Course |
|---|
| Course Level | Master's Degree With Thesis |
|---|
| Year of Study | - |
|---|
| Semester | - |
|---|
| ECTS | 10 |
|---|
| Name of Lecturer(s) |
- |
| Learning Outcomes |
At the end of this course, the students;
- Able to explain why sales management is important.
- Know how to manage sales force effectively and efficiently.
- Know required qualifications of the sales force.
- Know how to be able to supply and train sales force.
- Know how to motivate sales force.
|
| Mode of Delivery | Face to face |
|---|
| Prerequisites | No |
|---|
| Recommended Optional Programme Components | None |
|---|
| Course Description | In this course; sales management, sales theories, sales forecast methods, sales budget, organization, coordination and control of sales forces and evaluating the performance of them will be discussed. |
|---|
| 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 |
Estimating sales forecast |
|
8th Week |
Mid-term examination |
|
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 |
|
15th Week |
General Review |
|
| 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 |
| Presentation of Article |
1 |
10 |
| Presentation of Case Study |
1 |
20 |
| Total(%) |
|
60 |
| Contribution of In-term Studies to Overall Grade(%) |
|
60 |
| Contribution of Final Examination to Overall Grade(%) |
|
40 |
| 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 |
2 |
28 |
| Preparation for Final exam |
1 |
130 |
130 |
| Course hours |
14 |
3 |
42 |
| Preparation for Midterm exam |
1 |
80 |
80 |
| Laboratory (including preparation) |
|
|
|
| Final exam |
1 |
2 |
2 |
| Homework |
|
|
|
| Article Presentation |
1 |
10 |
10 |
| Case Study Presentation |
1 |
10 |
10 |
| Total Work Load | 304 |
| Total Work Load / 30 (h) | 10.13 |
| ECTS Credit of the Course | 10 |
|
| Language of Instruction | Turkish |
|---|
| Work Placement(s) | No |
|---|
