Globalization , Competition , Changing in Customer needs and wants , technological changes affects on marketing and sales. The purpose of this course , the explain the importance of sales and marketing for the companies and how to apply them in a changing world.
Prerequisite(s)
None
Corequisite(s)
None
Special Requisite(s)
None
Instructor(s)
-
Course Assistant(s)
None
Schedule
The course is not opened for this semester.
Office Hour(s)
The course is not opened for this semester.
Teaching Methods and Techniques
Oral Presentation
- Class discussion with samples
Principle Sources
-DeCarlo,T.E , ( 2006 ) Ninth Edition , Sales Management , John Wiley&Sons,Inc, New Jersey.
Other Sources
-Jobber,D., Lancaster,G., ( 2009 , 8th.Edition ) , Selling and Sales Management ,Prentice Hall . NY.
- Kone, L.D, ( 2000 , Ninth edition ) , Land Development , Home Builder Press, Washington DC.
- Schwartz , M., ( 2006 ) , Fundamentals of Sales Management for the Newly Appointed Sales Manager , AMACOM , NY.
- Taşkın , E., ( 2001 ), Satış Yönetimi Eğitimi , Papatya Yayıncılık, İstanbul.
- Taşkın , E , ( 2003 ) , Satış Teknikleri Eğitimi , Papatya Yayıncılık , İstanbul
- Mucuk , İsmet ( 2007 ) Pazarlama İlkeleri , Türkmen Kitabevi , istanbul
Course Schedules
Week
Contents
Learning Methods
1. Week
Introduction to Selling and Sales Management
Oral presentation
2. Week
Relations of Sales and Marketing
Oral Presentation , Discussion
3. Week
History of Marketing
Oral Presentation , Discussion
4. Week
Review of Market Opportinities
Oral Presentation , Discussion
5. Week
Effects of Macro and Micro Factors on Marketing
Oral Presentation , Discussion
6. Week
Analysis of Competition
Oral Presentation , Discussion
7. Week
SWOT Analysis
Oral Presentation , Discussion
8. Week
Midterm
Exam
9. Week
Sales Management Steps
Oral Presentation , Discussion
10. Week
Sales Planning
Oral Presentation , Discussion
11. Week
Application
Oral Presentation , Discussion
12. Week
Sales Force Organization
Oral Presentation , Discussion
13. Week
Control Phase
Oral Presentation , Discussion
14. Week
Looking Toward the future
Oral Presentation , Discussion
15. Week
Final Exam
Exam
16. Week
17. Week
Assessments
Evaluation tools
Quantity
Weight(%)
Midterm(s)
1
30
Homework / Term Projects / Presentations
1
20
Attendance
1
10
Final Exam
1
40
Program Outcomes
PO-1
Develop and deepen knowledge in the field of Project Management.
PO-2
Conceive the interdisciplinary interaction which the field of Project Management is related with.
PO-3
Use of theoretical and practical knowledge within the field of Project Management at a proficiency level.
PO-4
Interpret the knowledge about the field of Project Management by integrating the information gathered from different disciplines and formulate new knowledge.
PO-5
Solve the problem faced related to the field of Project Management by using research methods.
PO-6
Independently conduct studies that require proficiency in the field of Project Management
PO-7
Take responsibility and develop new strategic solutions as a team member in order to solve unexpected complex problems faced within the applications in the field of Project Management.
PO-8
Demonstrate leadership in contexts that require solving problems related to the field of Project Management.
PO-9
Evaluate knowledge and skills acquired at proficiency level in the field of Project Management with a critical approach and direct the learning.
PO-10
Communicate current developments and studies within the field of Project Management to both professional and non-professional groups systematically using written, oral and visual techniques by supporting with quantitative and qualitative data.
PO-11
Investigate, improve social connections and their conducting norms with a critical view and act to change them when necessary.
PO-12
Communicate with peers by using a foreign language at least at a level of European Language Portfolio B2 General Level.
PO-13
Use advanced informatics and communication technology skills with software knowledge required by the field of Project Management.
PO-14
Audit the data gathering, interpretation, implementation and announcement stages by taking into consideration the cultural, scientific, and ethical values and teach these values.
PO-15
Develop strategy, policy and implementation plans on the issues related to the field and assess the findings within the frame of quality processes.
PO-16
Use the knowledge, problem solving and/or implementation skills in interdisciplinary studies.
Learning Outcomes
LO-1
To understand the relations between sales and marketing
LO-2
To learn general concepts of Marketing
LO-3
To understand the meaning of sales management
LO-4
To understand the problems facing the sales managers
