To explain students the importance of sales and sales management in the company's attainment of marketing and sales goals
To equip students with the necessary theoretical knowledge related to personal sales and salesforce management in the company
To apply the theoretical knowledge to real life cases
Prerequisite(s)
-
Corequisite(s)
None
Special Requisite(s)
Intermediate English level to understand, read and write
A Marketing course
Instructor(s)
Dr. Öğretim Üyesi Kemal Özkan Yılmaz
Course Assistant(s)
None
Schedule
Wednesday, 09:00 - 10:50, B-302
Office Hour(s)
Kemal Özkan Yılmaz, B-804, online by appointment or Wednesdays 12:30-13:00; Wednesdays 16:50-17:30
Teaching Methods and Techniques
- Lecture, presentations, class discussion, case analysis
Principle Sources
• Jobber, David & Lancester, Geoffrey, 2015. ''Selling and Sales Management‘’, Pearson.
• Johnston, Mart W., Marshall, Greg W., 2016. “Sales Force Management, Innovation, Technology”, 12t.h Edition, Routledge.
• Additional resources
Other Sources
- Contemporary material for related weeks
Course Schedules
Week
Contents
Learning Methods
1. Week
Introduction to sales and sales management
Lecture, discussion
2. Week
Development and role of sales in marketing
Lecture, discussion
3. Week
Role and function of sales plan in strategic marketing plan
Lecture, discussion
4. Week
Indıvidual consumer behaviour in sales management
Lecture, discussion
5. Week
Sales environment
Lecture, discussion
6. Week
Sales techniques: Responsibilities and preparation
Lecture, discussion
7. Week
Personal selling techniques
Lecture, discussion
8. Week
Midterm Exam Week
Midterm Exam
9. Week
Midterm Exam Week
Midterm Exam
10. Week
Recruitment and selection in sales management
Lecturei, discussion, case study
11. Week
Motivation and control in sales management
Lecture, discussion
12. Week
Organization anad compensation in sales management
Lecture, discussion, case study
13. Week
Assessing sales performance and control
Lecture, discussion
14. Week
Sales Forecasting & Budgeting
Lecture, discussion
15. Week
Final Exam week
Final Exam
16. Week
Final Exam week
Final Exam
17. Week
Assessments
Evaluation tools
Quantity
Weight(%)
Midterm(s)
1
40
Final Exam
1
60
Program Outcomes
PO-1
Comprehends both theoretical and applied subjects in international trade at the advanced level, and uses his/her knowledge when necessary.
PO-2
Analyses basic concepts and data related to International Trade and Economics by scientific methods, interprets those with analytically, and evaluates those with regard to economic issues.
PO-3
Express his/her thoughts, comments and evaluations related to International Trade discipline both in written and oral forms.
PO-4
Defines current problems, and proposes solutions which are supported by evidence and research based quantitative and qualitative data.
PO-5
Inspects how public and private sector enterprises engaged in trade activities operates in practice, and evaluates the continuities and the dynamism in these sectors.
PO-6
Defines and tracks local, regional (such as European Union or Middle East) and global issues from the point of political economics, and relates these issues to each other.
PO-7
Possesses sufficient knowledge in other disciplines related to International Trade (such as Economics, Finance, International Business and Law), and reports this information.
PO-8
Follows publications and research in International Trade, Globalisation and Financial Systems in the English language, and communicates with his/her colleagues internationally.
PO-9
Uses a second language (Russian, Chinese, etc.) at the intermediate level.
PO-10
Possesses ethical principles and scientific values in collection, interpretation and release of data.
Learning Outcomes
LO-1
To enable the students to apply their theoretical knowledge and competence to real life cases
LO-2
To enable students explain the essestial principles of sales management and personal selling
LO-3
To enable the students to understand the role and function of selling and sales management in the company's strategic marketing plan
LO-4
To acknowledge the students about individual and industrial consumer behaviour in sales context
LO-5
To acknowledge the students about the different processes involved in personal selling and salesforce management
