The purpose of the Sales Management course is to determine the building blocks required in an effective sales process and to create an effective sales team, which is an important part of marketing within the company. At the end of the course, it is aimed to understand how marketing and sales reach the targets and how the target sales figures are exceeded.
Prerequisite(s)
-
Corequisite(s)
-
Special Requisite(s)
The course will be taught online.
Instructor(s)
Assist. Prof. Dr. Tuğçe Ezgi Soyaltın
Course Assistant(s)
Schedule
Monday, 11.00-12.50, Cats and B-401
Office Hour(s)
By appointment with the Instructor
Teaching Methods and Techniques
- Lecture, examination of studies in the literature, guest speakers from the business world in the field of sales management, student presentations, project assignments to reinforce the course
Principle Sources
- Çakırer, Mehmet Akif. 2022. A'dan Z'ye Satış ve Satış Yönetimi. Ankara: Nobel.
- Blount, Jeb. 2020. Satışta Duygusal Zekâ. Optimist Yayınları.
Demonstrates a basic level of understanding in related disciplines (such as economics, sociology, psychology, quantitative sciences, etc.) that form a foundation for business administration, and makes use of and applies them to the field of business.
PO-2
Applies mathematical, scientific and social knowledge to business problems.
PO-3
Demonstrates a basic level of understanding in business functions and management (such as management, production, marketing, accounting, finance, human resources, behavioural sciences, etc.) and interprets the theoretical arguments focusing on interactions between the actors and the cultures in the field.
PO-4
Determines how to use acquired theoretical and practical knowledge and skills related to business in application and field analysis and applies them.
PO-5
Identifies and evaluates the relations in the field of business; describes the problems and presents analytical solutions through modelling and interpreting (critical thinking).
PO-6
Designs a business process in any functional stage that complies with identified objectives.
PO-7
Develops effective business communication skills (written-verbal/formal-informal).
PO-8
Owns effective working skills individually or on a team in business and multidisciplinary fields.
PO-9
Acts with a sense of professional and ethical responsibility.
PO-10
Improves effective verbal and written communication skills in Turkish, and acquires competence in minimum one foreign language.
Learning Outcomes
LO-1
Understands the importance of the sales function and especially the “Sales Team” for the company.
LO-2
In particular, they learn how technology and sales skills are used in the processes of bargaining, negotiations, motivation and management of the sales team.
LO-3
Gains the current practices/trends especially on the management of the sales team.
