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
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 English, and acquires competence in minimum one foreign language.
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
