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)
Assist. Prof. Dr. Ethem TARHAN
Course Assistant(s)
None
Schedule
Will be announced at the begining of the semester
Office Hour(s)
Will be announced at the begining of the 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 Opporti
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 the current and advanced knowledge in the field with original thought and/or research and come up with innovative definitions based on Master's degree qualifications.
PO-2
Conceive the interdisciplinary interaction which the field is related with ; come up with original solutions by using knowledge requiring proficiency on analysis, synthesis and assessment of new and complex ideas.
PO-3
Evaluate and use new information within the field in a systematic approach.
PO-4
Develop an innovative knowledge, method, design and/or practice or adapt an already known knowledge, method, design and/or practice to another field; research, conceive, design, adapt and implement an original subject.
PO-5
Critical analysis, synthesis and evaluation of new and complex ideas.
PO-6
Gain advanced level skills in the use of research methods in the field of study.
PO-7
Contribute the progression in the field by producing an innovative idea, skill, design and/or practice or by adapting an already known idea, skill, design, and/or practice to a different field independently.
PO-8
Broaden the borders of the knowledge in the field by producing or interpreting an original work or publishing at least one scientific paper in the field in national and/or international refereed journals.
PO-9
Demonstrate leadership in contexts requiring innovative and interdisciplinary problem solving.
PO-10
Develop new ideas and methods in the field by using high level mental processes such as creative and critical thinking, problem solving and decision making.
PO-11
Investigate and improve social connections and their conducting norms and manage the actions to change them when necessary.
PO-12
Defend original views when exchanging ideas in the field with professionals and communicate effectively by showing competence in the field.
PO-13
Ability to communicate and discuss orally, in written and visually with peers by using a foreign language at least at a level of European Language Portfolio C1 General Level.
PO-14
Contribute to the transition of the community to an information society and its sustainability process by introducing scientific, technological, social or cultural improvements.
PO-15
Demonstrate functional interaction by using strategic decision making processes in solving problems encountered in the field.
PO-16
Contribute to the solution finding process regarding social, scientific, cultural and ethical problems in the field and support the development of these values.
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
