TÜRKÇE
ENGLISH
Information
| Code | BAC427 |
| Name | Sales Management |
| Term | 2023-2024 Academic Year |
| Semester | 7. Semester |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 4 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Lisans Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Prof. Dr. MURAT İSMET HASEKİ |
| Course Instructor |
Prof. Dr. MURAT İSMET HASEKİ
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
The aim of this course is to give students detailed information about sales management and personal sales that is an indispensable factor of modern economic system and free market conditions.
Course Content
This course consists of the subjects of sales process, region and time management, sales budget, recruitment for sales, organization of sales department ,compensation for salespeople, training of salespeople, motivation of salespeople, performance assessment of salespeople, leadership in sales, ethics in sales, online selling, international selling.
Course Precondition
No prerequisite
Resources
Sales and Sales Management, Ahmet Hamdi İslamoğlu and Remzi Altunışık, Sakarya Bookstore, Sakarya, 13.Edition, November 2014.
Notes
Sales Management, Asım Günal Önce, Beta Releases, 2015.
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Basic marketing, sales concepts and Explains how to convert verbal data about sales into mathematical formulas. |
| LO02 | Defines the importance of sales management and the concepts of personal selling and sales management in the marketing process. |
| LO03 | Reaches information about the stages of sales force management. Explains the planning, execution and control of the sales force. |
| LO04 | Defines the qualities that a good salesperson should have. |
| LO05 | Explains the recruitment, training, motivation, compensation and performance evaluation of salespeople. |
| LO06 | Explain the importance of ethics in sales. |
| LO07 | Specifies the basic concepts and practices related to online sales and international sales. |
| LO08 | Explains how a sales force organization should be planned. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Explain all the basic functions of the business conceptually. | |
| PLO02 | Bilgi - Kuramsal, Olgusal | Explain the basic economic concepts and the relationship between basic economic concepts and business management concepts. | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Define the basic information about the law discipline related to the field of business administration. | |
| PLO04 | Beceriler - Bilişsel, Uygulamalı | Transfer information about the field of business in the language of learning by using effective verbal, written and visual communication methods. | 4 |
| PLO05 | Beceriler - Bilişsel, Uygulamalı | Determine the most appropriate approaches, implementations and methods of business management considering sectors, their sizes, resources, cultures, goals and objectives. | 5 |
| PLO06 | Beceriler - Bilişsel, Uygulamalı | Determine appropriate methods to solve business problems. | 3 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Research in the field of business and reports the results of the research for use in managerial decision-making processes. | |
| PLO08 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Effectively work as a team and takes the necessary responsibility within the team. | 4 |
| PLO09 | Yetkinlikler - Öğrenme Yetkinliği | As well as professional development, improve him-/herself continuously in scientific, social, cultural and artistic fields according to his/her interests and abilities, identifying needs of learning. | 4 |
| PLO10 | Yetkinlikler - Öğrenme Yetkinliği | Follow latest developments in the field, and sustain personal and professional development with the awareness of the necessity of life long learning. | 5 |
| PLO11 | Yetkinlikler - Öğrenme Yetkinliği | Use basic numerical and statistical analysis programs of business management. | 3 |
| PLO12 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Monitor the external environment factors such as sector structure, competition, technology, economy, politics and culture that affect the activities of businesses and interpret their effects on businesses. | 5 |
| PLO13 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Use/report/interpret Business Information Systems and sub-modules required by business management. | |
| PLO14 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Use Turkish and at least one foreign language in accordance with the requirements in academic and business life. | 4 |
| PLO15 | Yetkinlikler - Alana Özgü Yetkinlik | Become aware of professional ethics, environmental awareness, sustainability, social responsibility, cultural, social and universal values. | 4 |
| PLO16 | Yetkinlikler - Alana Özgü Yetkinlik | Follow latest developments in the field, and sustain personal and professional development with the awareness of the necessity of life long learning |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to Sales Management | Reading related parts from required materials. | Öğretim Yöntemleri: Beyin Fırtınası |
| 2 | Sales Process | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım |
| 3 | Region and Time Management | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Soru-Cevap |
| 4 | Sales Budget | Reading related parts from required materials. | Öğretim Yöntemleri: Alıştırma ve Uygulama |
| 5 | Organization of Sales Department | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım |
| 6 | Recruitment of Salespeople | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım |
| 7 | Training of Salespeople | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Tartışma, Soru-Cevap |
| 8 | Mid-Term Exam | Preparing for exam. | Ölçme Yöntemleri: Yazılı Sınav |
| 9 | Leadership in Sales Management | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Tartışma |
| 10 | Motivation of Salespeople | Reading related parts from required materials. | Öğretim Yöntemleri: Tartışma, Soru-Cevap |
| 11 | Compensation in Sales Management | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım |
| 12 | Performance Assessment of Salespeople | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım |
| 13 | Ethics in Sales Management | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Soru-Cevap |
| 14 | Online Selling | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Tartışma |
| 15 | International Selling | Reading related parts from required materials. | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Tartışma |
| 16 | Term Exams | Preparing for exam. | Ölçme Yöntemleri: Yazılı Sınav |
| 17 | Term Exams | Preparing for exam. | Ölçme Yöntemleri: Yazılı Sınav |
Student Workload - ECTS
| Works | Number | Time (Hour) | Workload (Hour) |
|---|---|---|---|
| Course Related Works | |||
| Class Time (Exam weeks are excluded) | 14 | 3 | 42 |
| Out of Class Study (Preliminary Work, Practice) | 14 | 3 | 42 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 0 | 0 | 0 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 7 | 7 |
| Final Exam | 1 | 18 | 18 |
| Total Workload (Hour) | 109 | ||
| Total Workload / 25 (h) | 4,36 | ||
| ECTS | 4 ECTS | ||