TÜRKÇE
ENGLISH
Information
| Code | PZR164 |
| Name | Sales Management |
| Term | 2023-2024 Academic Year |
| Semester | 2. Semester |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 6 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Ön Lisans Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Öğr. Gör.Dr. ARZU SANDALLIOĞLU |
| Course Instructor |
Öğr. Gör.Dr. ARZU SANDALLIOĞLU
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
1. To describe the basic principles and rules of the Sales Management, 2. How to prepare a sales program is conducted and evaluated, and indicate that explain also how the management of the sales force.
Course Content
Sales and marketing relationship, sales and ethics, customer relationship management, sales process, sales planning and budgeting, sales force planning and organizing, Time and Sales Territory Management, select the sales force recruitment and training of the sales force, sales force motivation, pricing, sales performance evaluation.
Course Precondition
None
Resources
Profesyonel Satış Yönetimi, Serap Çabuk, Akademisyen Kitabevi, 2016
Notes
Profesyonel Satış Yönetimi, Serap Çabuk, Akademisyen Kitabevi, 2016
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | To have basic theoretical and practical knowledge supported by up-to-date information in the field of marketing. |
| LO02 | Gaining the ability to use theoretical and practical knowledge at the basic level in the field of marketing, at the advanced level of the same field or at the same level |
| LO03 | Having the ability to analyze, interpret, question, criticize and search for solutions to any marketing problem at a basic level using the knowledge and skills gained in the field of marketing |
| LO04 | Gain competency to independently perform a basic level of marketing related work |
| LO05 | To be able to take responsibility as individual team member to solve the problems encountered in marketing related applications. |
| LO06 | Be able to carry out activities for the development of the personnel in charge. |
| LO07 | To be able to criticize basic knowledge and skills in marketing, to be able to identify deficiencies and to have the ability to meet these deficiencies |
| LO08 | Having a life-long learning conscious competency. |
| LO09 | To be able to convey the basic knowledge and skills at the level of marketing which are related to marketing through written, oral and visual communication. |
| LO10 | To share ideas and suggestions for solutions to issues related to marketing with experts and non-experts. |
| LO11 | Ability to track information in the field of marketing, to have basic knowledge of foreign languages to communicate with colleagues and individuals, institutions or organizations not of their own nationality |
| LO12 | To be able to use internet technologies, office software at basic level with basic computer usage required by marketing field. |
| LO13 | Having social, scientific, cultural and ethical values in the process of collecting, implementing and reporting any data in the field of marketing |
| LO14 | Having sufficient consciousness about the universality of social rights, social justice, quality and cultural values and environmental protection, business health and security. |
| LO15 | Identify problem areas for marketing and take necessary precautions |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Have basic theoretical knowledge supported by up-to-date information in the field of marketing. | 5 |
| PLO02 | Bilgi - Kuramsal, Olgusal | Gains the skills to use the basic theoretical and applied knowledge acquired in the field of marketing at an advanced education level in the same field or in a field at the same level. | 3 |
| PLO03 | Bilgi - Kuramsal, Olgusal | Using the knowledge and skills acquired in the field of marketing, he/she will be able to analyze, interpret, question, criticize and find solutions to any marketing problem at a basic level. | 4 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Gains the ability to independently carry out a basic level of marketing related work. | 3 |
| PLO05 | Bilgi - Kuramsal, Olgusal | Take responsibility individually or as a team member to solve problems encountered in marketing-related applications. | 4 |
| PLO06 | Bilgi - Kuramsal, Olgusal | He/she can carry out activities for the development of the personnel he/she is responsible for. | 3 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | They can criticize the basic knowledge and skills acquired in marketing, have the ability to identify their deficiencies and meet these deficiencies. | 4 |
| PLO08 | Beceriler - Bilişsel, Uygulamalı | Gains lifelong learning awareness. | 3 |
| PLO09 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can convey his/her thoughts through written, verbal and visual communication at the level of basic knowledge and skills on marketing-related issues. | 4 |
| PLO10 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can share his/her thoughts on marketing-related issues and solutions to problems with experts and non-experts. | 5 |
| PLO11 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Obtains a basic level of foreign language knowledge to monitor information in the field of marketing and communicate with colleagues and non-nationals. | |
| PLO12 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | With the basic computer use required by the marketing field, internet technologies can use office software at a basic level. | 3 |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Have social, scientific, cultural and ethical values in the stages of collecting any data in the field of marketing, applying it and announcing the results. | 2 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Sales management, personal selling and sales stages assertion, production, sales, marketing, joint action stage | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 2 | Personal selling strategy, personal selling effective Environmental factors-environmental opportunities and threats | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 3 | Sales time stage, the research phase, preparation, presentation stage | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 4 | Objections (complaints) elimination, closing, monitoring. | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 5 | Sales management, planning process-analysis phase, determining sales targets, sales strategies | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 6 | Implementing the sales plan, the control step | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 7 | The benefits of creating a sales territory, the creation of sales area | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 8 | Mid-Term Exam | Reading the subject of textbooks | Ölçme Yöntemleri: Yazılı Sınav |
| 9 | Midterm exam | Midterm exam | Ölçme Yöntemleri: Yazılı Sınav |
| 10 | The benefits of the sales quota, a good quality sales quota and quota species | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 11 | Sales budget, calculation of sales expenditure, the budget process, sales productivity | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 12 | Sales forecasting, planning method, sales control and analysis | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 13 | The organization of the sales force, the formal organization, informal organization, sales force organization principles | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 14 | The selection and procurement of salespeople | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 15 | Salesperson process, training of salespeople | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 16 | Term Exams | Final Exam | Ölçme Yöntemleri: Yazılı Sınav |
| 17 | Term Exams | Final 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 | 5 | 70 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 0 | 0 | 0 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 15 | 15 |
| Final Exam | 1 | 30 | 30 |
| Total Workload (Hour) | 157 | ||
| Total Workload / 25 (h) | 6,28 | ||
| ECTS | 6 ECTS | ||