TÜRKÇE
ENGLISH
Information
| Code | EMG43705 |
| Name | Sales Management |
| Term | 2024-2025 Academic Year |
| Term | Fall and Spring |
| Duration (T+A) | 3-0 (T-A) (17 Week) |
| ECTS | 5 ECTS |
| National Credit | 3 National Credit |
| Teaching Language | Türkçe |
| Level | Yüksek Lisans Dersi |
| Type | Normal |
| Mode of study | Uzaktan Öğretim |
| Catalog Information Coordinator | Prof. Dr. HATİCE DOĞAN SÜDAŞ |
| Course Instructor |
Dr. Öğr. Üyesi Selin KÖKSAL ARAÇ
(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 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
There are no prerequisites for the course.
Resources
Satış Yönetimi, Prof. Dr. Serap ÇABUK (2016), Nobel Kitabevi, Adana.
Notes
Current and core articles.
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Learns sales management activities and can develop capabililities of practising these activities. |
| LO02 | Knows required qualifications of a good salesperson. |
| LO03 | Knows how to plan organization of a sales department. |
| LO04 | Has knowledge about recruitment, training, motivation and performance evaluation of salesperson. |
| LO05 | Understands the importance of ethics in sales. |
| LO06 | Learns basic concepts and practices related to international selling. |
| LO07 | Learn basic concepts and practices related to digital selling. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Describes the basic functions of marketing and explains their relations with each other. | |
| PLO02 | Bilgi - Kuramsal, Olgusal | Defines the basic theories and models of marketing management, numerical and statistical methods. | |
| PLO03 | Beceriler - Bilişsel, Uygulamalı | Gathers and analyzes marketing information needed by businesses according to scientific research principles. | |
| PLO04 | Beceriler - Bilişsel, Uygulamalı | Can evaluate the results of the models applied in marketing management in terms of different sectors. | |
| PLO05 | Beceriler - Bilişsel, Uygulamalı | Defines marketing problems arising from internal and external environmental conditions and changes. | 4 |
| PLO06 | Beceriler - Bilişsel, Uygulamalı | Can solve basic marketing problems with analytical thinking skills. | 3 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Explains all the basic functions of marketing conceptually. | |
| PLO08 | Beceriler - Bilişsel, Uygulamalı | Can reach the most appropriate result by using numerical and statistical analysis programs in the solution of marketing problems. | |
| PLO09 | Beceriler - Bilişsel, Uygulamalı | Reports the results of marketing researches to be used in managerial decision making processes. | 5 |
| PLO10 | Beceriler - Bilişsel, Uygulamalı | Follows and comments on developments in the field of marketing. | 4 |
| PLO11 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Works effectively as a team member and takes the necessary responsibility within the team. | 5 |
| PLO12 | Yetkinlikler - Öğrenme Yetkinliği | Explains the basic marketing concepts and the relationship between basic economic concepts and business management concepts. | 3 |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Can synthesize the information obtained by using different sources within the framework of academic rules. | 5 |
| PLO14 | Yetkinlikler - Öğrenme Yetkinliği | Can relate the knowledge gained in the field of marketing with the knowledge in different fields. | 3 |
| PLO15 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Can effectively present the information and comments obtained by using different sources within the framework of academic rules, verbally and in writing. | 5 |
| PLO16 | Yetkinlikler - İletişim ve Sosyal Yetkinlik | Effectively uses terms and concepts in marketing terminology in written and oral presentations. | 5 |
| PLO17 | Yetkinlikler - Alana Özgü Yetkinlik | Can make decisions to meet customer needs in a competitive environment. | 4 |
| PLO18 | Yetkinlikler - Alana Özgü Yetkinlik | Gains awareness of professional ethics, environmental awareness, sustainability, social responsibility, cultural, social and universal values. | 4 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Introduction to Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 2 | Selling Process | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 3 | Region and Time Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 4 | Sales Budget | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 5 | Organization of Sales Departmant | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 6 | Recruitment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 7 | Training of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 8 | Mid-Term Exam | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
| 9 | Leadership in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 10 | Motivation of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 11 | Compensation in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 12 | Performance Assessment of Salespeople | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 13 | Ethics in Sales Management | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 14 | Digital Sales | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 15 | International Selling | Reading related parts | Öğretim Yöntemleri: Anlatım, Tartışma |
| 16 | Term Exams | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
| 17 | Term Exams | studying for exam | Öğretim Yöntemleri: Bireysel Çalışma |
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 | 12 | 12 |
| Final Exam | 1 | 18 | 18 |
| Total Workload (Hour) | 114 | ||
| Total Workload / 25 (h) | 4,56 | ||
| ECTS | 5 ECTS | ||