BUSINESS (ENGLISH)
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

Ders Genel Tanıtım Bilgileri

Course Code:

1314002011

Ders İsmi:

Sales Management

Ders Yarıyılı:

Spring

Ders Kredileri:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Ders Koşulu:

Ders İş Deneyimini Gerektiriyor mu?:

Type of course:

Department Elective

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Prof. Dr. Özlem Arzu AZER

Course Lecturer(s):

Course Assistants:

Dersin Amaç ve İçeriği

Course Objectives:

By the end of this course, students should be able to:

- Understand the processes and elements involved in relationship selling.
- Demonstrate an understanding of the importance of ethical behavior in relationship selling and sales management.
- Demonstrate an understanding of the characteristics of a sales presentation.
- Understand the process of negotiation, closing methods, and time and territory management.
- Identify key issues in recruitment, sales training, compensation and incentives, and performance evaluation

Course Content:

This course focuses on to provide student the knowledge and skills that businesses need to win customers and grow their business. Communication techniques, career planning, selling strategies and tactics, as well as sales duties, responsibilities, and problems are included.

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) understand and apply the analysis, planning, implementation, and control of sales activities.
2) set objectives, design strategy, recruit, select, training, supervise and evaluate the sales force.
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility

Ders Akış Planı

Week	Subject	Related Preparation
1)	Introduction to the Course Introduction to Sales Management	-
2)	Bringing a Marketing Plan to Life	-
3)	Setting Sales Goals	-
4)	Selling to Customers: Understanding Buying Behavior & Decisions	-
5)	Selling to Customers: Communication and Sales Presentations	-
6)	Selling to Customers: Handling Objections & Negotiations	-
7)	Developing Your Own Sales Plan	-
8)	Mid-term exam	-
9)	Generating Demand: Trade Promotions	-
10)	Generating Demand: Consumer Promotions	-
11)	Generating Demand: Category Management & Shopper Marketing	-
12)	Sales Planning and Forecasting	-
13)	Motivating Sales Force	-
14)	Ethics in Sales	-
15)	Final exam	-

Sources

Course Notes / Textbooks:	Sales and Distribution Management by Krishna K. Havaldar and Vasant M. Cavale
References:	Fundamentals of Selling: Customers for Life through Service, 9th Edition, by Charles M. Futrell

Ders - Program Öğrenme Kazanım İlişkisi

Ders Öğrenme Kazanımları	1	2
Program Outcomes
1) Has basic knowledge, concepts and current theoretical knowledge and current developments in the field of business administration.
2) Understands the main actors, conditions and dynamics in the global business environment.
3) Comprehends ethical, legal and security issues related to business life.
4) Shares the results by reaching the right conclusions from the researches with effective data collection and analysis methods.
5) Develops creative solutions to problems that may arise in business processes due to changes in the corporate environment.
6) Plans the activities for the development of the employees under her responsibility and exhibits effective leadership.
7) Takes responsibility for solving complex and unpredictable problems related to her field.
8) Evaluates the advanced knowledge and skills acquired in the field of business with a critical approach.
9) Supports personal and institutional development by adhering to the concept of lifelong learning.
10) Shares his/her thoughts on the issues related to his/her field and solution proposals regarding the problems with experts and non-experts by supporting them with quantitative and qualitative data.
11) By using a foreign language, monitors theoretical and applied knowledge in the field.
12) Understands the importance and necessity of adapting to the changes in the complex and rapidly changing global business environment with an innovative perspective.
13) Communicates effectively, verbally and in writing, with people from different cultures and groups inside and outside the institution.
14) Supporting the universality of cultural rights, conscious of social justice; becomes an operator that respects the environment, institution, history and cultural heritage.

Ders - Öğrenme Kazanımı İlişkisi

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Has basic knowledge, concepts and current theoretical knowledge and current developments in the field of business administration.
2)	Understands the main actors, conditions and dynamics in the global business environment.
3)	Comprehends ethical, legal and security issues related to business life.
4)	Shares the results by reaching the right conclusions from the researches with effective data collection and analysis methods.
5)	Develops creative solutions to problems that may arise in business processes due to changes in the corporate environment.
6)	Plans the activities for the development of the employees under her responsibility and exhibits effective leadership.
7)	Takes responsibility for solving complex and unpredictable problems related to her field.
8)	Evaluates the advanced knowledge and skills acquired in the field of business with a critical approach.
9)	Supports personal and institutional development by adhering to the concept of lifelong learning.
10)	Shares his/her thoughts on the issues related to his/her field and solution proposals regarding the problems with experts and non-experts by supporting them with quantitative and qualitative data.
11)	By using a foreign language, monitors theoretical and applied knowledge in the field.
12)	Understands the importance and necessity of adapting to the changes in the complex and rapidly changing global business environment with an innovative perspective.
13)	Communicates effectively, verbally and in writing, with people from different cultures and groups inside and outside the institution.
14)	Supporting the universality of cultural rights, conscious of social justice; becomes an operator that respects the environment, institution, history and cultural heritage.

Öğrenme Etkinliği ve Öğretme Yöntemleri

Course

Ölçme ve Değerlendirme Yöntemleri ve Kriterleri

Yazılı Sınav (Açık uçlu sorular, çoktan seçmeli, doğru yanlış, eşleştirme, boşluk doldurma, sıralama)

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Midterms	1	% 40
Semester Final Exam	1	% 60
total		% 100
PERCENTAGE OF SEMESTER WORK		% 40
PERCENTAGE OF FINAL WORK		% 60
total		% 100

İş Yükü ve AKTS Kredisi Hesaplaması

Activities	Number of Activities	Duration (Hours)	Workload
Course Hours	14	3	42
Study Hours Out of Class	16	3	48
Midterms	1	40	40
Final	1	50	50
Total Workload			180