| Course Unit Title | Course Unit Code | Type of Course Unit | Level of Course Unit | Year of Study | Semester | ECTS Credits |
|---|---|---|---|---|---|---|
| Sales Management | PAP208 | Compulsory | Associate degree | 2 | Spring | 3 |
Name of Lecturer(s)
Assistant Prof. Dr. Hale BÜTÜN BAYRAM
Lecturer Ertan KARAÇAY
Lecturer İsmail KILIÇASLAN
Lecturer Veysi UZUNKAYA
Lecturer Dr. Bahar AYDIN CAN
Lecturer Dr. Süheyla BAYRAKTAR
Learning Outcomes of the Course Unit
1) Preparation for the potential customer.
1) Preparation for the potential customer.
1) Preparation for the potential customer.
2) Prepare and sell the product for sale.
2) Prepare and sell the product for sale.
2) Prepare and sell the product for sale.
3) Manage the after-sales services.
3) Manage the after-sales services.
3) Manage the after-sales services.
4) Develop the appropriate sales methods of product.
4) Develop the appropriate sales methods of product.
4) Develop the appropriate sales methods of product.
5) Develop the sales strategy.
5) Develop the sales strategy.
5) Develop the sales strategy.
6) Calculate sales forecasts.
6) Calculate sales forecasts.
6) Calculate sales forecasts.
7) Construct the unit / regional sales organization and coordination .
7) Construct the unit / regional sales organization and coordination .
7) Construct the unit / regional sales organization and coordination .
Program Competencies-Learning Outcomes Relation
| Program Competencies | |||||||||||||
| 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | ||
| Learning Outcomes | |||||||||||||
| 1 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 1 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 1 | High | High | High | High | High | High | High | High | High | High | High | High | |
| 2 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 2 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 2 | High | High | High | High | High | High | High | High | High | High | High | High | |
| 3 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 3 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 3 | High | High | High | High | High | High | High | High | High | High | High | High | |
| 4 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 4 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 4 | High | High | High | High | High | High | High | High | High | High | High | High | |
| 5 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 5 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 5 | Middle | High | High | High | High | High | Middle | Middle | Middle | Middle | Middle | Middle | |
| 6 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 6 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 6 | Middle | Middle | Middle | High | High | High | Middle | Middle | Middle | Middle | High | Middle | |
| 7 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 7 | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | No relation | |
| 7 | Middle | High | Middle | Middle | High | High | Middle | Middle | Middle | High | High | Middle | |
Mode of Delivery
Face to Face
Prerequisites and Co-Requisites
None
Recommended Optional Programme Components
marketing management
Course Contents
This course includes the place and importance of salesforce in marketing, functions of a sales manager, size and organization of the salesforce, salesman recruitment, training, choosing sales districts, determining sales quotas. characteristics and superiorities of marketing -sales programs, seller types and profiles, selling in selling point and customer point, the planning of the seller activities and selling opportunities, selling handicaps and selling formula, selling negotiation rules, techniques and tactics.
Weekly Schedule
1) The concept of Sales and salesmanship2) The role of sales in marketing and sales management
3) Psychology of Selling
4) Online communication
5) Sales staff duties, roles and features
6) Personel Selling Process
7) Midterm Exam
8) Midterm examination/Assessment
9) Sales force and motivation
10) Salesperson selection
11) Sales force performance evaluation
12) Assessing the effectiveness of the sales organization
13) Sales planning and budget
14) The future of education and the profession of salesperson
15) The comparison of present-day sales management perception with Turkey and the EU member states
16) Final examination
Recommended or Required Reading
Planned Learning Activities and Teaching Methods
1) Lecture
2) Modelling
3) Group Study
4) Lab / Workshop
Assessment Methods and Criteria
Contribution of Quiz to Course Grade |
50% |
|---|---|
Contribution of Final Examination to Course Grade |
50% |
Total |
100% |
Language of Instruction
Turkish
Work Placement(s)
Not Required