| Course Unit Title | Course Unit Code | Type of Course Unit | Level of Course Unit | Year of Study | Semester | ECTS Credits |
|---|---|---|---|---|---|---|
| Sales Management | UYP108 | Elective | Master's degree | 1 | Spring | 5 |
Name of Lecturer(s)
Prof. Dr. Bilsen BİLGİLİ
Associate Prof. Dr. Fatih KOÇ
Assistant Prof. Dr. Hande Begüm BUMİN DOYDUK
Learning Outcomes of the Course Unit
1) The definition of sale and its importance
2) Gain the ability to set up and manage a sales organization
3) Gain the ability to provide sales motivation
4) Know, applies the sales strategies, methods, policies
5) Gain the ability to manage the sales process
Program Competencies-Learning Outcomes Relation
| Program Competencies | ||||
| 1 | 2 | 3 | ||
| Learning Outcomes | ||||
| 1 | High | Low | Middle | |
| 2 | High | Middle | Middle | |
| 3 | High | Middle | Middle | |
| 4 | High | High | High | |
| 5 | Middle | High | High | |
Mode of Delivery
Face to Face
Prerequisites and Co-Requisites
None
Recommended Optional Programme Components
Marketing Strategies, Consumer Relationship Management
Course Contents
Definition of sales concept, place and importance in sales marketing; sales strategies, methods and policies; establishment of sales organization, management and sales motivation; sales process management, sales techniques and customer types.
Weekly Schedule
1) Sales concept and definition2) Place and importance of sale in "marketing"
3) Sales Strategies
4) Sales Methods and Politics
5) Establish a Sales Organization
6) Motivation and Management of Sales Organization
7) Individual and Corporate Sales Concepts and Differences
8) Sales Environments
9) Midterm Exam
10) Recruitment and Orientation of Sales Team
11) Personal Sales Skills
12) Sales Team Training and Motivation
13) Sales Forecast and Sales Budget
14) Sales Process and Sales Tactics
15) Personal Selling Features
16) Final Exam
Recommended or Required Reading
Planned Learning Activities and Teaching Methods
1) Lecture
2) Lecture
3) Question-Answer
4) Question-Answer
5) Discussion
6) Discussion
Assessment Methods and Criteria
Contribution of Semester Studies to Course Grade |
30% |
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Contribution of Final Examination to Course Grade |
70% |
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Total | 100% | |||||||||||
Language of Instruction
Turkish
Work Placement(s)
Not Required