Sales Force Management
Business Administration
Faculty of Management
First Cycle (Bachelor's Degree)
| Course Unit Title | Course Unit Code | Type of Course Unit | Level of Course Unit | Year of Study | Semester | ECTS Credits |
|---|---|---|---|---|---|---|
| Sales Force Management | ISL467 | Elective | Bachelor's degree | 4 | Fall | 6 |
Name of Lecturer(s)
Prof. Dr. Ümit ALNIAÇIK
Assistant Prof. Dr. Hande Begüm BUMİN DOYDUK
Research Assistant Dr. İbrahim AYVAZ
Learning Outcomes of the Course Unit
1) Explain the importance of salesforce in marketing
2) Explain the basic terms about salesforce management.
3) Understands salesforce selection, recruitment, compensation and motivation processes
4) Determines sales regions and targets
5) Performs appropriate salesforce organization.
6) Understands how to control the salesforce
Program Competencies-Learning Outcomes Relation
| Program Competencies | |||||||||||
| 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | ||
| Learning Outcomes | |||||||||||
| 1 | Middle | Low | No relation | No relation | No relation | High | Middle | No relation | No relation | Middle | |
| 2 | No relation | No relation | No relation | No relation | No relation | High | Middle | No relation | No relation | Middle | |
| 3 | No relation | No relation | No relation | No relation | No relation | High | High | No relation | No relation | Low | |
| 4 | No relation | No relation | No relation | No relation | No relation | Middle | Middle | No relation | No relation | Low | |
| 5 | No relation | No relation | No relation | No relation | No relation | Middle | High | No relation | No relation | High | |
| 6 | No relation | No relation | No relation | No relation | No relation | High | No relation | No relation | No relation | No relation | |
Mode of Delivery
Face to Face
Prerequisites and Co-Requisites
None
Recommended Optional Programme Components
Marketing Management
Course Contents
This course covers the role and importance of personal selling in marketing organization, sales process, sales presentations, negotiation, closing sales, sales planning and budgeting, sales force organization, recruitment and training of salespeople, motivation, remuneration and performance evaluation issues.
Weekly Schedule
1) Marketing and sales2) Sales and salespeople
3) Consumption theory and buying behavior
4) Communication role in sales
5) Selling process
6) Selling presentation
7) Close the sale and face to complains
8) Midterm examination/Assessment
9) Sales management
10) Sales planning and budget
11) Determining the sales process
12) Training of salesforce
13) Motivation of salesforce
14) Performance of salesforce
15) Retail sales
16) Final examination
Recommended or Required Reading
1- Gonca Telli Yamamoto, Satış ve Satış Gücü Yönetimi, Literatür Yayıncılık
2- Cemal Yükselen, Satış Yönetimi, Detay Yayıncılık
3- Serap ÇABUK, Profesyonel Satış Yönetimi, Akademisyen Kitabevi
4- Muhittin Karabulut, Satış Yönetimi ve Profesyonel Satışçılık, Orion Kitabevi
Planned Learning Activities and Teaching Methods
1) Lecture
2) Question-Answer
3) Discussion
4) Case Study
5) Self Study
Assessment Methods and Criteria
Contribution of Midterm Examination to Course Grade |
40% |
|---|---|
Contribution of Final Examination to Course Grade |
60% |
Total |
100% |
Language of Instruction
English
Work Placement(s)
Not Required