| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | SHK208.8B2 | Sales Management | Elective | 2 | 4 | 3 |
|
| Level of Course Unit |
| Short Cycle |
| Objectives of the Course |
| Providing the necessary sales skills for the students by teaching the contemporary sales management teory and practice. |
| Name of Lecturer(s) |
| Dr. Öğr. Üyesi Tuğba YILDIZ |
| Learning Outcomes |
| 1 | Sales strategies and practices are examined. | | 2 | Sales force management is comprehended. | | 3 | Recruitment of sales team is discussed. | | 4 | Industrial selling concept is introduced. | | 5 | It is ensured that customer objections are answered correctly. |
|
| Mode of Delivery |
| Normal Education |
| Prerequisites and co-requisities |
| None |
| Recommended Optional Programme Components |
| None |
| Course Contents |
| The Concept of Sales Management /Orgazniational Structure in Sales Management / Recruitment, Selection,Motivation and Training of the Sales Force / Sales Presentation / Major Sales and Major Customers |
| Weekly Detailed Course Contents |
|
| 1 | Marketing and Sales Concepts | | | | 2 | Sales and Sales Professionals | | | | 3 | Consumption psychology and buying motivations | | | | 4 | The role of communication in selling | | | | 5 | Selling process | | | | 6 | Sales presentation
Matching the objections and closing the sale
| | | | 7 | Matching the objections and closing the sale | | | | 8 | Mid-term exam | | | | 9 | Customer needs in the major sale | | | | 10 | Sales management | | | | 11 | Sales planning and budgeting | | | | 12 | Recruitment and Selection of Sales team | | | | 13 | Sales Team Motivation | | | | 14 | Sales Team Performance Evaluation | | | | 15 | Sales in Retail Points | | | | 16 | Final Exam | | |
|
| Recommended or Required Reading |
| İslamoğlu, A. H., & Altunışık, R. (2014). Satış ve satış yönetimi. Sakarya Publishing.
Çoroğlu, C., & Gürtuna, R. (2002). Modern işletmelerde pazarlama ve satış yönetimi. Alfa. |
| Planned Learning Activities and Teaching Methods |
|
| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 100 | | SUM | 100 | |
| Final Examination | 1 | 100 | | SUM | 100 | | Term (or Year) Learning Activities | 40 | | End Of Term (or Year) Learning Activities | 60 | | SUM | 100 |
| | Language of Instruction | | Turkish | | Work Placement(s) | | None |
|
| Workload Calculation |
|
| Midterm Examination | 1 | 30 | 30 |
| Final Examination | 1 | 30 | 30 |
| Makeup Examination | 1 | 30 | 30 |
| Attending Lectures | 0 | 0 | 0 |
|
| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 2 | 2 | 1 | 1 | 1 | 2 | 3 | 3 | 3 | 3 | | LO2 | 1 | 2 | 2 | 2 | 4 | 2 | 2 | 3 | 2 | 3 | | LO3 | 3 | 1 | 1 | 3 | 3 | 2 | 3 | 3 | 3 | 2 | | LO4 | 4 | 2 | 2 | 2 | 2 | 3 | 3 | 4 | 3 | 3 | | LO5 | 2 | 2 | 1 | 2 | 3 | 2 | 2 | 2 | 2 | 4 |
|
| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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