| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | UT408B.8 | Sales Management in Foreign Trade | Elective | 4 | 8 | 5 |
|
| Level of Course Unit |
| First Cycle |
| Objectives of the Course |
| The aim of this course is to deal with sales management in the context of modern marketing. |
| Name of Lecturer(s) |
|
| Learning Outcomes |
| 1 | Define sales management and sales environment. | | 2 | Understand the role of information in sales management. |
|
| Mode of Delivery |
| Normal Education |
| Prerequisites and co-requisities |
| none |
| Recommended Optional Programme Components |
|
| Course Contents |
| Sales management and sales environment
Buying and selling processes
Customer relations management
Sales force management
The role of information in sales management
Performance of salespeople
Personal features and sales capability
Implementation of sales program
Sales training
Development of motivation programs |
| Weekly Detailed Course Contents |
|
| 1 | Sales management and sales environment | | | | 2 | Purchasing and sales processes | | | | 3 | Customer relations management | | | | 4 | Sales force management | | | | 5 | The role of information in sales management | | | | 6 | Performance of salespeople | | | | 7 | Personal features and sales capability | | | | 8 | midterm exam | | | | 9 | Implementation of sales program | | | | 10 | Sales training | | | | 11 | Development of motivation programs | | | | 12 | Article review | | | | 13 | Article review | | | | 14 | Article review | | | | 15 | Article review | | | | 16 | Final Exam | | |
|
| Recommended or Required Reading |
| Jobber D., G. Lancaster, Selling and Sales Management, Prentice Hall, 2003.
Robert J. Calvin, Sales Management McGraw-Hill; 1edition (December 12, 2000) |
| 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) | |
|
| Workload Calculation |
|
| Midterm Examination | 1 | 5 | 5 |
| Final Examination | 1 | 5 | 5 |
| Attending Lectures | 14 | 5 | 70 |
| Homework | 12 | 5 | 60 |
|
| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 5 | 5 | 3 | 4 | 5 | 5 | 4 | 5 | 5 | 5 | | LO2 | 4 | 4 | 2 | 5 | 4 | 4 | 5 | 4 | 4 | 4 |
|
| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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