|
|
| ISL2037 | SALES FORCE MANAGEMENT | 3+0+0 | ECTS:4 | | Year / Semester | Fall Semester | | Level of Course | First Cycle | | Status | Elective | | Department | DEPARTMENT of BUSINESS | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face | | Contact Hours | 14 weeks - 3 hours of lectures per week | | Lecturer | Doç. Dr. Hatice Dilara KESKİN | | Co-Lecturer | None | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | To display concepts and methods of sales and sales management. |
| Learning Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | LO - 1 : | present the knowledge of basic concepts of sales and sales management. | 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8 - 10 | 1 | | LO - 2 : | explain how to manage of the sales process. | 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8 - 10 | 1 | | LO - 3 : | present how to motivate the sales force. | 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8 - 10 | 1 | | LO - 4 : | make the sales budget and achive the sales planning. | 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8 - 10 | 1 | | LO - 5 : | evaluate the sales force performance. | 1 - 2 - 3 - 4 - 5 - 6 - 7 - 8 - 10 | 1 | | CTPO : Contribution to programme outcomes, TOA :Type of assessment (1: written exam, 2: Oral exam, 3: Homework assignment, 4: Laboratory exercise/exam, 5: Seminar / presentation, 6: Term paper), LO : Learning Outcome | | |
| Marketing and sales, sales and salesmanship occupation, sales process, sales presentation, methods of customer objections, selection, traning, motivation, rewarding and evoluation of the sales person and determination of sales force. |
| |
| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | Marketing and sales | | | Week 2 | Sales and salesmanship occupation | | | Week 3 | Consumption psychology and consumer purchasing motives | | | Week 4 | Role of communication in sales | | | Week 5 | Sales process | | | Week 6 | Sales presentation | | | Week 7 | Management of sales objections and sales closing | | | Week 8 | Sales management | | | Week 9 | Mid-term exam | | | Week 10 | Sales planning and budgeting | | | Week 11 | Sales force determination and training | | | Week 12 | Sales force motivation | | | Week 13 | Assesment in sales performance | | | Week 14 | Point of retail sales | | | Week 15 | Future of the salesmanship occupation | | | Week 16 | End-of-term exam | | | |
| 1 | İslamoğlu, A. H. ve Altunışık R. 2007; Satış ve Satış Yönetimi, Sakarya. | | | |
| 1 | Yükselen, C. 2007; Satış Yönetimi, Detay Yayıncılık, Ankara. | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 9 | 13/11/2017 | 40 | 50 | | End-of-term exam | 16 | 02/01/2018 | 45 | 50 | | |
| Student Work Load and its Distribution | | Type of work | Duration (hours pw) | No of weeks / Number of activity | Hours in total per term | | Yüz yüze eğitim | 3 | 14 | 42 | | Sınıf dışı çalışma | 3 | 14 | 42 | | Arasınav için hazırlık | 7 | 2 | 14 | | Arasınav | .4 | 1 | .4 | | Dönem sonu sınavı için hazırlık | 8 | 3 | 24 | | Dönem sonu sınavı | .45 | 1 | .45 | | Total work load | | | 122.85 |
|