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| SEC 210 | Sales Management | 1+1+0 | ECTS:3 | | Year / Semester | Spring Semester | | Level of Course | Short Cycle | | Status | Elective | | Department | DEPARTMENT of MANAGEMENT and ORGANIZATION | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face | | Contact Hours | 14 weeks - 1 hour of lectures and 1 hour of practicals per week | | Lecturer | -- | | Co-Lecturer | None | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | A course of introduction to selling
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| Learning Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | LO - 1 : | define some basic marketing and sale principles and concepts.
| 1,6 | 1 | | LO - 2 : | obtain some skills about transforming verbal sale data to mathematical formulas.
| 1,2,3 | 1 | | LO - 3 : | obtain some skills about solving simple mathematical problems related to sale and about constructing graphics and diagrams from data.
| 1,2,3 | 1 | | LO - 4 : | do determination about firms sale environment and can do case analysis.
| 1,2,3,4 | 1 | | LO - 5 : | use simple models in order to make contact between firms and their environments with the view of sale.
| 1,3,7 | 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 concepts. Selection of sales representatives. Training of sales representatives. Encouraging and promoting of sales representatives. Evaluation of sales performance. Payment to sales representatives. Controlling os sales representatives. Personnel attributes and missions of sales representatives. Sales conservation and its phases. Customer protests and its solutions.
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| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | List of potential customers and clients to investigate sources of
Listed to identify characteristics of customers | | | Week 2 | Pre-sale preparation
Perform the sales process | | | Week 3 | Manage the crisis in the sales process
After-sales services to follow | | | Week 4 | Sales in units to ensure coordination between the relevant services
To make direct sales | | | Week 5 | Indirect sales to
To analyze the current situation of sales | | | Week 6 | To identify the strengths and weaknesses of the unit
Market opportunities and threats to predict | | | Week 7 | Long-term strategic goals and objectives to determine the
Collect the data necessary to make a sales forecast | | | Week 8 | Sales to estimate the
Sales quotas determine the | | | Week 9 | Mid Term exam | | | Week 10 | Determine the number of sales staff | | | Week 11 | Salesperson to determine the nature of
Available to contribute to the salesperson | | | Week 12 | Select the appropriate organizational structure to determine the powers and responsibilities | | | Week 13 | Determine the characteristics of the region
Create the appropriate route to the region | | | Week 14 | Sales team to coordinate the
Check for salespeople | | | Week 15 | Sales team to coordinate the
Check for salespeople | | | Week 16 | Year-end exam | | | |
| 1 | Yükselen,C.2008;Satış Yönetimi,Detay Yayıncılık,2.Baskı,Ankara | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 9 | | 0,50 | 50 | | End-of-term exam | 16 | | 0,50 | 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 | 2 | 14 | 28 | | Sınıf dışı çalışma | 1.5 | 14 | 21 | | Arasınav için hazırlık | .5 | 8 | 4 | | Arasınav | .5 | 1 | .5 | | Dönem sonu sınavı için hazırlık | 1.5 | 14 | 21 | | Dönem sonu sınavı | .5 | 1 | .5 | | Total work load | | | 75 |
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