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| ISL5480 | Sales Management | 3+0+0 | ECTS:7.5 | | Year / Semester | Fall Semester | | Level of Course | Second Cycle | | Status | Elective | | Department | DEPARTMENT of BUSINESS ADMINISTRATION | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face | | Contact Hours | 14 weeks - 3 hours of lectures per week | | Lecturer | Prof. Dr. Fazıl KIRKBİR | | Co-Lecturer | none | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | To teach the basic principle and concept of sales management. |
| Programme Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | PO - 1 : | Define some basic marketing and sale principles and concepts. | 4,5,6 | 1,3, | | PO - 2 : | Obtain some skills about transforming verbal sale data to mathematical formulas. | 4,5,6 | 1,3, | | PO - 3 : | Obtain some skills about solving simple mathematical problems related to sale and about constructing graphics and diagrams from data. | 4,5,6 | 1,3, | | PO - 4 : | Do determination about firms sale environment and can do case analysis. | | 1,3, | | PO - 5 : | Use simple models in order to make contact between firms and their environments with the view of sale. | 4,5,6 | 1,3, | | 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), PO : Learning Outcome | | |
| Marketing and sales. Professional sales and sales assertion. Consumer psyhology. Communication in sales. Sales process. Sales presentation. Selling objections. Sales management.Training of sales elements.Sales planing.Sales budgeting.Motivation of sales elements.Retail.Determined to sales force. |
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| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | Marketing and sales | | | Week 2 | Professional sales and sales assertion | | | Week 3 | Consumer Psychology | | | Week 4 | Communication in sales
| | | Week 5 | Sales process | | | Week 6 | Sales presentation | | | Week 7 | Selling objections | | | Week 8 | Sales management | | | Week 9 |
Mid-term exam | | | Week 10 | Training of Sales Elements | | | Week 11 | Sales planning
| | | Week 12 | Sales budgeting, homework
| | | Week 13 | Motivation of Sales Elements | | | Week 14 | Retail
| | | Week 15 | Determined to sales force | | | Week 16 | End-of-term exam | | | |
| 1 | İslamoğlu Ahmet ve Altunışık Remzi,2007; Satış ve Satış Yönetimi, Sakarya Yayncılık, sakarya | | | |
| 1 | Yükselen Cemal,2008; Satış Yönetimi, Detay yayıncılık, Ankara | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 9 | | 0,7 | 30 | | Homework/Assignment/Term-paper | 12 | | 1 | 20 | | End-of-term exam | 16 | | 1 | 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 | 7 | 14 | 98 | | Arasınav için hazırlık | 9 | 3 | 27 | | Arasınav | 1 | 1 | 1 | | Ödev | 10 | 2 | 20 | | Dönem sonu sınavı için hazırlık | 9 | 4 | 36 | | Dönem sonu sınavı | 1 | 1 | 1 | | Total work load | | | 225 |
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