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| ORE7251 | Selling Systems in Forest Products Ind. | 3+0+0 | ECTS:7.5 | | Year / Semester | Spring Semester | | Level of Course | Third Cycle | | Status | Elective | | Department | DEPARTMENT of FOREST INDUSTRY ENGINEERING | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face, Group study | | Contact Hours | 14 weeks - 3 hours of lectures per week | | Lecturer | Doç. Dr. İlker AKYÜZ | | Co-Lecturer | None | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | It is aimed that to learn how form effective selling systems in forest products industry with application to students. |
| Programme Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | PO - 1 : | describe and know forest products industry. | 4,5,6,9 | 1,3, | | PO - 2 : | answer the question ?how goes to customer. | 5,6,7,8,9,10,11 | 1, | | PO - 3 : | know and evaluate relations between firm and brokerage house. | 8,11 | 1,3 | | PO - 4 : | understand what expectations of frims are. | 4,5,7,8,9,10,11 | 1,2,3 | | PO - 5 : | determine target selling point. | 4,5,6,7,8,9,10 | 1,2,3 | | PO - 6 : | form selling prediction and apply it. | 4,5,7,8,9,10,11 | 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 | | |
| Definition of forest products industry, Situation in manufacturing industry, Selling systems, Organizational structure of systems, Expectations of f irms, Definition of target selling points, Forming selling prediction, Creating effective team. |
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| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | Selling and Selling systems Terms | | | Week 2 | Determining Selling Systems in Enterprises | | | Week 3 | Preparing Selling System by Building Effective Distribution System | | | Week 4 | Selling Efforts in Forest Industry Enterprises | | | Week 5 | Relations of Firm and Intermediary | | | Week 6 | Definitions of Work and assignments of Regional Sales Director | | | Week 7 | Definition of Target Sales Points | | | Week 8 | Customer Domain Analysis | | | Week 9 | Mid-term exam | | | Week 10 | Preparing Process of Rut | | | Week 11 | Making Selling Estimation | | | Week 12 | Rotation Definition and Sales Planning to Grow in Market | | | Week 13 | Creating Effective Team in Sales | | | Week 14 | Building Discipline System in Sales | | | Week 15 | Distributor Profit and Loss Analysis | | | Week 16 | End-of-term exam | | | |
| 1 | İmrek, M,K., Ön Cephe Satış Sistemi Yönetimi, Arıkan Basım Yayım, 2005, İstanbul. | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 09 | 09/11/12 | 1 | 30 | | In-term studies (second mid-term exam) | 13 | 14/11/2012 | 1 | 20 | | End-of-term exam | 17 | 04/01/12 | 0,5 | 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 | 6 | 14 | 84 | | Laboratuar çalışması | 0 | 0 | 0 | | Arasınav için hazırlık | 10 | 1 | 10 | | Arasınav | 1 | 1 | 1 | | Uygulama | 0 | 0 | 0 | | Klinik Uygulama | 0 | 0 | 0 | | Ödev | 2 | 15 | 30 | | Proje | 0 | 0 | 0 | | Kısa sınav | 0 | 0 | 0 | | Dönem sonu sınavı için hazırlık | 5 | 10 | 50 | | Dönem sonu sınavı | 1 | 1 | 1 | | Diğer 1 | 0 | 0 | 0 | | Diğer 2 | 0 | 0 | 0 | | Total work load | | | 218 |
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