Dokuz Eylül University Information Package / Courses Catalog

Description of Individual Course Units

Course Unit Code	Course Unit Title	Type Of Course	D	U	L	ECTS
MRK 4246	SALES AND SALES PROMOTION MANAGEMENT	ELECTIVE	3	0	0	5

Offered By

BUSINESS ADMINISTRATION

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSOCIATE PROFESSOR SUMEYRA DUMAN

Offered to

BUSINESS ADMINISTRATION

Course Objective

It is aimed to provide students a thorough understanding of professional sales and sales promotion process including its planning and staffing, structure, and evaluation. The course also aims to provide knowledge about how to manage a sales force and to interact in group sales projects. The study of sales and sales management is intended to acquaint students with the steps necessary for individual sales, team sales, and management of individuals and teams.

Learning Outcomes of the Course Unit

1	Demonstrate an understanding of the employee selection, motivation and compensation, formation of quotas and sales districts in order to be able to manage sales force.
2	Report and discuss the selling techniques in order to learn the skills of a sales person related with completing a sales job.
3	Demonstrate an understanding of sales promotion process in order to be able to develop sales promotion strategies for consumers, businesses and salesforce.
4	Work effectively as part of a team participating and interacting in the group in a productive manner for him/herself and for the group as a whole.
5	Improve oral and written communication skills through class discussions and presentations.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

MRK 2001 - PRINCIPLES OF MARKETING

Recomended Optional Programme Components

None

Course Contents

Week	Subject	Description
1	INTRODUCTION
2	Developing a Personal Selling Philosophy (Chapter 1) Evolution of Selling Models That Complement the Marketing Concept (Chapter 2)
3	Developing a Relationship Strategy (Chapters 4 & 5)
4	Assignment 1
5	Developing a Product Strategy (Chapters 6 & 7)
6	Assignment 2
7	Developing a Customer Strategy (Chapters 8 & 9)
8	Assignment 3
9	Developing a Presentation Strategy (Chapters 10 & 11)
10	Assignment 4
11	Developing a Presentation Strategy (Chapters 12 & 13), Sales Promotion Strategies
12	Assignment 5
13

Recomended or Required Reading

Manning, G. L., Ahearne, M. & Reece, B. (2015). Selling Today: Partnering to Create Value. Global Edition, Pearson Prentice Hall.

Planned Learning Activities and Teaching Methods

1. Lecture
2. Group Work
3. Presentations

Assessment Methods

SORTING NUMBER	SHORT CODE	LONG CODE	FORMULA
1	ASS	Assignment
2	FN	Final
3	FCG	FINAL COURSE GRADE	ASS * 0.60 + FN * 0.40
4	RST	RESIT
5	FCGR	FINAL COURSE GRADE (RESIT)	ASS * 0.60 + RST * 0.40

*** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

1. Assignment (60 %): Students will be given certain topics by the instructor. Groups will debate on the topics and present their opinions. Students are expected to contribute to class discussions. Throughout the semester, there will be 5 assignments and the first four of these assignments are worth 10% each and the fifth (last) assignment is worth 20 %.
2. Final Exam (40 %) = Students will be assessed on their knowledge of concepts and theories through essay-type questions.

Assessment Criteria

Late submissions of reports and the assignments that are not presented will not be graded

Language of Instruction

English

Course Policies and Rules

1. Attending at least 70 percent of lectures is mandatory.
2. Plagiarism of any type will result in disciplinary action.
3. Students are expected to participate actively in class discussions.
4. Students are expected to attend to classes on time.
5. Students must obey the time limits of their presentation.

Contact Details for the Lecturer(s)

Assoc. Prof. Sumeyra Duman
Room: 131/B, e-mail: sumeyra.duman@deu.edu.tr

Office Hours

To be announced.

Work Placement(s)