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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS ISL 2024 SALES MANAGEMENT ELECTIVE 3 0 0 5

Offered By

Business Administration

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

PROFESSOR DOCTOR NIHAN ÖZGÜVEN TAYFUN

Offered to

Economics (Evening) Economics Business Administration Business Administration (Evening)

Course Objective

To teach how the activities related with sales will be managed and fulfilled within the scope of sales management issues

Learning Outcomes of the Course Unit

1   To be able to recognize the profession of personel selling sales management 2   To be able to sort knowledge and skills that are advanced and can be applied to the field of marketing 3   To be able to specify effective sales process, sales planning, sales force management information with outlines 4   To be able to distinguish possible objections that may arise during the sales process 5   To be able to explain the basis of the distribution of budgets and budget for sale

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Personel Selling and sales management 2 Sales management function 3 Establishment of sales system 4 The effects of the new economy On sales function and the system 5 Creating The Sales Force 6 Trainin of sales force 7 Motivation and pricing of salespeople 8 Midterm Exam 9 Midterm Exam 10 Sales forecasts and sales budgets 11 Sale regions and sales quotas, sales policies and strategies 12 Evaluation of the sales performances, legal and ethical dimensions of sales management 13 Customer relationship management 14 Case study

Recomended or Required Reading

Yükselen, Cemal (2008) Satış Yönetimi, Detay Yayıncılık Önce, Günal (2008) Satış Yönetimi, Ilkem Ofset

Planned Learning Activities and Teaching Methods

The course will be proccessed heavily with interactive method and discussion method

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 MTEG MIDTERM GRADE MTEG * 1 3 FIN FINAL EXAM 4 FCGR FINAL COURSE GRADE MTEG * 0.40 + FIN * 0.60 5 RST RESIT 6 FCGR FINAL COURSE GRADE (RESIT) MTEG * 0.40 + RST * 0.60 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

All of the learning outcomes are being measured at the interactive discussion process in the courses

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

Yrd. Doç. Dr. Pınar Özkan Özdemir pinar.ozkan@deu.edu.tr

Office Hours

Will be announced at the beginning of semester

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 12 3 36 Preparations before/after weekly lectures 12 2 24 Preparation for midterm exam 1 20 20 Preparation for final exam 1 25 25 Preparing assignments 1 10 10 Final 1 1 1 Midterm 1 1 1 TOTAL WORKLOAD (hours) 117

Contribution of Learning Outcomes to Programme Outcomes

PO/LO PO.1 PO.2 PO.3 PO.4 PO.5 PO.6 PO.7 PO.8 PO.9 PO.10 PO.11 PO.12 PO.13 PO.14 PO.15 LO.1 1 LO.2 1 LO.3 1 LO.4 1 LO.5 1