COURSE UNIT TITLE

: SALES MANAGEMENT

DEGREE PROGRAMMES

Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS
IPL 7041 SALES MANAGEMENT COMPULSORY 3 0 0 6

Offered By

Marketing Management (Non-Thesis-Evening)

Level of Course Unit

Second Cycle Programmes (Master's Degree)

Course Coordinator

PROFESSOR DOCTOR NIHAN ÖZGÜVEN TAYFUN

Offered to

Marketing Management (Non-Thesis-Evening)

Course Objective

Today, the markets became more intense competition environments by developing and globalizing. The firms need to perform true marketing activities to address buyers at intense competititon environments. The success of marketing depends heavily on sales. The aim of course is to adopt the participators to how the activities related with sales will be managed and performed.

Learning Outcomes of the Course Unit

1   To be able to understand basic concepts related with sales management
2   To be able to design all the activities related with sales management
3   To be able to have knowledge of the coordination of marketing management and sales management
4   To be able to make, evaluate and interpret sales analysis
5   To know the techniques related with evaluation of sales performance and to be able to perform them

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 Introduction and Course Description
2 Function of sales management
3 Function of sales management
4 Selling and sales management
5 Organization of sales system
6 Formation and training of sales force
7 Motivation and charging of salesmen
8 Sales Forecast and Sales Budget
9 Identification of sales regions
10 Creating Sales Quotas
11 Sales Policies and Strategies
12 Sales Performance Evaluation
13 Ethical and Legal Dimensions of Sales Management
14 Conclusion and Evaluation

Recomended or Required Reading

Prof. Dr. Serap ÇABUK, Profesyonel Satış Yönetimi
Other course materials: All the papers, articles and books related with sales management

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 STT TERM WORK (SEMESTER)
3 FIN FINAL EXAM
4 FCG FINAL COURSE GRADE MTE * 0.30 + STT * 0.30 + FIN* 0.40
5 RST RESIT
6 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.30 + STT * 0.30 + RST* 0.40


*** 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)

nihan.ozguven@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 14 3 42
Preparations before/after weekly lectures 14 3 42
Preparation for midterm exam 1 20 20
Preparation for final exam 1 25 25
Preparing presentations 1 20 20
Final 1 2 2
Midterm 1 2 2
TOTAL WORKLOAD (hours) 153

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11
LO.11
LO.21
LO.31
LO.41
LO.51

CONTACT INFORMATION
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Phone: +90(232) 412 12 12 - Fax: +90 (232) 464 81 35

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