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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS IPL 5012 SALES PLANNING COMPULSORY 3 0 0 3

Offered By

Marketing Management

Level of Course Unit

Second Cycle Programmes (Master's Degree)

Course Coordinator

PROFESSOR DOCTOR NIHAN ÖZGÜVEN TAYFUN

Offered to

Course Objective

By providing a basic understanding of the issues related to the sales, to increase the level of knowledge and skill for the management sales activities, .

Learning Outcomes of the Course Unit

1   To be able to understand basic concepts on sales planning 2   To be able to make sales planning 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 Function of sales management 2 Function of sales management 3 Selling and sales management 4 Organization of sales system 5 Formation and training of sales force 6 Motivation and charging of salesmen 7 Sales Forecast and Sales Budget 8 Identification of sales regions 9 Creating Sales Quotas 10 Sales Policies and Strategies 11 Sales Performance Evaluation 12 Ethical and Legal Dimensions of Sales Management 13 Student Presentations 14 Conclusion and Evaluation

Recomended or Required Reading

Prof. Dr. Günal Önce, 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 * 0.20 + FIN* 0.50 5 RST RESIT 6 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.30 + STT * 0.20 + RST* 0.50 *** 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)

gunal.once@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 Preparing presentations 1 10 10 Preparation for midterm exam 1 9 9 Preparation for final exam 1 10 10 Final 1 1 1 Midterm 1 1 1 TOTAL WORKLOAD (hours) 73

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 LO.1 1 LO.2 1 LO.3 1 LO.4 1 LO.5 1