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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS PAZ 4235 SALES MANAGEMENT COMPULSORY 2 1 0 5

Offered By

Marketing

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

ASSOCIATE PROFESSOR SERPIL KESTANE

Offered to

Marketing Marketing

Course Objective

It provides the student with the necessary knowledge and skills so that can manage to sales staff and perform the tasks during the presales and sales proseses.1

Learning Outcomes of the Course Unit

1   Being able to recognize salesforce organizations 2   Being able to create a sales budget 3   Being able to make sales forecast 4   Being able to determine sales area 5   Being able to evaluate the performance of salesforce

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Salesforce concept and management principles 2 Theories of sales, sales forecasting methods 3 Create a sales budget and budget types of sales 4 Create sales divisions, select the appropriate organizational structure, determine the power and responsibilities of salesforce 5 Determine the number of sales staff, representatives of salesforce training. 6 Direction associated with the sale of commercial and financial documents 7 Sales quota and quota species 8 Midterm 9 Determining salesperson performance through quotas 10 Problems in setting quotas 11 The sales team to coordinate 12 For the region to create the route. 13 Salesforce performance evaluation 14 Controling the salesforce 15 An overview

Recomended or Required Reading

Textbook(s): Günal Önce, Sales Managemet, 2002. Supplementary Book(s): Thomas N.Ingram, Raymond La Forge, Ramon A, Sales Management: Analysis and Decision Making, 2008. The other sales management books and salesforce training books. Materials: Articles, reports and case studies.

Planned Learning Activities and Teaching Methods

1. description of the subject 2. solve problem 3. group study

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 RO Rapor/Ödev 3 FN Final 4 FCG FINAL COURSE GRADE VZ*0.20 + RO*0.20 + FN* 0.60 5 RST RESIT 6 FCGR FINAL COURSE GRADE (RESIT) VZ*0.20 + RO*0.20 + BUT* 0.60 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

The learning outcomes will be assessed by the exams and homework. And the students can be viewed with inclass practises.

Language of Instruction

Turkish

Course Policies and Rules

70% attendance to the course is compulsory

Contact Details for the Lecturer(s)

e-mail: serpil.caliskan@deu.edu.tr tell: 0 232 3012559

Office Hours

Tuesday and Friday: 15.30-16.30

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 14 2 28 Tutorials 14 1 14 Preparations before/after weekly lectures 10 2 20 Preparation for midterm exam 1 5 5 Preparation for final exam 1 15 15 Preparing assignments 1 10 10 Preparing presentations 1 30 30 Final 1 1 1 Midterm 1 1 1 TOTAL WORKLOAD (hours) 124

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