COURSE UNIT TITLE

: SALES AND SALES PROMOTION MANAGEMENT

DEGREE PROGRAMMES

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 GUEST SPEAKER
12 GUEST SPEAKER
13 Developing a Presentation Strategy (Chapters 12 & 13), Sales Promotion Strategies
14 Assignment 5

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

Lecture

Assessment Methods

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


Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

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)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 3 42
Preparation for final exam 1 50 50
Preparation for midterm exam 1 30 30
Preparing assignments 0 0 0
Final 1 2 2
Midterm 1 2 2
TOTAL WORKLOAD (hours) 126

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11PO.12PO.13PO.14PO.15
LO.155
LO.255
LO.3552
LO.4555
LO.555

CONTACT INFORMATION
Dokuz Eylül Üniversitesi Cumhuriyet Bulvarı No: 144 35210 Alsancak / İZMİR
Phone: +90(232) 412 12 12 - Fax: +90 (232) 464 81 35

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