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
MBA 4017 SALES MANAGEMENT ELECTIVE 3 0 0 5

Offered By

Maritime Business Administration (English)

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSISTANT PROFESSOR GIRAY YIĞIT KOLCUBAŞI

Offered to

Maritime Business Administration (Evening)
Maritime Business Administration (English)

Course Objective

To comprehend the fundamentals of sales management.

To develop a comprehensive understanding of business-to-business (B2B) professional sales, with particular emphasis on strategic planning, organizational structure, personnel allocation, and performance evaluation.

To examine the effective management and motivation of a professional B2B sales team from two distinct perspectives: the role of the sales manager and the role of the marketing manager.

Learning Outcomes of the Course Unit

1   Students will learn the functions of sales management.
2   Students will learn basic IT applications in seeling and sales management.
3   Students will learn role of selling in marketing and sales strategies.
4   Students will learn process of sales forecasting and budgeting.
5   Students will learn consumer and organisational buyer behavior.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 The Role of Selling
2 The Marketing Concept
3 Sales and Marketing Planning
4 Consumer and Organisational Buyer Behaviour
5 Sales Contexts and Customer Management
6 International Selling
7 Sales Responsibilities and Preperation
8 Personal Selling Skills
9 Key Account Management
10 Relationship Selling
11 Sales Management and Technology
12 Recruitment and Selection
13 Structuring the Sales Force and Rewards
14 Sales Forecasting and Budgeting

Recomended or Required Reading

Below are several books that provide valuable insights into selling and sales management. Although these books are not directly covered in the course, they serve as supplementary resources for students interested in the subject.

Rethinking the Sales Force, Neil Rackham and John DeVincentis, McGraw Hill
Selling: The Profession, David Lill, DM Bass
Compensating the Sales Force, David Cichelli, McGraw Hill
Sales Management, Robert Calvin, McGraw Hill
The New Solution Selling, Keith Eades, McGraw Hill
It s Not Rocket Science, Mitchell Goozé, IMI
Relationship Selling, Jim Cathcart, Perigee
Selling is a Team Sport, Eric Baron, Prima

Planned Learning Activities and Teaching Methods

Collaborative and Active Learning Strategies

Case Study Analyses

Websites and Social Media-Supported Learning Approaches

Industry Engagement

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MTE MIDTERM EXAM
2 ASG ASSIGNMENT
3 FINS FINAL EXAM
4 FCG FINAL COURSE GRADE MTE * 0.30 + ASG * 0.10 + FINS * 0.60
5 RST RESIT
6 FCGR FINAL COURSE GRADE (RESIT) MTE * 0.30 + ASG * 0.10 + RST * 0.60


Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

Language of Instruction

English

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

Asst. Prof. Dr. Giray Yiğit KOLCUBAŞI
E-Mail: girayyigit.kolcubasi@deu.edu.tr

Office Hours

Friday - 12.00 - 13.00

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 3 42
Preparations before/after weekly lectures 10 4 40
Preparation for midterm exam 1 10 10
Preparation for final exam 1 20 20
Preparing presentations 5 3 15
Final 1 1 1
Midterm 1 1 1
TOTAL WORKLOAD (hours) 129

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11PO.12PO.13
LO.1335333333
LO.2333533533
LO.3335333
LO.4333353333
LO.53333533333

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

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