Sales Management(G445)
| Course Code | Course Name | Semester | Theory | Practice | Lab | Credit | ECTS |
|---|---|---|---|---|---|---|---|
| G445 | Sales Management | 7 | 3 | 0 | 0 | 3 | 5 |
| Prerequisites | G342 |
| Admission Requirements | G342 |
| Language of Instruction | Turkish |
| Course Type | Elective |
| Course Level | Bachelor Degree |
| Course Instructor(s) | Dilek SAĞLIK ÖZÇAM dsaglik@yeditepe.edu.tr (Email) |
| Assistant | |
| Objective | This course aims to teach the concepts related with sales management |
| Content |
Week 1. Promotion Policies Week 2. The importance of sales force Week 3. The fundamental concepts in personal selling Week 4. The types of salesman Week 5. The recruitment of salesman Week 6. The training of salesman Week 7. Customer visit and sales presentation Week 8.Mid-term exam Week 9. The organization of sales force Week 10. The identification of sales areas Week 11. The identification of sales quotas Week 12. Sales expenses and sales budget Week 13. The audit of sales activities Week 14. The ethic concept in sales management |
| Course Learning Outcomes |
Students will be able to recruit and train the sales force. 2. Students will be able to plan and manage the sales territory. 3. Students will be able to organize sales force. 4. Students will be able to evaluate the sales force performance. 5. Students will be able to prepare sales force budgeting. |
| Teaching and Learning Methods | |
| References |
? Sales Management, Thomas N. Ingram, Raymod W. Laforge ? Örnek Olaylarla Satış Yönetimi, Mehmet Karafakılıoğlu |
Theory Topics
| Week | Weekly Contents |
|---|---|
| 1 | Promotion Policies |
| 2 | The importance of sales force |
| 3 | The fundamental concepts in personal selling |
| 4 | The types of salesman |
| 5 | The recruitment of salesman |
| 6 | The training of salesman |
| 7 | Customer visit and sales presentation |
| 8 | Mid-term Exam |
| 9 | The organization of sales force |
| 10 | The identification of sales areas |
| 11 | The identification of sales quotas |
| 12 | Sales expenses and sales budget |
| 13 | The audit of sales activities |
| 14 | The ethic concept in sales management |
Practice Topics
| Week | Weekly Contents |
|---|
Contribution to Overall Grade
| Number | Contribution | |
|---|---|---|
| Contribution of in-term studies to overall grade | 1 | 40 |
| Contribution of final exam to overall grade | 1 | 60 |
| Toplam | 2 | 100 |
In-Term Studies
| Number | Contribution | |
|---|---|---|
| Assignments | 1 | 40 |
| Presentation | 0 | 0 |
| Midterm Examinations (including preparation) | 0 | 0 |
| Project | 0 | 0 |
| Laboratory | 0 | 0 |
| Other Applications | 0 | 0 |
| Quiz | 0 | 0 |
| Term Paper/ Project | 0 | 0 |
| Portfolio Study | 0 | 0 |
| Reports | 0 | 0 |
| Learning Diary | 0 | 0 |
| Thesis/ Project | 0 | 0 |
| Seminar | 0 | 0 |
| Other | 0 | 0 |
| Toplam | 1 | 40 |
| No | Program Learning Outcomes | Contribution | ||||
|---|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | ||
| 1 | The acquisition of high-level knowledge of the functions of production management and marketing, management, accounting and finance; the skill of using this knowledge. | X | ||||
| 2 | The acquisition of basic conceptual knowledge about scientific fields related to professional life, such as law, economics, sociology, psychology, social psychology and quantitative methods. | X | ||||
| 3 | The ability to work effectively in a team; the ability to pass on knowledge to other members of the team. | X | ||||
| 4 | The competence to use his/her knowledge on the field, to analyze and interpret the data obtained, to identify the problems encountered, to provide appropriate solutions and scientifically defend these solution suggestions when necessary. | X | ||||
| 5 | The competence to determine the aims and objectives of the company or institution in which he/she is employed by taking into account the needs, the competitive dynamics of the market and by calculating the risks incurred; the ability to engage in entrepreneurship and establish and manage a business. | X | ||||
| 6 | Awareness of constantly updating his/her professional knowledge and skills; the ability to adapt to change and innovation; the competence to evaluate critically the information he/she has acquired. | X | ||||
| 7 | Basic knowledge of information and communication technologies required for professional life; the ability to use core office programs at an advanced level; expertise in data processing and report writing in the IT environment. | X | ||||
| 8 | Ability to follow current information in his/her field in both English and French and to communicate in writing and verbally with stakeholders in both languages. | X | ||||
| 9 | The ability to conduct researches and studies taking into account the market, dynamics of competition, organizational and global factors and scientific methods; contribute to projects, take responsibility in projects, display competence to make innovative and effective decisions. | X | ||||
| 10 | Ability to develop strategies, find creative solutions to management problems by building relations with other areas of the social sciences and take the responsibility of these decisions. | X | ||||
| 11 | Consciousness of taking into account ethical values, when making decisions and being involved in business life. | X | ||||
| 12 | Awareness of the impact of practices related to his/her field on the global and social dimensions (universality of social rights, social justice, cultural values, environmental problems, sustainability, etc.) and their legal consequences. | X | ||||
| Activities | Number | Period | Total Workload |
|---|---|---|---|
| Class Hours | 14 | 3 | 42 |
| Working Hours out of Class | 12 | 2 | 24 |
| Assignments | 1 | 30 | 30 |
| Midterm Examinations (including preparation) | 1 | 13 | 13 |
| Final Examinations (including preparation) | 1 | 16 | 16 |
| Total Workload | 125 | ||
| Total Workload / 25 | 5.00 | ||
| Credits ECTS | 5 | ||