Sales Management(Mİ606)
| Course Code | Course Name | Semester | Theory | Practice | Lab | Credit | ECTS |
|---|---|---|---|---|---|---|---|
| Mİ606 | Sales Management | 2 | 3 | 0 | 0 | 3 | 6 |
| Prerequisites | |
| Admission Requirements |
| Language of Instruction | Turkish |
| Course Type | Elective |
| Course Level | Masters Degree |
| Course Instructor(s) | Mehmet Yaman ÖZTEK moztek@gsu.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 |
1. Students will be able to plan and manage the sales territory. 2. Students will be able to organize sales force. 3. Students will be able to evaluate the sales force performance. 4. Students will be able to prepare sales force budgeting. 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 student will be able to use the knowledge and skills needed for upper echelons of management. | X | ||||
| 2 | The student will be able to identify the behaviors to minimize the risks by taking into account internal and external conditions that effect the organization. | X | ||||
| 3 | The student should have the general knowledge about labor law, sociology, psychology, organizational sociology, logistics and quantitative methods that can be needed out of basic management functions. | X | ||||
| 4 | The student should have a command of information and communication technologies that are needed for professional business life. | X | ||||
| 5 | The student should keep the competitive power of business at higher levels in the increasing globalization and competition conditions with following visionary applications. | X | ||||
| 6 | The student will be able to identify the changes that are in the internal and external environment of business and the problems which are caused by these changes in time. Also, the student should improve solutions for these problems and apply them. | X | ||||
| 7 | The student will be able to generate the solutions for managerial problems with the help of management games and simulation techniques. | |||||
| 8 | The student should make presentations and discuss managerial problems at least two foreign languages. | X | ||||
| 9 | The student will be able to tend towards practices of case study and sample event assessment and contribute the projects in which he/she serves. | X | ||||
| 10 | The student should get the responsibility in teamwork and contribute to team work. | X | ||||
| 11 | The student should get the habit of updating his technical skills to adjust the changing and improving scientific and technologic environment. | X | ||||
| 12 | The student should make a principle of behaving ethical in business life and guarding the interests of his colleagues and business stakeholders. | X | ||||
| Activities | Number | Period | Total Workload |
|---|---|---|---|
| Class Hours | 14 | 3 | 42 |
| Working Hours out of Class | 13 | 5 | 65 |
| Assignments | 1 | 23 | 23 |
| Midterm Examinations (including preparation) | 0 | 14 | 0 |
| Final Examinations (including preparation) | 1 | 20 | 20 |
| Total Workload | 150 | ||
| Total Workload / 25 | 6,00 | ||
| Credits ECTS | 6 | ||