Sales Management

Course Code: 
BBA 462
Course Type: 
Area Elective
P: 
3
Application: 
0
Credits: 
3
ECTS: 
6
Prerequisite Courses: 
Course Language: 
İngilizce
Course Objectives: 
The course objectives can be listed as follows: • To examine the place of marketing within the firm and the place of selling within marketing. • To examine the nature and role of sales management in the contemporary organization by particularly focusing on the development and control of a successful salesforce • To understand “the marketing concept” from the perspective of sales force that is, for many customers, is the company, • To recognize the role of selling as a career by studying the art of negotiation, of sales interviews, and of the personal preparation for meeting with different groups of customers from various sectors.
Course Content: 

The cultural, political, legal, managerial, organizational, technological  and economic environment of sales/selling,

Course Methodology: 
1: Lecture, 2: Question-Answer, 3: Discussion, 9: Simulation, 12: Case Study
Course Evaluation Methods: 
A: Testing, B: Homework, C:Performance

Vertical Tabs

Course Learning Outcomes

Learning Outcomes

Program Learning Outcomes

Teaching Methods

Assessment Methods

Understand the contribution of sales function and sales force in particular, to the overall success of the marketing department.

1, 2

1,2,3,12

A

Gain how to use technology and personal skills in the process of negotiations, motivation and managing the sales force.

1, 6, 8, 10

1,2,3,12

A

Explain the recent and contemporary trends in the management process of sales force.

1,3 10

1,2,3,12

A

 

 

Course Flow

Week

Topics

Study Materials

1

Development and Role of Selling in Marketing

Related chapters

2

Sales Strategies

Related chapters

3

Consumer and Organizational Buyer Behavior

Related chapters

4

Sales Settings

Related chapters

5

Midterm Exam

Relates chapters

6

International Selling

Related chapters

7

Sales Responsibilities and Preparation

Related chapters

8

Personal Selling Skills

Related chapters

9

Relationship Selling

Related chapters

10

Recruitment and Selection

Related chapters

11

Motivation and Training

Related chapters

12

Midterm Exam

Related chapters

13

Sales Forecasting and Budgeting

Related chapters

14

Salesforce Evaluation

Related chapters

15 

Personal Sales Skills

Related chapters

16

Final

 

 
 

Recommended Sources

Textbook

Selling and Sales Management

 David Jobber & Geoff Lancester

 Prentice Hall ISBN: 0-273-69579-7

Additional Resources

Sales Management

Joseph F. Hair, Rolph E. Anderson, Rajıv Mehta, Barry B. Babin

Houghton Mifflin Company

ISBN-10:0-618-72101-0

 

Material Sharing

Documents

 

Assignments

 Case work.

Exams

 

 

Assessment

IN-TERM STUDIES

NUMBER

PERCENTAGE

Mid-terms

2

70

Attendance

1

30

Total

 

100

CONTRIBUTION OF FINAL EXAMINATION TO OVERALL GRADE

 

30

CONTRIBUTION OF IN-TERM STUDIES TO OVERALL GRADE

 

60

Total

 

100

 

 

COURSE CATEGORY

Expertise/Field Courses

 
 

Course’s Contribution to Program

No

Program Learning Outcomes

Contribution

1

2

3

4

5

1

Students should demonstrate their knowledge of the essential body of knowledge in business management (functions of management: organization theory: policy and strategy: information, technology and operations management; human capital management; accounting; finance; marketing; economics; and an integrated perspective).

 

 

X

 

 

2

Students should demonstrate their ability to construct strategy, make organizational decisions and define the required processes to execute these decisions by utilizing the concept and knowledge in business management and by considering cultural and ethical values.

 

X

 

 

 

3

Students should demonstrate the ability to understand the dynamics of global business environment; follow the changes and improvements and understanding the importance of flexibility and creativity in the changing global business world

 

 

 

X

 

4

Students should demonstrate their comprehension of basic economics, law and social sciences which shape the global business environment and their ability to make decisions via these knowledge.

 

 

 

 

X

5

Students should demonstrate their ability to communicate effectively and work in harmony with members from different disciplines.

 

X

 

 

 

6

Students should be able to effectively communicate in writing or orally in global business environment.

 

 

X

 

 

7

Students should be able to appreciate and recognize contributions of individuals from diverse cultures, and should be able to effectively communicate, positively contribute and work as a team member.

 

X

 

 

 

8

Students should be able to use common information and communication technologies employed in business management.

 

 

 

 

X

9

Students should be able to define problems related with business processes, gather data, choose the required methods to analyze the data, evaluate the results and identify the necessary practices and communicate their ideas effectively.

X

 

 

 

 

10

Students should be able to demonstrate their ability to make contributions in business team or project groups, take responsibility and take the leadership role.

 

X

 

 

 

11

Students should demonstrate their understanding of business ethics and social responsibility concepts and motivation to take active role in these subjects.

X

 

 

 

 

12

Students should have required English proficiency to follow the current events and improvements in their professional area and to communicate their ideas in international business arena.

 

 

x

 

 

13

Students should understand the importance of lifelong learning to maintain personal and professional development.

 

 

x

 

 

14

Students should demonstrate that they have the discipline and responsibility to conduct an independent study, project, research.

 

X

 

 

 

 

ECTS

Activities

Quantity

Duration
(Hour)

Total
Workload
(Hour)

Course Duration (Including the exam week: 16x Total course hours)

16

3

48

Hours for off-the-classroom study (Pre-study, practice)

16

3

48

Mid-term

2

9

18

Final examination

1

10

10

Total Work Load

 

 

124

Total Work Load / 25 (h)

 

 

5

ECTS Credit of the Course

 

 

5