Course Language:
İngilizce
Course Objectives:
The goal of the Sales Management course is to examine the elements of an effective sales process as well as of an effective sales force as a key component of the organization's total marketing effort. The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals.
Course Content:
Sales Process, Relationship between Sales and Marketing, Sales Force Structure, Customer Relationship Management (CRM), Uses of Technology to Improve Sales Force Effectiveness
Course Methodology:
1. Lecture Method 2. Question/Answer Method 3. Discussion Method 4. Case Study Method 5. Workshop 6. Problem Solving Method
Course Evaluation Methods:
A: Exam, B:Presentation, C: Homework
Vertical Tabs
Course Learning Outcomes
| Learning Outcomes | Program Learning Outcomes |
Teaching
Methods |
Assessment
Methods |
|
2,3,4,5,6,7,9,10 | 1,2,3 | A,B,C |
|
3,4,9,10 | 1,2,3 | A,B,C |
|
3,4,9,10 | 1,2,3 | A,B,C |
Course Flow
| COURSE CONTENT | |||
| Week | Topics | Study Materials | |
| 1 | Introduction to sales management | Related chapters | |
| 2 | General knowledge on personal selling | Related chapters | |
| 3 | Evolution of personal selling philosophy | Related chapters | |
| 4 | Influence of culture and values on selling | Related chapters | |
| 5 | B2B vs B2C selling | Related chapters | |
| 6 | The duties and responsibilities of sales managers | Related chapters | |
| 7 | Qualities of sales people | Related chapters | |
| 8 | Marketing segmentation and targeting | Related chapters | |
| 9 | Steps of the sales process | Related chapters | |
| 10 | Customer types | Related chapters | |
| 11 | Customer types | Related chapters | |
| 12 | Sales strategies | Related chapters | |
| 13 | Management, recruitment, evaluation and training of sales teams | Related chapters | |
| 14 | Presentations | ||
Recommended Sources
| RECOMMENDED SOURCES | |
| Textbook |
• Manning, G. L., Reece, B. L., & Ahearne, M. (2015). Selling today: Partnering to create value. 15 edition. Pearson Education.
• Tanner, J., Honeycutt, E. D., & Erffmeyer, R. (2008). Sales management (p. 434). Prentice Hall. • Jobber, D., & Lancaster, G. (2006). Selling and sales management. Pearson education. |
| Additional Resources | HBR Articles |
Material Sharing
| MATERIAL SHARING | |
| Documents | Powerpoint presentations |
| Assignments | Analyzing the sales strategy of a company |
| Exams | 1 final exam |
Assessment
| ASSESSMENT | ||
| IN-TERM STUDIES | NUMBER | PERCENTAGE |
| Term Assignment and Presentation | 1 | 40 |
| Participation | 1 | 10 |
| Final | 1 | 50 |
| Total | 100 | |
| CONTRIBUTION OF FINAL EXAMINATION TO OVERALL GRADE | 50 | |
| CONTRIBUTION OF IN-TERM STUDIES TO OVERALL GRADE | 50 | |
| Total | 100 | |
Course’s Contribution to Program
| COURSE'S CONTRIBUTION TO PROGRAM | |||||||
| No | Program Learning Outcomes | Contribution | |||||
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Will be able to describe all the concepts related to business functions. | X | |||||
| 2 | Will be able to use the theoretical and practical knowledge gained in the field of business administration. | X | |||||
| 3 | Will be able to explain concepts, ideas and cases with scientific methods, interpret and evaluate qualitative and quantitative data, define problems and develop solutions. | X | |||||
| 4 | Will be able to use various communication channels effectively in business life. | X | |||||
| 5 | Will be able to demonstrate ethical values. | X | |||||
| 6 | Will be able to demonstrate an understanding of social responsibility and active citizenship. | X | |||||
| 7 | Will be able to evaluate the acquired knowledge and skills with a critical approach. | X | |||||
| 8 | Will be able to interpret quality management and processes, environmental protection, occupational safety and sustainability. | X | |||||
| 9 | Will be able to work effectively in the team and takes initiative for the success of the team. | X | |||||
| 10 | Will be able to manage and defend diversity. | X | |||||
ECTS
| ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION | |||
| 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 | 4 | 64 |
| Term Assignment and Presentation | 1 | 20 | 20 |
| Final examination | 1 | 20 | 20 |
| Total Work Load | 152 | ||
| Total Work Load / 25 (h) | 6,08 | ||
| ECTS Credit of the Course | 6 | ||
None