Course Name | Sales Organization and Management |
Code | Semester | Theory (hour/week) | Application/Lab (hour/week) | Local Credits | ECTS |
---|---|---|---|---|---|
MPAZ 103 | Fall | 3 | 0 | 3 | 4 |
Prerequisites | None | |||||
Course Language | Turkish | |||||
Course Type | Required | |||||
Course Level | Short Cycle | |||||
Mode of Delivery | - | |||||
Teaching Methods and Techniques of the Course | ||||||
Course Coordinator | - | |||||
Course Lecturer(s) | ||||||
Assistant(s) | - |
Course Objectives | This course aims to enable the student to have basic knowledge about sales process, sales planning, training of salespeople and performance evaluation of sales force. |
Learning Outcomes | The students who succeeded in this course;
|
Course Description | This course introduces students to basic concepts related to sales force and sales management, personal sales planning, organization of sales force, training, motivation and supervision |
Related Sustainable Development Goals | |
| Core Courses | X |
Major Area Courses | ||
Supportive Courses | ||
Media and Managment Skills Courses | ||
Transferable Skill Courses |
Week | Subjects | Required Materials |
1 | Marketing and sales | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 3-22. |
2 | Selling and the selling profession | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 23-44. |
3 | Psychology of consumption and buying patterns | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 45-62. |
4 | The role of communication in selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 63-90. |
5 | The process of selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 91-106. |
6 | The presentation of sellng | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 107-124. |
7 | Reception of objection in selling and closing a sale | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 125-142. |
8 | Midterm | |
9 | Sales management | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 143-160. |
10 | Sales planning abd budgeting | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 161-178. |
11 | Defining and managing sales force | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 179-195. |
12 | Motivation of sales force | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 195-210. |
13 | Performance evaluation in selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 211-226. |
14 | Retail based on selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 227-240. |
15 | Review of the semester | |
16 | Final exam |
Course Notes/Textbooks | Yükselen C. (2010). "Satış Yönetimi", Detay Yayıncılık, ISBN 9944223072. |
Suggested Readings/Materials | Yönetim ve Organizasyon, Eren E., (2016), Beta Yayıncıları, ISBN 6053334996. |
Semester Activities | Number | Weigthing |
Participation | 1 | 10 |
Laboratory / Application | ||
Field Work | ||
Quizzes / Studio Critiques | ||
Portfolio | ||
Homework / Assignments | ||
Presentation / Jury | ||
Project | ||
Seminar / Workshop | 1 | 20 |
Oral Exam | ||
Midterm | 1 | 30 |
Final Exam | 1 | 40 |
Total |
Weighting of Semester Activities on the Final Grade | 3 | 60 |
Weighting of End-of-Semester Activities on the Final Grade | 1 | 40 |
Total |
Semester Activities | Number | Duration (Hours) | Workload |
---|---|---|---|
Course Hours (Including exam week: 16 x total hours) | 16 | 3 | 48 |
Laboratory / Application Hours (Including exam week: 16 x total hours) | 16 | ||
Study Hours Out of Class | 16 | 3 | 48 |
Field Work | |||
Quizzes / Studio Critiques | |||
Portfolio | |||
Homework / Assignments | |||
Presentation / Jury | |||
Project | |||
Seminar / Workshop | 1 | 8 | |
Oral Exam | |||
Midterms | 1 | 12 | |
Final Exams | 1 | 12 | |
Total | 128 |
# | Program Competencies/Outcomes | * Contribution Level | ||||
1 | 2 | 3 | 4 | 5 | ||
1 | To be able to know the marketing process and its environment by having the theoretical knowledge in marketing. | X | ||||
2 | To be able to carry out marketing activities within the framework of the relevant legislation provisions by recognizing the documents related to marketing. | X | ||||
3 | To be able to use the modern techniques, tools and information technologies required for marketing-related applications. | X | ||||
4 | To be aware of the sales organizations, sales management and sales techniques and manage the sales process and solve the possible problems that may arise. | X | ||||
5 | To be able to analyse the customer behaviour and use this information at the local and global scenarios. | X | ||||
6 | To be able to determine and effectively use the marketing related applications for modern techniques, tools and information technologies. | X | ||||
7 | To be able to communicate effectively in oral and written form. | X | ||||
8 | To be able to work effectively with multi-disciplinary teams, and apply them in the work environment. | |||||
9 | To have a wide acquaintance with the math skills and statistical knowledge required for the vocational area. | |||||
10 | To be able to follow the information in the field and communicate with colleagues by using English at the general level of European Language Portfolio A2. | |||||
11 | To be able to act as an example to the society by the needs of social life and with its attitudes and attitudes. | X | ||||
12 | To have the ability of occupational information synthesizing, analysing, interpreting, questioning, criticism, and to understand the professional legal regulations to adopt a lifelong learning approach accordingly. | |||||
13 | To be able to direct his/her education to a further level of education. |
*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest