Graduate Education Institute · Business Administration · Doctorate
ECTS: 7.5 T+P+L: 3+0+0 Departmental Elective
Coordinator: Prof. Dr. Özgür KÖKALAN
Course Objective
Course objectives are to familiarize students with the activities involved in managing a sales force; involve students in specific learning exercises that simulate ‘real world’ activities that sales managers partake in on a regular basis.
Course Content
Course examines managerial issues surrounding sales force management. These include motivation and training issues, sales force recruitment issues, and evaluation and analysis of the sales force
Required Resources
Ahmet H. İslamoğlu, Remzi Altunışık- Satış ve Satış Yönetimi
Recommended Resources
Course notes
Course Learning Outcomes
- To meet with industrial sales concept
- To understand sales team management approach
- To discuss sales team developmet methods
- To investigate sales strategies and application
Core Area Distribution
(22) Humanities%20 (34) Business and Administration%80
Teaching Methods
ExpressionQuestion-AnswerExercise and PracticeGroup Study
Assessment & Evaluation
HomeworkTesting (Essay / Tests: True-Falls, multiple-choice, short answer, matching)
ECTS / Workload
| Activity | Quantity | Duration (h) | Total Workload |
|---|---|---|---|
| Course Duration (Including Exam Week) | 16 | 3 | 48 |
| Out of Class Study Period | 16 | 3 | 48 |
| Midterm | 1 | 25 | 25 |
| Quiz | 0 | 0 | 0 |
| Assignment | 2 | 15 | 30 |
| Practice | 0 | 0 | 0 |
| Final | 1 | 35 | 35 |
Course Schedule
| Week | Subject | Preparation |
|---|---|---|
| 1 | Marketing and Sales | Chapter 1 |
| 2 | Sales and Job of Sales | Chapter 1 |
| 3 | Consumption Psychology and Purchasing Motifs | Chapter 2 |
| 4 | Role of Communication in Sales | Chapter 3 |
| 5 | Sales Process | Chapter 4 |
| 6 | Sales Presentation | Chapter 5 |
| 7 | Satisfaction with sales and sales closure | Chapter 6 |
| 8 | Midterm | Midterm |
| 9 | Customer needs for big sales | Chapter 7 |
| 10 | Sales Management | Chapter 8 |
| 11 | Sales Planning and Budget | Chapter 9 |
| 12 | Determination and training of sales force | Chapter 10 |
| 13 | Motivation of Sales Power | Chapter 11 |
| 14 | Measurement of Sales Performance | Chapter 11 |
| 15 | Sales in Retail Point | Chapter 12 |
| 16 | Final Exam | Final Exam |