At the end of this course, the students; 1) Know why the sales management is important. 2) Know how to manage sales force effectively and efficiently. 3) Know the required qualifications of the sales force. 4) Know how to motivate the sales force. 5) Know the stages of the selling process.
MODE OF DELIVERY
Face to face
PRE-REQUISITES OF THE COURSE
Yes(BUS231)
RECOMMENDED OPTIONAL PROGRAMME COMPONENT
No
COURSE DEFINITION
The main topics of this course, planning, organizing, directing and controlling of the personal sales activities. In addition, the face-to-face sales force creation, selection, training, equipment, assign, supervise, reward and motivation will be covered. Case studies are performed on the basis of events are discussed.
COURSE CONTENTS
WEEK
TOPICS
1st Week
Introduction
2nd Week
Introduction to Sales Management in the Twenty-First Century-The Process of Selling and Buying
3rd Week
Linking Strategies and the Sales Role in the Era of Customer Relationship Management
4th Week
Organizing the Sales Effort
5th Week
The Strategic Role of Information in Sales Management
6th Week
Salesperson Performance: Behavior, Role Perceptions, and Satisfaction
7th Week
Salesperson Performance: Motivating the Sales Force
8th Week
Midterm Exam
9th Week
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
10th Week
Sales Force Recruitment and Selection - Sales Training: Objectives, Techniques, and Evaluation
11th Week
Salesperson Compensation and Incentives
-Cost Analysis
12th Week
Evaluating Salesperson Performance
13th Week
Project Presentations and Report Submission
14th Week
Project Presentations and Report Submission
RECOMENDED OR REQUIRED READING
Mark W. Johnston, Greg W. Marshall, Sales Force Management, McGraw-Hill.
Lecture notes
PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
Questions/Answers,Discussion,Lecture
ASSESSMENT METHODS AND CRITERIA
Quantity
Percentage(%)
Mid-term
1
35
Project
1
20
Total(%)
55
Contribution of In-term Studies to Overall Grade(%)
55
Contribution of Final Examination to Overall Grade(%)
45
Total(%)
100
ECTS WORKLOAD
Activities
Number
Hours
Workload
Midterm exam
1
1,5
1,5
Preparation for Quiz
Individual or group work
1
20
20
Preparation for Final exam
1
35
35
Course hours
14
3
42
Preparation for Midterm exam
1
35
35
Laboratory (including preparation)
Final exam
1
1,5
1,5
Homework
Project
1
20
20
Case Study Presentation
Total Workload
155
Total Workload / 30
5,16
ECTS Credits of the Course
5
LANGUAGE OF INSTRUCTION
English
WORK PLACEMENT(S)
No
KEY LEARNING OUTCOMES (KLO) / MATRIX OF LEARNING OUTCOMES (LO)
