TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Bachelor's Degree
YEAR OF STUDY	-
SEMESTER	-
NUMBER OF ECTS CREDITS ALLOCATED	5
NAME OF LECTURER(S)	Professor Feride Bahar Işın Associate Professor Selay Ilgaz Sümer
LEARNING OUTCOMES OF THE COURSE UNIT	At the end of this course, the students; 1) Know why sales management is important. 2) Know how to manage the 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	No
RECOMMENDED OPTIONAL PROGRAMME COMPONENT	Man438 Services Marketing
COURSE DEFINITION	The main topics of this course, planning, organizing, directing and controlling 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 sales management and marketing 2nd Week Strategic planning and organizational buyer behavior. 3rd Week Personal selling 4th Week Personal selling, customer relationship management 5th Week Territory management 6th Week Sales ethics 7th Week Estimating sales forecast 8th Week Mid-term examination 9th Week Organization, sales territory design 10th Week Selecting salespeople and training 11th Week Leadership 12th Week Motivating salespeople 13th Week Compensating salespeople 14th Week Evaluating performance
RECOMENDED OR REQUIRED READING	Dalrymple, Douglas J., Cron, William L., DeCarlo, Thomas E. (2001). Sales Management. 7. Edition, Wiley.
PLANNED LEARNING ACTIVITIES AND TEACHING METHODS	Lecture,Discussion
ASSESSMENT METHODS AND CRITERIA	Quantity Percentage(%) Mid-term 1 30 Attendance 1 10 Presentation of Article 1 10 Presentation of Case Study 1 20 Total(%) 70 Contribution of In-term Studies to Overall Grade(%) 70 Contribution of Final Examination to Overall Grade(%) 30 Total(%) 100
ECTS WORKLOAD	Activities Number Hours Workload Midterm exam 1 2 2 Preparation for Quiz Individual or group work 14 1 14 Preparation for Final exam 1 40 40 Course hours 14 3 42 Preparation for Midterm exam 1 40 40 Laboratory (including preparation) Final exam 1 2 2 Homework 5 1 5 Project 1 15 15 Total Workload 160 Total Workload / 30 5,33 ECTS Credits of the Course 5
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No