TYPE OF COURSE UNIT	Elective Course
LEVEL OF COURSE UNIT	Master's Degree With Thesis
YEAR OF STUDY	-
SEMESTER	-
NUMBER OF ECTS CREDITS ALLOCATED	10
NAME OF LECTURER(S)	-
LEARNING OUTCOMES OF THE COURSE UNIT	At the end of this course, the students; 1) Able to explain why sales management is important. 2) Know how to manage sales force effectively and efficiently. 3) Know required qualifications of the sales force. 4) Know how to be able to supply and train sales force. 5) Know how to motivate sales force.
MODE OF DELIVERY	Face to face
PRE-REQUISITES OF THE COURSE	No
RECOMMENDED OPTIONAL PROGRAMME COMPONENT	None
COURSE DEFINITION	In this course; sales management, sales theories, sales forecast methods, sales budget, organization, coordination and control of sales forces and evaluating the performance of them will be 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 Presentation of Article 1 10 Presentation of Case Study 1 20 Total(%) 60 Contribution of In-term Studies to Overall Grade(%) 60 Contribution of Final Examination to Overall Grade(%) 40 Total(%) 100
ECTS WORKLOAD	Activities Number Hours Workload Midterm exam 1 2 2 Preparation for Quiz Individual or group work 14 2 28 Preparation for Final exam 1 130 130 Course hours 14 3 42 Preparation for Midterm exam 1 80 80 Laboratory (including preparation) Final exam 1 2 2 Homework Article Presentation 1 10 10 Case Study Presentation 1 10 10 Total Workload 304 Total Workload / 30 10,13 ECTS Credits of the Course 10
LANGUAGE OF INSTRUCTION	Turkish
WORK PLACEMENT(S)	No