Nevşehir Hacı Bektaş Veli University Course Catalogue

Information Of Programmes

FACULTY OF ECONOMICS & ADMINISTRATIVE SCIENCES / İŞL334 - BUSINESS ADMINISTRATION

Code: İŞL334 Course Title: SALES MANAGEMENT Theoretical+Practice: 3+0 ECTS: 4
Year/Semester of Study 3 / Spring Semester
Level of Course 1st Cycle Degree Programme
Type of Course Optional
Department BUSINESS ADMINISTRATION
Pre-requisities and Co-requisites None
Mode of Delivery Face to Face
Teaching Period 14 Weeks
Name of Lecturer EMİR ERDEN (erden@nevsehir.edu.tr)
Name of Lecturer(s) SUZAN ÇOBAN,
Language of Instruction Turkish
Work Placement(s) None
Objectives of the Course
Making students understand basic concepts and subjects of Selling management.

Learning Outcomes PO MME
The students who succeeded in this course:
LO-1 Can explain the concepts on the sales foce management. PO-11 Understand and comprehend market research, information systems, consumer behaviors, strategic marketing, global markets, product and service strategies, product life curve, pricing and supply chain in the points of providing continuity of businesses in the process of globalization.
PO-17 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance.
 		Examination
LO-2 Can analyze the diffrerence between sales managing and marketing. PO-11 Understand and comprehend market research, information systems, consumer behaviors, strategic marketing, global markets, product and service strategies, product life curve, pricing and supply chain in the points of providing continuity of businesses in the process of globalization.
PO-17 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance.
 		Examination
LO-3 Can explain the basic concepts related to sales. PO-11 Understand and comprehend market research, information systems, consumer behaviors, strategic marketing, global markets, product and service strategies, product life curve, pricing and supply chain in the points of providing continuity of businesses in the process of globalization.
 		Examination
LO-4 Can explain performance evaluation methods in sales management. PO-2 analyze and design at the organizational level, understand the functions of business management that are planning, organizing, execution, coordination and control, describe and apply them, and be acknowledged about modern management techniques.
PO-17 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance.
 		Examination
PO: Programme Outcomes
MME:Method of measurement & Evaluation

Course Contents
Sales management function, salesperson and sales management, organization, salesperson supplies and selection, training, regional design, sales quota determination, motivation, compensation and performance evaluation.
Weekly Course Content
Week Subject Learning Activities and Teaching Methods
1 Sales force management function Expression, question and answer
2 Salesperson and the salesperson managemen Expression, question and answer
3 Sales department organization Expression, question and answer
4 Sales force recruitment and selection Expression, question and answer
5 Sales force training Expression, question and answer
6 Sellers motivated Expression, question and answer
7 Pricing Expression, question and answer
8 mid-term exam
9 Satış forecasting Expression, question and answer
10 Sales budget Expression, question and answer
11 Sales regions Expression, question and answer
12 Design of sales regions Expression, question and answer
13 Sales quotas Expression, question and answer
14 Performance appraisal Expression, question and answer
15 Performance appraisal Expression, question and answer
16 final exam
Recommend Course Book / Supplementary Book/Reading
1 Günal Önce, Satış Yönetimi, İzmir: Anadolu Matbaası, 2002.
Required Course instruments and materials
Textbook, projection, blackboard.

Assessment Methods
Type of Assessment Week Hours Weight(%)
mid-term exam 8 1 40
Other assessment methods
1.Oral Examination
2.Quiz
3.Laboratory exam
4.Presentation
5.Report
6.Workshop
7.Performance Project
8.Term Paper
9.Project
final exam 16 1 60

Student Work Load
Type of Work Weekly Hours Number of Weeks Work Load
Weekly Course Hours (Theoretical+Practice) 3 14 42
Outside Class
       a) Reading 5 5 25
       b) Search in internet/Library 3 7 21
       c) Performance Project 0
       d) Prepare a workshop/Presentation/Report 0
       e) Term paper/Project 0
Oral Examination 0
Quiz 0
Laboratory exam 0
Own study for mid-term exam 4 4 16
mid-term exam 1 1 1
Own study for final exam 4 3 12
final exam 1 1 1
0
0
Total work load; 118