Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 2 / Fall Semester | ||||
| Level of Course | Short Cycle Degree Programme | ||||
| Type of Course | Compulsory | ||||
| Department | MARKETING | ||||
| Pre-requisities and Co-requisites | None | ||||
| Mode of Delivery | Face to Face | ||||
| Teaching Period | 14 Weeks | ||||
| Name of Lecturer | NEŞE ACAR (neseacar@nevsehir.edu.tr) | ||||
| Name of Lecturer(s) | |||||
| Language of Instruction | Turkish | ||||
| Work Placement(s) | None | ||||
| Objectives of the Course | |||||
| The aim of this course is to learn sales management, buying and selling processes, customer relationship management, organization of sales force, sales ability and to explain selection, education, motivation, conpensation, performance evaluation and control of sales person. | |||||
| Learning Outcomes | PO | MME | |
| The students who succeeded in this course: | |||
| LO-1 | can explain the concepts of sales management, personel selling and sales task |
PO-1 The students who have completed the program successfully:
Have an understanding of concepts, principles, theories and facts within the contexts of marketing. PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. |
Oral Examination Presentation |
| LO-2 | can understand the personel sale strategies and environmental factors that affect the personel sales. |
PO-1 The students who have completed the program successfully:
Have an understanding of concepts, principles, theories and facts within the contexts of marketing. PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. PO-3 Communicate effectively verbally, non-verbally and in a written way and demonstrate effective presentation skills. PO-7 Understand and apply national and international laws, regulations, and professional standards related to marketing. PO-14 Easily apply the theoretical and practical knowledge obtained from school. PO-15 With the theoretical and practical experience obtained they are able to analyze and provide solutions to the problems encountered of the sector. |
Oral Examination Presentation |
| LO-3 | can learn the importance of customer objections which salesperson facing in sale process, types of customer objections, how respond to objections and how to end the sale. |
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. PO-3 Communicate effectively verbally, non-verbally and in a written way and demonstrate effective presentation skills. PO-6 Work effectively both independently and with the others. PO-10 Have the ability to work under work load, stress and pressure. PO-17 Demonstrate effective use of both basic and professional information and communication technologies and software. |
Oral Examination Presentation |
| LO-4 | can explain the purposes of sales training, the topics to be included in the content of sales training and how the sales training can be organized |
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. PO-3 Communicate effectively verbally, non-verbally and in a written way and demonstrate effective presentation skills. PO-4 Prepare reports regarding their tasks apart from their own in extraordinary. PO-8 Have strong communicative skills and accommodate easily adapt to teamwork. PO-9 Communicate efficiently and positively with their juniors and seniors. PO-13 Respect seniors and complete the assigned tasks fully; create their personal solutions in case of crisis. PO-15 With the theoretical and practical experience obtained they are able to analyze and provide solutions to the problems encountered of the sector. |
Oral Examination Presentation |
| LO-5 | can have information about sales forecasts and sales forecasting methods. |
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. PO-3 Communicate effectively verbally, non-verbally and in a written way and demonstrate effective presentation skills. PO-7 Understand and apply national and international laws, regulations, and professional standards related to marketing. PO-11 Have an understanding of concepts, principles, theories and facts within the contexts of business, economics, accounting, law and management. PO-15 With the theoretical and practical experience obtained they are able to analyze and provide solutions to the problems encountered of the sector. PO-17 Demonstrate effective use of both basic and professional information and communication technologies and software. |
Examination Oral Examination Presentation |
| PO: Programme Outcomes MME:Method of measurement & Evaluation |
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| Course Contents | ||
| Selecting the sales force, training, compensation, motivation, control and evaluation | ||
| Weekly Course Content | ||
| Week | Subject | Learning Activities and Teaching Methods |
| 1 | Sales management | Lecture, Discussion, Question & Answer, Group Work, |
| 2 | Process of sales | Lecture, Discussion, Question & Answer, Group Work, |
| 3 | Personel Selling and Marketing | Lecture, Discussion, Question & Answer, Group Work, |
| 4 | Sales planning | Lecture, Discussion, Question & Answer, Group Work, |
| 5 | Organization of sales force | Lecture, Discussion, Question & Answer, Group Work, |
| 6 | Selecting the sales force | Lecture, Discussion, Question & Answer, Group Work, |
| 7 | Selecting the sales force | Lecture, Discussion, Question & Answer, Group Work, |
| 8 | mid-term exam | |
| 9 | Training the sales force | Lecture, Discussion, Question & Answer, Group Work, |
| 10 | Compensation the sales force | Lecture, Discussion, Question & Answer, Group Work, |
| 11 | Motivation the sales force | Lecture, Discussion, Question & Answer, Team/Group Work, Brain Storming |
| 12 | Motivation the sales force | Lecture, Discussion, Question & Answer, Team/Group Work, Brain Storming |
| 13 | Sales estimate, sales quota, sales budgets | Lecture, Discussion, Question & Answer, Group Work, |
| 14 | Control | Lecture, Discussion, Question & Answer, Group Work, |
| 15 | Evalation | Lecture, Discussion, Question & Answer, Group Work, |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | Taşkın, Erdoğan (2001); Satış Yönetimi Eğitimi, Papatya Yayınları, İstanbul | |
| 2 | İslamoğlu, Ahmet H.; Remzi Altunışık (2007); Satış ve Satış Yönetimi, Sakarya Yayıncılık, İstanbul | |
| Required Course instruments and materials | ||
| Projection, textbook | ||
| 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) | 2 | 14 | 28 |
| Outside Class | |||
| a) Reading | 1 | 10 | 10 |
| b) Search in internet/Library | 2 | 10 | 20 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 2 | 5 | 10 |
| e) Term paper/Project | 0 | ||
| Oral Examination | 0 | ||
| Quiz | 0 | ||
| Laboratory exam | 0 | ||
| Own study for mid-term exam | 2 | 5 | 10 |
| mid-term exam | 1 | 1 | 1 |
| Own study for final exam | 2 | 5 | 10 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 90 | ||