Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 2 / Spring 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, consumer objections, organization of sales force, 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-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. |
Oral Examination Presentation |
| LO-2 | can explain 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-4 Prepare reports regarding their tasks apart from their own in extraordinary. PO-7 Understand and apply national and international laws, regulations, and professional standards related to marketing. 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 explain the preparations before contact the customer, how and when salesperson deal with a customer, ways of identifying customer needs and submission of the product to the customer. |
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-8 Have strong communicative skills and accommodate easily adapt to teamwork. 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. PO-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner. |
Oral Examination Presentation |
| LO-4 | can have 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-5 Improve themselves gradually both professionally and personally, take responsibility for learning independently and demonstrate that. PO-6 Work effectively both independently and with the others. PO-8 Have strong communicative skills and accommodate easily adapt to teamwork. PO-10 Have the ability to work under work load, stress and pressure. 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-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner. |
Oral Examination Presentation |
| LO-5 | can have information about sales estimates and sales estimating methods |
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally. 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-14 Easily apply the theoretical and practical knowledge obtained from school. PO-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner. |
Oral Examination Presentation |
| LO-6 |
PO- |
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| PO: Programme Outcomes MME:Method of measurement & Evaluation |
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| Course Contents | ||
| Sales management, process of sales, customer objections, sales planning, selecting the salesperson, trainning, compensation, motivation, eveluation | ||
| Weekly Course Content | ||
| Week | Subject | Learning Activities and Teaching Methods |
| 1 | Sales management | Lecture, Discussion, Question & Answer, Case Study, |
| 2 | Sales management | Lecture, Discussion, Question & Answer, Case Study, |
| 3 | The sales process | Lecture, Discussion, Question & Answer, Case Study, |
| 4 | Consumer objections | Lecture, Discussion, Question & Answer, Practice, group work, Case Study, |
| 5 | Sales planning | Lecture, Discussion, Question & Answer, Case Study, |
| 6 | Sales force and organization | Lecture, Discussion, Question & Answer, Case Study, |
| 7 | Selecting the sales person | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 8 | mid-term exam | |
| 9 | Compensation the sales person | Lecture, Discussion, Question & Answer, Case Study, |
| 10 | Training the sales person | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 11 | Sales estimate, sales quota | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 12 | Sales budget management | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 13 | Motivation the sales force | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 14 | Evaluation of performance | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 15 | Sales control | Lecture, Discussion, Question & Answer, Practice, Case Study, |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | Yükselen, Cemal; Satış Yönetimi, Detay Yayıncılık, Ankara 2007. | |
| 2 | İslamoğlu Ahmet; Remzi Altunışık; Satış ve Satış Yönetimi, Sakarya Yayıncılık, Adapazarı 2007. | |
| 3 | Karafakioğlu, Mehmet; Örnek Olaylarla Satış Yönetimi, Literatür Yayıncılık, İstanbul 2006. | |
| Required Course instruments and materials | ||
| Computer, projection | ||
| 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) | 4 | 14 | 56 |
| Outside Class | |||
| a) Reading | 3 | 10 | 30 |
| b) Search in internet/Library | 3 | 10 | 30 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 4 | 8 | 32 |
| e) Term paper/Project | 0 | ||
| Oral Examination | 0 | ||
| Quiz | 0 | ||
| Laboratory exam | 0 | ||
| Own study for mid-term exam | 3 | 5 | 15 |
| mid-term exam | 1 | 1 | 1 |
| Own study for final exam | 3 | 5 | 15 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 180 | ||