Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 1 / Fall Semester | ||||
| Level of Course | 2nd Cycle Degree Programme | ||||
| Type of Course | Optional | ||||
| Department | BUSINESS ADMINISTRATION (MASTER'S DEGREE PROGRAMME WITHOUT THESIS) | ||||
| 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 define the concept of sales 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-15 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance. |
Examination Presentation |
| LO-2 | Can explain difference of sales management from 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. |
Examination |
| LO-3 | Can make an original study about sales force management. |
PO-15 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance. PO-18 Use research methods and techniques for writing a thesis or doing scientific research. |
Presentation |
| LO-4 | Can explain performance evaluation methods. |
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-15 Use modern methods and technologies of business administration including analytical thinking and information technology in the first instance. PO-18 Use research methods and techniques for writing a thesis or doing scientific research. |
Examination Presentation |
| PO: Programme Outcomes MME:Method of measurement & Evaluation |
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| 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 management | Expression, question and answer |
| 3 | Sales department organization | Expression, question and answer |
| 4 | Sales force recruitment, selection and training | Expression, question and answer |
| 5 | Sellers motivated and pricing | Expression, question and answer |
| 6 | Sales forecasting and budget | Expression, question and answer |
| 7 | Design of sales regions | Expression, question and answer |
| 8 | mid-term exam | |
| 9 | Sales quotas | Expression, question and answer |
| 10 | Performance appraisal | Expression, question and answer |
| 11 | Performance appraisal | Expression, question and answer |
| 12 | Presentation | Expression, question and answer |
| 13 | Presentation | Expression, question and answer |
| 14 | Presentation | Expression, question and answer |
| 15 | Presentation | Expression, question and answer |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | ÖNCE G., Satış Yönetimi, Beta Basım, Istanbul, 2015 | |
| Required Course instruments and materials | ||
| Textbook and the projection | ||
| Assessment Methods | |||
| Type of Assessment | Week | Hours | Weight(%) |
| mid-term exam | 8 | 1 | 20 |
| Other assessment methods | |||
| 1.Oral Examination | |||
| 2.Quiz | |||
| 3.Laboratory exam | |||
| 4.Presentation | 10 | 1 | 20 |
| 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 | 8 | 5 | 40 |
| b) Search in internet/Library | 8 | 3 | 24 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 7 | 6 | 42 |
| 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 | 4 | 16 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 182 | ||