Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 1 / Spring Semester | ||||
| Level of Course | 3rd Cycle Degree Programme | ||||
| Type of Course | Optional | ||||
| Department | BUSINESS MANAGEMENT (PHD) | ||||
| 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 | |||||
| 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 force management. |
PO-1 The candidate can understand, analyze and interpret the basic concepts and functions of Business Science in expertise level, and can apply this ability in one or more fields such as Management and Organization, Marketing, Production Management, Quantitative Methods, Accounting and Finance in expertise level. PO-3 The candidate can do an original scientific/ academic researches independently or jointly with other researchers in business administration field and other social sciences` fields by using the most recent improvements in research methods, and gain knowledge, skills and responsibility to publish the results of research in books, articles and reports, to present in the scientific environment discussion such as conference and congress. PO-13 The candidate can identify social, scientific, managerial and ethical problems that are encountered in the field of academic and professional business life, and can analyze and solve them, and contribute to the development of values related to such issues. |
Examination Presentation |
| LO-2 | Can do an original research related to sales. |
PO-3 The candidate can do an original scientific/ academic researches independently or jointly with other researchers in business administration field and other social sciences` fields by using the most recent improvements in research methods, and gain knowledge, skills and responsibility to publish the results of research in books, articles and reports, to present in the scientific environment discussion such as conference and congress. PO-4 The candidate brings new grounds in the field of business administration by providing original scientific studies, and develops a new scientific method or applies to known methods into different fields, and contributes to national and international literature. |
Examination Presentation |
| LO-3 | Can explain the difference between sales management and marketing. |
PO-5 The candidate can understand the Department of Business Administration`s disciplines interaction with each other and the Department of Business Administration interaction with other departments. Also, the candidate can evaluate various topics with new perspectives and study interdisciplinary. PO-6 The candidate can discuss the new information in the field of business in a systematic manner, and can gain high level skills about research methods in the field. PO-7 The candidate can search theoretical and practical knowledge and skills which can gained in the field of Business Administration, can determine these knowledge and skills how it is used in practice and field analysis, can adapt and analyze these knowledge and skills, can make critical decisions, and can apply by reaching synthesis. |
Examination |
| LO-4 | Can explain performance evaluation methods. |
PO-1 The candidate can understand, analyze and interpret the basic concepts and functions of Business Science in expertise level, and can apply this ability in one or more fields such as Management and Organization, Marketing, Production Management, Quantitative Methods, Accounting and Finance in expertise level. PO-10 The candidate can build and develop good relations with representatives of public and private sector builds and develops good relations with, and can work in disciplinary groups and interdisciplinary groups. PO-12 The candidate can follow the scientific, technological, social and cultural developments in an academic and professional way and contribute to the relevant issues and processes. PO-13 The candidate can identify social, scientific, managerial and ethical problems that are encountered in the field of academic and professional business life, and can analyze and solve them, and contribute to the development of values related to such issues. |
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 - Answer |
| 2 | Salesperson and the salesperson management | Expression / Question - Answer |
| 3 | Sales department organization | Expression / Question - Answer |
| 4 | Sales force recruitment, selection and training | Expression / Question - Answer |
| 5 | Sellers motivated and pricing | Expression / Question - Answer |
| 6 | Sales forecasting and budget | Expression / Question - Answer |
| 7 | Design of sales regions | Expression / Question - Answer |
| 8 | mid-term exam | |
| 9 | Sales quotas | Expression / Question - Answer |
| 10 | Performance appraisal | Expression / Question - Answer |
| 11 | Performance appraisal | Expression / Question - Answer |
| 12 | Presentation | Expression / Question - Answer |
| 13 | Presentation | Expression / Question - Answer |
| 14 | Presentation | Expression / Question - Answer |
| 15 | Presentation | Expression / Question - Answer |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | ÖNCE G., Satış Yönetimi, İzmir, 2002 | |
| 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 | |||
| 5.Report | |||
| 6.Workshop | 12,13,14 | 1 | 20 |
| 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 | 6 | 48 |
| b) Search in internet/Library | 6 | 2 | 12 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 8 | 5 | 40 |
| 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 | 5 | 4 | 20 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 180 | ||