Nevşehir Hacı Bektaş Veli University Course Catalogue

Information Of Programmes

VOCATIONAL SCHOOL OF NEVŞEHİR / HİT235 - PUBLIC RELATIONS AND PUBLICITY

Code: HİT235 Course Title: SALES MANAGEMENT Theoretical+Practice: 2+1 ECTS: 3
Year/Semester of Study 2 / Fall Semester
Level of Course Short Cycle Degree Programme
Type of Course Optional
Department PUBLIC RELATIONS AND PUBLICITY
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: He has comprehensive and systematic knowledge of concepts, principles and facts in the field of Public Relations and Publicity.
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-11 Has knowledge of basic concepts, theories, principles and phenomena in 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.
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: He has comprehensive and systematic knowledge of concepts, principles and facts in the field of Public Relations and Publicity.
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally.
PO-11 Has knowledge of basic concepts, theories, principles and phenomena in business, economics, accounting, law and management.
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.
PO-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner.
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: He has comprehensive and systematic knowledge of concepts, principles and facts in the field of Public Relations and Publicity.
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 Public Relations and Publicity.
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.
PO-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner.
Examination
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-1 The students who have completed the program successfully: He has comprehensive and systematic knowledge of concepts, principles and facts in the field of Public Relations and Publicity.
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-10 Have the ability to work under work load, stress and pressure.
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.
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.
Examination
Presentation
LO-5 can have information about sales estimates and sales estimating methods PO-1 The students who have completed the program successfully: He has comprehensive and systematic knowledge of concepts, principles and facts in the field of Public Relations and Publicity.
PO-2 Describe, synthesize, analyze, interpret and evaluate data and information professionally.
PO-5 Improve themselves gradually both professionally and personally, take responsibility for learning independently and demonstrate that.
PO-7 Understand and apply national and international laws, regulations, and professional standards related to Public Relations and Publicity.
PO-11 Has knowledge of basic concepts, theories, principles and phenomena in business, economics, accounting, law and management.
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.
PO-19 Understand both professional and social ethical values, evaluate them critically, and behave in an appropriate manner.
Examination
Presentation
PO: Programme Outcomes
MME:Method of measurement & Evaluation

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 İslamoğlu, A.,Altunışık, R. (2018).Satış ve satış yönetimi, Adapazarı: Sakarya Yayıncılık
2 Yükselen, C. (2007). Satış yönetimi, Detay Yayıncılık.
3 Yükselen, C. (2007). Satış yönetimi, Detay Yayıncılık.
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) 3 14 42
Outside Class
       a) Reading 0
       b) Search in internet/Library 4 3 12
       c) Performance Project 0
       d) Prepare a workshop/Presentation/Report 4 4 16
       e) Term paper/Project 0
Oral Examination 0
Quiz 0
Laboratory exam 0
Own study for mid-term exam 3 3 9
mid-term exam 1 1 1
Own study for final exam 3 3 9
final exam 1 1 1
0
0
Total work load; 90