Sales Management (MAN628) Course Detail

Course Name Course Code Season Lecture Hours Application Hours Lab Hours Credit ECTS
Sales Management MAN628 3 0 0 3 5
Pre-requisite Course(s)
Course Language English
Course Type N/A
Course Level Ph.D.
Mode of Delivery Face To Face
Learning and Teaching Strategies Lecture, Discussion, Question and Answer.
Course Coordinator
Course Lecturer(s)
  • Asst. Prof. Dr. Pelin ÖZGEN
Course Assistants
Course Objectives The objective of this course is to reveal sales management in the special context of modern marketing.
Course Learning Outcomes The students who succeeded in this course;
  • Average student; - Analyses marketing plans and strategies - interprets marketing plans and strategies - develops marketing plans and strategies - controls marketing plans and strategies
Course Content Kişisel satışın pazarlamadaki yeri, satış yönetimi fonksiyonlarının tanıtılması, satış tahminleri ve kotaları, satışçıların ve müşterilerin iletişim tarzları, satış ve etik

Weekly Subjects and Releated Preparation Studies

Week Subjects Preparation
1 Market orientation
2 Marketing Management
3 Marketing planning process
4 Corporate marketing planning
5 Market analysis, Target marketing and competitive advantage
6 Market measurement Profitability and productivity analysis
7 Mid term exam
8 Marketing strategies Product-development programs, Pricing programs
9 Advertising programs, Sales promotion and direct marketing, Sales and distribution programs
10 Managing sales and distribution
11 Organizing and managing marketing and sales programs
12 The annual marketing plan
13 Review of scientific articles
14 Review of scientific articles
15 Review of scientific articles
16 Final Exam


Course Book 1. Jobber D., G. Lancaster, Selling and Sales Management, Prentice Hall, 2003.
2. Robert J. Calvin, Sales Management McGraw-Hill; 1edition (December 12, 2000)

Evaluation System

Requirements Number Percentage of Grade
Attendance/Participation - -
Laboratory - -
Application - -
Field Work - -
Special Course Internship - -
Quizzes/Studio Critics - -
Homework Assignments 1 10
Presentation 1 10
Project - -
Report - -
Seminar - -
Midterms Exams/Midterms Jury 1 40
Final Exam/Final Jury 1 40
Toplam 4 100
Percentage of Semester Work
Percentage of Final Work 100
Total 100

Course Category

Core Courses
Major Area Courses X
Supportive Courses
Media and Managment Skills Courses
Transferable Skill Courses

The Relation Between Course Learning Competencies and Program Qualifications

# Program Qualifications / Competencies Level of Contribution
1 2 3 4 5
1 1. To have the ability to present a research problem, develop hypotheses, make research designs, reach conclusions by using qualitative/quantitative methods, and make academic publications by making the necessary literature review. X
2 2. To be aware of research ethics. X
3 3. To contribute to the process of becoming an information society by constantly following technological, social or cultural developments in the academic and professional context. X
4 4. To be able to look at the problems that arise in businesses both theoretically, conceptually and from the perspective of a researcher. X
5 5. To be able to use knowledge that requires expertise in analyzing, synthesizing and evaluating new and complex ideas by comprehending the interaction between various disciplines related to the field of business. X
6 6. To be able to produce solutions by developing new strategic approaches by thinking holistically and creatively in complex situations that are not foreseen to be encountered in applications in the field of business. X
7 7. To be able to master the basic concepts and methods in the field of general business administration. X
8 8. To be able to dominate the academic literature and international developments in the field of general business administration. X
9 9. To be able to transfer information about the business area by using effective verbal, written and visual communication methods. X
10 10. To be aware of professional ethics, environmental awareness, sustainability, social responsibility, cultural, social and universal values X
11 11. To be able to work effectively with different disciplines or multicultural teams, to take responsibility, to make risk analysis, to keep up with change, to think critically and to use initiative in problem solving

ECTS/Workload Table

Activities Number Duration (Hours) Total Workload
Course Hours (Including Exam Week: 16 x Total Hours) 16 3 48
Special Course Internship
Field Work
Study Hours Out of Class 14 1 14
Presentation/Seminar Prepration 1 10 10
Homework Assignments 1 15 15
Quizzes/Studio Critics
Prepration of Midterm Exams/Midterm Jury 1 20 20
Prepration of Final Exams/Final Jury 1 20 20
Total Workload 127