ECTS - Sales Force Management
Sales Force Management (ETP210) Course Detail
| Course Name | Course Code | Season | Lecture Hours | Application Hours | Lab Hours | Credit | ECTS |
|---|---|---|---|---|---|---|---|
| Sales Force Management | ETP210 | 4. Semester | 3 | 0 | 0 | 3 | 5 |
| Pre-requisite Course(s) |
|---|
| N/A |
| Course Language | Turkish |
|---|---|
| Course Type | Compulsory Departmental Courses |
| Course Level | Associate (Short Cycle) |
| Mode of Delivery | Face To Face |
| Learning and Teaching Strategies | Lecture, Discussion, Question and Answer. |
| Course Lecturer(s) |
|
| Course Objectives | |
| Course Learning Outcomes |
The students who succeeded in this course;
|
| Course Content | Planning, organization and control of sales activities. |
Weekly Subjects and Releated Preparation Studies
| Week | Subjects | Preparation |
|---|---|---|
| 1 | Introduction | |
| 2 | Sales Force Management Process: Planning, Implementation, Control | Chapter 1 |
| 3 | Sales Force Management Process: Planning, Implementation, Control II | Chapter 2 |
| 4 | Sales Force Planning: Sales/Demand Forecasting | Chapter 3 |
| 5 | Planning the Sales Force: Organising the Sales Force | Chapter 4 |
| 6 | Sales Force Planning: Quota Planning | Chapter 5 |
| 7 | Case Discussion | Chapter 6 |
| 8 | Mid Term Exam | |
| 9 | Planning the Sales Force: Budgeting and Compensation | Chapter 7 |
| 10 | Execution of the Sales Force: Recruitment and Selection of Salespeople Execution of the Sales Force: Recruitment and Selection of Salespeople | Chapter 8 |
| 11 | Execution of the Sales Force: Recruitment and Training of Salespeople | Chapter 9 |
| 12 | Execution of Sales Force: Motivating Salespeople | Chapter 10 |
| 13 | Control of Sales Force: Performance Evaluation | Chapter 11 |
| 14 | Communication and Body Language in Sales | Chapter 12 |
| 15 | Case Discussion II | Chapter 13 |
| 16 | Final Exam |
Sources
| Course Book | 1. Satış ve Satış Yönetimi: Ahmet Hamdi İslamoğlu, Remzi Altunışık |
|---|
Evaluation System
| Requirements | Number | Percentage of Grade |
|---|---|---|
| Attendance/Participation | - | - |
| Laboratory | - | - |
| Application | - | - |
| Field Work | - | - |
| Special Course Internship | - | - |
| Quizzes/Studio Critics | - | - |
| Homework Assignments | - | - |
| Presentation | - | - |
| Project | - | - |
| Report | - | - |
| Seminar | - | - |
| Midterms Exams/Midterms Jury | 1 | 50 |
| Final Exam/Final Jury | 1 | 50 |
| Toplam | 2 | 100 |
| Percentage of Semester Work | 50 |
|---|---|
| Percentage of Final Work | 50 |
| Total | 100 |
Course Category
| Core Courses | X |
|---|---|
| Major Area Courses | |
| 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 | Have knowledge about the basic concepts of e-commerce and marketing | X | ||||
| 2 | Demonstrates the ability to actively use his/her knowledge in the field of e-commerce and marketing. | X | ||||
| 3 | Evaluates the dynamics in the field of e-commerce and marketing within the framework of current practices. | X | ||||
| 4 | Analyses the necessary information to follow technological, commercial and socio-cultural developments related to e-commerce and marketing. | X | ||||
| 5 | Solves the problems in the field of e-commerce and marketing with analytical and objective thinking ability. | X | ||||
| 6 | Has the knowledge to communicate effectively in written and oral communication in the field of e-commerce and marketing. | X | ||||
| 7 | Have professional competence with advanced communication skills, vision, ethical values and high ability to adapt to teamwork. | X | ||||
| 8 | Learns the basics of web design. | X | ||||
| 9 | Have detailed knowledge about e-commerce sites, mobile marketing, digital advertising, digital media planning, social media, digital analysis and measurement | X | ||||
| 10 | Have knowledge about data literacy and data management. | X | ||||
| 11 | Have a command of changing communication strategies and technologies and can manage processes | X | ||||
| 12 | Gains the competencies that have developed in line with the expectations of the business world and society and that our university has defined as institutional outputs at the basic level | X | ||||
ECTS/Workload Table
| Activities | Number | Duration (Hours) | Total Workload |
|---|---|---|---|
| Course Hours (Including Exam Week: 16 x Total Hours) | 16 | 3 | 48 |
| Laboratory | |||
| Application | |||
| Special Course Internship | 2 | 10 | 20 |
| Field Work | |||
| Study Hours Out of Class | 16 | 2 | 32 |
| Presentation/Seminar Prepration | |||
| Project | |||
| Report | |||
| Homework Assignments | |||
| Quizzes/Studio Critics | |||
| Prepration of Midterm Exams/Midterm Jury | 1 | 10 | 10 |
| Prepration of Final Exams/Final Jury | 1 | 15 | 15 |
| Total Workload | 125 | ||