ECTS - Sales Management
Sales Management (ISL628) Course Detail
| Course Name | Course Code | Season | Lecture Hours | Application Hours | Lab Hours | Credit | ECTS |
|---|---|---|---|---|---|---|---|
| Sales Management | ISL628 | 3 | 0 | 0 | 3 | 5 |
| Pre-requisite Course(s) |
|---|
| - |
| Course Language | Turkish |
|---|---|
| Course Type | N/A |
| Course Level | Ph.D. |
| Mode of Delivery | Face To Face |
| Learning and Teaching Strategies | Lecture, Question and Answer, Problem Solving. |
| Course Lecturer(s) |
|
| 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;
|
| Course Content | the role of personal selling in the marketing function, introduction of the sales management functions, sales forecasts and quotas, communication styles of sales people and customers, sales and ethics |
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 |
Sources
| 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 |
| Laboratory | |||
| Application | |||
| Special Course Internship | |||
| Field Work | |||
| Study Hours Out of Class | 14 | 1 | 14 |
| Presentation/Seminar Prepration | 1 | 10 | 10 |
| Project | |||
| Report | |||
| 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 | ||