COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
BUSI 328SALES FORCE MANAGEMENT3 + 08th Semester5

COURSE DESCRIPTION
Course Level Bachelor's Degree
Course Type Elective
Course Objective The objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Course Content Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to face

COURSE LEARNING OUTCOMES
1Plans sales activities
2Gains the abilities of verbal and body language in selling process.
3Defines potential customers’ objections in their shopping activities.
4Defines successful sales closing methods.
5Defines strategies for sales force recruitment and selection, sellers motivation, evaluating sales performance.
6Learns decisions for firms’ selling activities.
7Interprets legal regulations related to consumer protection.
1Plans sales activities
2Gains the abilities of verbal and body language in selling process.
3Defines potential customers’ objections in their shopping activities.
4Defines successful sales closing methods.
5Defines strategies for sales force recruitment and selection, sellers motivation, evaluating sales performance.
6Learns decisions for firms’ selling activities.
7Interprets legal regulations related to consumer protection.

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06
LO 01      
LO 02      
LO 03      
LO 04      
LO 05      
LO 06      
LO 07      
Sub Total      
Contribution000000

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)14342
Hours for off-the-classroom study (Pre-study, practice)14570
Mid-terms177
Final examination11111
Total Work Load

ECTS Credit of the Course






130

5

COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2020-2021 Spring2MUSTAFA İNCEKARA

Course Details
Course Code:  BUSI 328 Course Title:  SALES FORCE MANAGEMENT
L+P Hour : 3 + 0   Course Code : 2   Language Of Instruction: English Course Semester :  2020-2021 Spring
Course Coordinator :  ASSISTANT PROFESSOR MUSTAFA İNCEKARA E-Mail:  mincekara@pau.edu.tr Phone Number : 
Course Location İİBF C0205,
Goals : The objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Content : Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
Attendance : %70
Topics
WeeksTopics
1 Introduction to Sales Management
2 The Sales Function and Multi-Sales Channels
3 Leadership and the Sales Executive / Ethics, the Law, and Sales Leadership
4 Business-to-Business (B2B) Sales and Customer Relationship Management
5 Leveraging Information Technologies
6 Designing and Organizing the Sales Force
7 Midterm Exam
8 Recruiting and Selecting the Right Salespeople / Training and Developing the Sales Force
9 Supervising, Managing, and Leading Salespeople Individually and in Teams
10 Setting Goals and Managing the Sales Force’s Performance
11 Motivating and Rewarding Salespeople
12 Turning Customer Information into Knowledge
13 Assessing the Performance of the Sales Force and the People Who Comprise It
14 Internal and External Cultural Forces That Affect a Firm’s Sales Performance
Materials
Materials are not specified.
Resources
ResourcesResources Language
Sales Management: Pearson New International Edition, Jeff Tanner, Earl D. Honeycutt, Robert C. Erffmeyer, PearsonEnglish
Course Assessment
Assesment MethodsPercentage (%)Assesment Methods Title
Final Exam60Final Exam
Midterm Exam40Midterm Exam
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes
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