COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
ISLE 317SALES MANAGEMENT3 + 07th 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.

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06
LO 01333333
LO 02333333
LO 03333333
LO 04333333
LO 05333333
LO 06333333
LO 07333333
Sub Total212121212121
Contribution333333

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-terms144
Final examination11414
Total Work Load

ECTS Credit of the Course






130

5

COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2020-2021 Fall2SÜLEYMAN BARUTÇU

Course Details
Course Code:  ISLE 317 Course Title:  SALES MANAGEMENT
L+P Hour : 3 + 0   Course Code : 2   Language Of Instruction: Turkish Course Semester :  2020-2021 Fall
Course Coordinator :  PROFESSOR SÜLEYMAN BARUTÇU E-Mail:  sbarutcu@pau.edu.tr Phone Number : 
Course Location İİBF A0010,
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 : %
Topics
WeeksTopics
1 Introduction to Sales
2 Marketing and Sales
3 Marketing Strategy, Sales and Sales management
4 Sales and Sales Profession Career
5 Consumption Psychology and Buying Behaviors
6 Communications, Body and Spatial Language in Selling
7 Sales Process
8 Sales Presentation
9 Overcoming Objections and Closing the Sales
10 Sales Management Process and Determining Optimal Sales Force Size
11 Sales Planning and Budgeting
12 Sales Force Recruitment and Traning
13 Sales Force Motivation and Salary
14 Evaluating sales performance and Sales Auditing
Materials
Materials are not specified.
Resources
ResourcesResources Language
TANNER, J., HONEYCUTT, E. D., ERFFMEYER, R. C. (2009) “Sales Management” Prentice Hall, English
JOBBER, D.; LANCASTER, G. (2009) “Sales and Sales Management” 8th Edition, Prentice Hall, England.English
İslamoğlu, H. & Altunışık, R. (2009) Satış ve Satış Yönetimi, Sakarya Yayıncılık. Türkçe
Önce, G. (2015). Satış Yönetimi. Beta Yayınları Türkçe
Course Assessment
Assesment MethodsPercentage (%)Assesment Methods Title
Final Exam50Final Exam
Midterm Exam50Midterm Exam
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes
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