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SALES MANAGEMENT PROGRAMME COURSE DESCRIPTION

Code Name of the Course Unit Semester In-Class Hours (T+P) Credit ECTS Credit
ISL331 SALES MANAGEMENT 5 3 3 5

GENERAL INFORMATION

Language of Instruction : Turkish
Level of the Course Unit : BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course : Elective
Mode of Delivery of the Course Unit -
Coordinator of the Course Unit Assoc.Prof. BÜLENT İLHAN
Instructor(s) of the Course Unit
Course Prerequisite No

OBJECTIVES AND CONTENTS

Objectives of the Course Unit: This course aims to acquire a general understanding on basic concepts and functions of sales management, to discourse the global aspect of sales management.
Contents of the Course Unit: Contents of the course include concept of global sales, global sales strategies, cultural differences, marketing ethics, global markets, global organizations.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)

Define sales education methods.
Know global sales management society
Interpret the performance of sales power.
Analyze the cultural factors affecting global sales management.
Improve the interpreting and analyzing skills with theoretical knowledge they gained in the course.

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY

Week Preparatory Topics(Subjects) Method
1 Lecture & Question and Answer Relevant chapters of the coursebook Introduction to personal sales Lecture & Question and Answer
2 Lecture & Question and Answer Relevant chapters of the coursebook Introduction to global sales Lecture & Question and Answer
3 Lecture & Question and Answer Relevant chapters of the coursebook Culture and sales Lecture & Question and Answer
4 Lecture & Question and Answer Relevant chapters of the coursebook Mutual cultural communication, meeting and global sales Lecture & Question and Answer
5 Lecture & Question and Answer Relevant chapters of the coursebook Sales process Lecture & Question and Answer
6 Lecture & Question and Answer Relevant chapters of the coursebook Global sales organizations Lecture & Question and Answer
7 Lecture & Question and Answer Relevant chapters of the coursebook Management of sales area Lecture & Question and Answer
8 - MID-TERM EXAM -
9 Lecture & Question and Answer Relevant chapters of the coursebook Predictions and definitions of markets Lecture & Question and Answer
10 Lecture & Question and Answer Relevant chapters of the coursebook Global and local markets evaluation Lecture & Question and Answer
11 Lecture & Question and Answer Relevant chapters of the coursebook Sales power strategies Lecture & Question and Answer
12 Lecture & Question and Answer Relevant chapters of the coursebook Sales power motivation Lecture & Question and Answer
13 Lecture & Question and Answer Relevant chapters of the coursebook Introduction to international sales and contracts, content Lecture & Question and Answer
14 Lecture & Question and Answer Relevant chapters of the coursebook Sales and ethics Lecture & Question and Answer
15 Lecture & Question and Answer Relevant chapters of the coursebook Case Study Analysis Lecture & Question and Answer
16 - FINAL EXAM -
17 - FINAL EXAM -

SOURCE MATERIALS & RECOMMENDED READING

Islamoglu, A.H., & Altunisik, R. (2007). Satis ve Satis Yonetimi. Sakarya Bookstore.
Barutcugil, I. (2009). Musteri iliskileri ve satis yonetimi. Kariyer Publications.
Cron, W. L., DeCarlo, T. E., & Dalrymple, D. J. (2010). Sales management: Concepts and cases. Wiley.

ASSESSMENT

Assessment & Grading of In-Term Activities Number of Activities Degree of Contribution (%) Description
Level of Contribution
0 1 2 3 4 5

CONTRIBUTION OF THE COURSE UNIT TO THE PROGRAMME LEARNING OUTCOMES

KNOWLEDGE

Theoretical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Define the basic concepts of economics, administrative and human sciences. (Bloom 1)
2
Evaluate the economic environment and overall sustainability of firms. (Bloom 4)

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Relate principles and concepts of economics and finance with other disciplines. (Bloom 4)
2
Define principles, concepts, methods and theories related with economics and finance. (Bloom 1)

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Interpret the charts and tables related to the field. (Bloom 2)

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Evaluate the theoretical models of economic policies which have direct or indirect effects by using the facts and dynamics of the economic system.(Bloom 4)
2
Analyze economic and financial reports. ((bloom 4)
3
Use basic mathematics, statistics and econometric methods and tools to solve economic and financial problems. (Bloom 3)
4
Interpret the operation of current economic, political and social events by using institutional information related with Economics and Finance.(Bloom 2)

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Organize economic and financial activities in humanitarian and social terms with adherence to ethics. (Bloom 4).

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Develop a critical perspective on national and international economic, political, social, financial and development problems. (bloom 6)

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Follow the agenda on economics, politics and social issues and improve himself/ herself. (bloom 6)

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Analyze current issues and problems by using the structure and properties of Macro and Microeconomics and variables. (Bloom 4)
2
Evaluate the effectiveness of the general economic system and public policies and their effects on markets and basic economic variables.(Bloom 4)
3
Analyze the cause and effect relationships between the relevant economic variables. (Bloom 4)
4
Evaluate the expected trends and portfolio analyzes in interest and exchange rates within the framework of the general financial system. (Bloom 4)

WORKLOAD & ECTS CREDITS OF THE COURSE UNIT

Workload for Learning & Teaching Activities

Type of the Learning Activites Learning Activities (# of week) Duration (hours, h) Workload (h)
Lecture & In-Class Activities 14 3 42
Preliminary & Further Study 14 2 28
Land Surveying 0 0 0
Group Work 0 0 0
Laboratory 0 0 0
Reading 12 2 24
Assignment (Homework) 9 1 9
Project Work 0 0 0
Seminar 0 0 0
Internship 0 0 0
Technical Visit 0 0 0
Web Based Learning 0 0 0
Implementation/Application/Practice 0 0 0
Practice at a workplace 0 0 0
Occupational Activity 0 0 0
Social Activity 0 0 0
Thesis Work 0 0 0
Field Study 0 0 0
Report Writing 0 0 0
Final Exam 1 1 1
Preparation for the Final Exam 1 10 10
Mid-Term Exam 1 1 1
Preparation for the Mid-Term Exam 1 10 10
Short Exam 0 0 0
Preparation for the Short Exam 0 0 0
TOTAL 53 0 125
Total Workload of the Course Unit 125
Workload (h) / 25.5 4,9
ECTS Credits allocated for the Course Unit 5,0