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SALES PLANNING AND ORGANIZATIONS COURSE IDENTIFICATION AND APPLICATION INFORMATION

Code Name of the Course Unit Semester In-Class Hours (T+P) Credit ECTS Credit
SBP211 SALES PLANNING AND ORGANIZATIONS 3 2 2 4

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week Preparatory Topics(Subjects) Method
1 Literature review, written-visual resources Sales Force Concept theoric, slide
2 Literature review, written-visual resources Sales Force Management, Sales Management and Operations Planning theoric, slide
3 Literature review, written-visual resources Organization of Sales Force theoric, slide
4 Literature review, written-visual resources Demand and Sales Schedule theoric, slide
5 Literature review, written-visual resources Sales Budgets; Regulating Sales Quotas and Sales Quotas theoric, slide
6 Participation, practise Case Study expression, practise
7 Literature review, written-visual resources Establishment of Regional Sales , Selection and Training of Sales Force theoric, slide
8 - MID-TERM EXAM -
9 Participation, practise presentations expression, practise
10 Literature review, written-visual resources Remuneration to the sales person ; Motivation of the salespeople theoric, slide
11 Literature review, written-visual resources Demand and Prediction; Sales Potential , Business Potential theoric, slide
12 Literature review, written-visual resources Sales Forecasting ; Methods used ; Sales Based on Region , Based on Product Sales theoric, slide
13 Literature review, written-visual resources Sales Implementation, Monitoring and Control theoric, slide
14 Participation, practise Case Study expression, practise
15 - presentations -
16 - FINAL EXAM -
17 - FINAL EXAM -