SALES PLANNING AND ORGANIZATIONS PROGRAMME COURSE DESCRIPTION

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

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	ASSOCIATE DEGREE, TYY: + 5.Level, EQF-LLL: 5.Level, QF-EHEA: Short Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Lecturer AYLİN KOÇ
Instructor(s) of the Course Unit	Assist.Prof. PELİN ÖZGÜNAY
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	Students principles used in the operation , methods, tools and techniques of project management is to understand the relationship .
Contents of the Course Unit:	Students of what constitutes a project and will develop the concept of the role of project manager. Students are required to carry out the project activities ( How to create a project, how is controlled and applied, revising the project) will develop . In addition, students will understand how to embed business or organizational environment of a project. At the same time, human resources and organizational factors are also within this scope

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
Explains the sales organization structures
Recognize the human resources of a project
Recognizes project processes and procedures
Knows sales techniques
Explains project management principles

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	-

SOURCE MATERIALS & RECOMMENDED READING
Research Methods in Social Sciences - Remzi ALTUNIŞIK, Recai Coşkun , Serkan BAYRAKTAROĞLU , Engin Yıldırım

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Defines the types of skin, skin analysis can be done.		1
2	Identifies skin diseases.		1
3	Hair and scalp diseases, learns the factors that affect the health of the hair and scalp		1
4	Will have sufficient technical knowledge about anatomy and physiology of the body			2
5	Have knowledge about message types and techniques.		1
6	Know the structure of nail and define nail diseases.		1

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Be able to access the application of theoretical and practical knowledge and skin care.					4
2	Reaches theoretical and practical knowledge to apply the techniques of body care and the ability to use tools and equipments.						5
3	Can make body analysis and measurements.						5
4	Defines hair types and hair care cures.						5

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Can operate a salon related to hair design or skin and body care.			2
2	Can reach competence in massage hair removal and make-up.						5

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Will have enough information and skills in hair styling techniques.			2
2	Can open a salon related to hair design or skin and body care.						5
3	Effective use of information technologies and prepare presentations.	0

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Can operate a salon related to hair design or skin and body care.			2
2	Can work in a salon related to hair design or skin and body care.						5
3	Can reach competence in massage hair removal and make-up.						5

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Will be able to access the application of theoretical and practical knowledge of skin care.						5
2	Access the theoretical and practical knowledge to do manicure and pedicure.						5
3	Access the activity using the technique to make the appropriate make-up cosmetic products.						5

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Can comminuciate well in service sector, working life, and human relationships.						5
2	Will have the knowledge of foriegn languages to comminucate with colleagues and fallow the latest developments in the sector				3
3	Will fallow career exhibitions and proffessional developments in the field.						5

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Use of tools and equipments in the field of hair care and beauty services.					4
2	Gains the ability to use tools and equipments related to body care.					4
3	Gains the ability to use tools and equipments related to skin care.	0
4	Gains the ability to use devices and equipments for hair removal and depilation.				3

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	2	28
Preliminary & Further Study	14	2	28
Land Surveying	0	0	0
Group Work	0	0	0
Laboratory	0	0	0
Reading	6	8	48
Assignment (Homework)	0	0	0
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	1	1
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	1	1	1
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	38	0	108