Code | Name of the Course Unit | Semester | In-Class Hours (T+P) | Credit | ECTS Credit |
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BUS331 | SALES MANAGEMENT | 5 | 3 | 3 | 5 |
GENERAL INFORMATION |
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Language of Instruction : | English |
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 | Assist.Prof. TUĞBA AKMAN KAPLAN |
Instructor(s) of the Course Unit | |
Course Prerequisite | No |
OBJECTIVES AND CONTENTS |
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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) |
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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 |
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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 |
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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 |
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Assessment & Grading of In-Term Activities | Number of Activities | Degree of Contribution (%) | Description |
Level of Contribution | |||||
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0 | 1 | 2 | 3 | 4 | 5 |
KNOWLEDGE |
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Theoretical |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to identify the main characteristics of literary movements such as modernism, postmodernism, and postcolonialism during the process of analysing a literary text verbally or in an essay.
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2 |
The graduate will be able to relate language structure to its functions in a literary text.
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3 |
The graduate will be able to explain and generate ideas on literary texts or visual work such as films.
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4 |
The graduate will be able to identify the language and the writing style of a wide range of authors, poets, and playwrights from different periods.
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KNOWLEDGE |
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Factual |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to explain the key terms and concepts associated with language, literature, and culture.
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2 |
The graduate will be able to historically categorise various centuries or periods of time such as the Renaissance or the 20th century according to the literary, theoretical, social, and political developments reflected in literary texts.
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SKILLS |
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Cognitive |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to compare and contrast characteristics of different literary genres.
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2 |
The graduate will be able to interpret literary works produced in various cultures with different ethnical background.
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3 |
The graduate will be able to compare and contrast different periods of time such as the Middle Ages and the Victorian Era in accordance with their distinctive literary, theoretical, social, and political background verbally or in an essay.
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SKILLS |
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Practical |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to apply literary theories and develop argument of their own in the process of writing a research paper.
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2 |
The graduate will be able to formulate a sophisticated argument/thesis in compliance with the ethical requirements needed to avoid plagiarism during the process of writing a research paper.
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3 |
The graduate will be able to apply research skills to gather, organise, and present information skills in a research paper.
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4 |
The graduate will be able to employ translation methods while translating a text from English to Turkish or vice versa.
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OCCUPATIONAL |
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Autonomy & Responsibility |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to organise occupational and academic activities including meeting, seminars, and conferences.
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OCCUPATIONAL |
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Learning to Learn |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to determine his or her own learning requirements and goals to develop sustainable attitude towards life-long learning.
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OCCUPATIONAL |
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Communication & Social |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to develop effective oral and written communication skills in English.
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OCCUPATIONAL |
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Occupational and/or Vocational |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
The graduate will be able to appraise and criticise development of the social rights, democracy, social justice, gender and racial identity, cultural and ethical values.
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WORKLOAD & ECTS CREDITS OF THE COURSE UNIT |
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Workload for Learning & Teaching Activities |
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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 |