SALES MANAGEMENT PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
BUS331	SALES MANAGEMENT	5	3	3	5

GENERAL INFORMATION
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. HABİBE GÜNGÖR
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

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain the historical development process of Aviation Management.
2	Use computer programs related to Aviation Transportation.
3	Define basic concepts related with aviation management.

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Relate the information and facts in the field with other social sciences such as law, sociology, philosophy and history.
2	Classify the relationship between the basic functions of the business and the interactions between these functions.
3	Apply knowledge and skills related to his / her field by considering the legal aspect of occupational health and safety.
4	Explain the concepts of entrepreneurship and innovation with the field.

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Manage operational activities related to the airline.
2	Gain lifelong learning skills and use knowledge of the field in the business life with the awareness of social responsibility.

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Prepare written agreements with relevant institutions in accordance with the legislation.
2	Perform the theoretical and practical knowledge related to the field with appropriate analytical methods and modeling techniques in business life.
3	Manage all phases from planning to implementation of aviation operations as a member of a team.
4	Cooperate with stakeholders related to air transport.
5	Develop the modern techniques and tools necessary for applications related to the field.

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Execute a study in his/her field independently.
2	Decide as an individual or a team member to solve the problems encountered in applications related to the field.

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Evaluate advanced knowledge and skills in his/her field with a critical approach.
2	Apply activities to improve his/her performance and his / her responsibility in line with the learning objectives by determining the learning needs.

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Communicate with people and institutions related to the field in writing and verbally.
2	Explain his/her thoughts on the issues related to the field and suggestions for solutions to the problems by the related departments by using supporting quantitative and qualitative data.
3	Organize projects and activities for the social environment with social responsibility consciousness and to be able to apply those.

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Manage airports and terminal operations efficiently using aviation and business information.

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