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	Assist.Prof. GÜLŞEN FİLAZOĞLU ÇOKLUK
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	Use knowledge sources consisting of the most effective methods and up-to-date information, implementation of tools and materials about psychology and supporting disciplinaries. (Blooms 3)
2	Determine problems in the field of psychology and solve them. (Blooms 3)

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Discriminate between normal and abnormal behaviours. (Blooms 2)
2	Interpret psychology researches and report on them. (Blooms 3)

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Relate between psychology and other social sciences on relations. (Blooms 4)

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Apply psychological tests. (Blooms 3)
2	Integrate knowledge and skills gained on the theories of contemporary psychology in the phases of helping individuals. (Blooms 6)
3	Conduct several experiments in the field of psychology. (Blooms 6)

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Collaborate with relevant organizations and individuals on the field studies. (Blooms 6)

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Integrate developments in the field of psychology to the existing knowledge. (Blooms 6)
2	Scientifically analyse human behaviours. (Blooms 4)

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain knowledge and ideas gained in the field fluently and apprehensibly in a written way and verbally. (Blooms 2)
2	Recognize individual, national and universal effects of problems in the field of psychology. (Blooms 2)

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Integrate computer software and hardware and statistics in the field of psychology to their studies. (Blooms 6)
2	Survey developments in informatics and communication technologies. (Blooms 4)
3	Support social projects in the field of psychology. (Blooms 5)

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