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. ÇAĞLA TUĞBERK ARIKER |
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 |
Define the theories, concepts and principles of the basic and sub-fields of business.
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5 | |||||
2 |
Explain business functions and processes based on current scientific sources.
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4 |
KNOWLEDGE |
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Factual |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
Relate internationally valid business cases with the theories and concepts of other social sciences.
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3 |
SKILLS |
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Cognitive |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
Explain the current events and facts in his / her field analytically and systematically based on advanced knowledge and skills he / she has.
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5 |
SKILLS |
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Practical |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
Use the theoretical and factual knowledge in business for occupational practices.
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4 | |||||
2 |
Solve individual and organizational problems in business life.
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5 | |||||
3 |
Use computer programs (SPSS, R, Excel, Stata) efficiently against the complex business problems.
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1 |
OCCUPATIONAL |
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Autonomy & Responsibility |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
Plan research and work using knowledge and skills gained in the field of business.
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4 | |||||
2 |
Organize the activities for organizational goals and purposes independently.
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4 |
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 |
Criticize advanced knowledge and skills in the field with a critical approach.
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4 | |||||
2 |
Develop the existing knowledge and skills with a critical point of view under the impact of scientific, technological and current developments.
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1 |
OCCUPATIONAL |
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Communication & Social |
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Programme Learning Outcomes | Level of Contribution | ||||||
0 | 1 | 2 | 3 | 4 | 5 | ||
1 |
Express his/her knowledge, thoughts and solutions on business to related stakeholders in written and verbal ways.
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2 | |||||
2 |
Use the information and communication technology software and equipment required for business.
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0 |
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 |
Apply the social, scientific, cultural and ethical values at the stages of collection of data, their implementation, interpretation and announcement of results in the field of business.
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2 | |||||
2 |
Relate the concepts of social rights, occupational safety, employee health, quality management and sustainability with the cases in business life.
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3 |
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 |