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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 Face to face
Coordinator of the Course Unit Prof.Dr. SACİDE VURAL
Instructor(s) of the Course Unit

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 Relevant chapters of the coursebook Introduction to personal sales Lecture & Question and Answer
2 Relevant chapters of the coursebook Introduction to global sales Lecture & Question and Answer
3 Relevant chapters of the coursebook Culture and sales Lecture & Question and Answer
4 Relevant chapters of the coursebook Mutual cultural communication, meeting and global sales Lecture & Question and Answer
5 Relevant chapters of the coursebook Sales process Lecture & Question and Answer
6 Relevant chapters of the coursebook Global sales organizations Lecture & Question and Answer
7 Relevant chapters of the coursebook Management of sales area Lecture & Question and Answer
8 - MID-TERM EXAM -
9 Relevant chapters of the coursebook Predictions and definitions of markets Lecture & Question and Answer
10 Relevant chapters of the coursebook Global and local markets evaluation Lecture & Question and Answer
11 Relevant chapters of the coursebook Sales power strategies Lecture & Question and Answer
12 Relevant chapters of the coursebook Sales power motivation Lecture & Question and Answer
13 Relevant chapters of the coursebook Introduction to international sales and contracts, content Lecture & Question and Answer
14 Relevant chapters of the coursebook Sales and ethics Lecture & Question and Answer
15 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

CONTRIBUTION OF THE COURSE UNIT TO THE PROGRAMME LEARNING OUTCOMES

KNOWLEDGE

Theoretical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Define the basic concepts of economics, administrative and human sciences.
2
Summarize the basic communication theories with information about the field of Radio Television and Cinema.
3
Communicate and explain the current information about communication with communication theories.

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Relate the knowledge and facts in the field of communication with other areas of social sciences such as law, philosophy, economics, politics, and sociology.
2
Explain the structure and operation of the radio, television and cinema industries and use this information in their professional life.

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Using the data sources published in his / her field effectively, he /she conduct research and use the results in his / her studies.
2
Analyze the international media structures and choose the media structure that is appropriate for his/her community.

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Analyze and evaluate social events at national and international level through media practices.

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Apply his / her knowledge about media management and organization in his / her professional life.
2
Propose individual or team solutions for any problems in professional applications and production.

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Follow the developments in the field of communication, the studies related to the field and the mass media tools, and critically discuss the acquired knowledge.
2
Critically interpret the economic, political and sociological dimensions of the media.
3
Recognize universal norms of law and evaluate existing structures in the field of communication in the context of communication law and communication ethics and apply these gains throughout life.

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Conduct literature research in a foreign language related to his/her field.
2
Prepare presentations for the film festival in Turkey and abroad, media organizations and communication symposia by using the communication skills.

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Defend scientific, social and ethical values in his / her field studies.
2
Create film history, script, fiction, audio and video techniques knowledge and designs short or feature film stages.

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
Total Workload of the Course Unit 125
Workload (h) / 25.5 4,9
ECTS Credits allocated for the Course Unit 5,0