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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 -
Coordinator of the Course Unit Prof. KAMİL KAYA
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

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
Students define the concepts they learned and match them with their corresponding phenomena in the social world.
2
Students interpret concepts and theories taking into account their historical-cultural contexts.
3
Students compare sociological theories with reference to social problems.
4
Students distinguish the significance of ecological, social and economical sustainability for world’s future.
5
Students develop their knowledge on sustainability by the use of information and communication technologies.

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students evaluate qualitative and quantitative data of sociological research studies.
2
Students analyse the complicated interactions between the social, cultural, political, economical and demographical phenomena of the global world.

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students design a research by their acquired knowledge and experience.

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students research field study considering the principle of cultural relativity, scientific and ethical values.
2
Students efficiently apply the most suitable information and communication technologies in their studies.
3
Students use their knowledge on ecological, social and economical sustainability in all aspects of their lives.

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students research on problems which reflect on their fields in the global world undergoing rapid and profound change.

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students criticize their advanced knowledge and skills in an analytical manner.
2
Students develop their knowledge and skills within the frame of scientific, technological and current developments via adopting the principle of lifelong learning.
3
Students act ethically impartial in their research studies.

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students criticize their advanced knowledge and skills in an analytical manner.

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Students apply the principle of cultural relativity, scientific and ethical values with reference to sustainability throughout their studies in their careers.

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