PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PAZ 206	SALES MANAGEMENT AND TECHNIQUES	3 + 0	3rd Semester	4

COURSE DESCRIPTION

Course Level	Associate's Degree
Course Type	Compulsory
Course Objective	Being able to identify the characteristics of customers by researching resources for potential customers, how the sales process is carried out by making pre-sales preparations, following up after-sales services and ensuring coordination between the sales unit and relevant units, analyzing the current situation of sales according to the data obtained within the business, thus ensuring the strength and efficiency of the unit. To provide students with the theoretical and practical knowledge necessary to identify their weaknesses, estimate sales and determine sales quotas, manage commercial and financial documents related to sales, determine the authorities and responsibilities of salespeople by choosing the organizational structure, ensure coordination of the sales team and supervise salespeople according to performance evaluation criteria
Course Content	Sales and sales management concepts, characteristics of a good salesperson, what a salesperson needs to know, communication in sales, consumer decision process, sales process, sales strategies, sales closing methods, sales management, determination and training of the sales force, performance evaluation.
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.
Mode of Delivery	Face to Face

COURSE LEARNING OUTCOMES

2	Ability to explain the concepts of personal selling and sales management in the marketing process;
3	Understanding the sales process;
4	Ability to create and implement sales strategies;
5	Ability to explain sales objections and how to meet objections;

COURSE'S CONTRIBUTION TO PROGRAM

	PO 01	PO 02	PO 03	PO 04	PO 05	PO 06	PO 07	PO 08	PO 09	PO 10	PO 11	PO 12	PO 13	PO 14	PO 15	PO 16	PO 17	PO 18	PO 19
LO 002	3	5	3	5	4	5	2	3	5	4	1	3	3	1	4	3	3	2	5
LO 003	3	5	5	3	2	5	3	5	5	3	1	2	5	4	2	3	5	3	4
LO 004	2	3	4	5	5	3	4	4	5	3	4	3	3	3	4	5	2	3	5
LO 005	5	3	4	5	5	5	3	2	3	5	5	3	5	5	4	5	3	4	5
Sub Total	13	16	16	18	16	18	12	14	18	15	11	11	16	13	14	16	13	12	19
Contribution	3	4	4	5	4	5	3	4	5	4	3	3	4	3	4	4	3	3	5

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION

Activities	Quantity	Duration (Hour)	Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)	14	3	42
Mid-terms	1	16	16
Final examination	1	20	20
Report / Project	1	26	26
Total Work Load ECTS Credit of the Course			104 4

COURSE DETAILS

Select Year

	Course Term	No	Instructors
Details	2023-2024 Fall	1	MELDA GÖLEMEZLİ

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
PAZ 206	SALES MANAGEMENT AND TECHNIQUES	3 + 0	1	Turkish	2023-2024 Fall

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Lecturer MELDA GÖLEMEZLİ	mgolemezli@pau.edu.tr		HMYO A0202	%70

Goals		Being able to identify the characteristics of customers by researching resources for potential customers, how the sales process is carried out by making pre-sales preparations, following up after-sales services and ensuring coordination between the sales unit and relevant units, analyzing the current situation of sales according to the data obtained within the business, thus ensuring the strength and efficiency of the unit. To provide students with the theoretical and practical knowledge necessary to identify their weaknesses, estimate sales and determine sales quotas, manage commercial and financial documents related to sales, determine the authorities and responsibilities of salespeople by choosing the organizational structure, ensure coordination of the sales team and supervise salespeople according to performance evaluation criteria
Content		Sales and sales management concepts, characteristics of a good salesperson, what a salesperson needs to know, communication in sales, consumer decision process, sales process, sales strategies, sales closing methods, sales management, determination and training of the sales force, performance evaluation.

Topics

Weeks	Topics
1	Introduction of the content of the lecture
2	Marketing and Sales
3	Sales and Salesmanship as a job
4	Consumption Psychology and Purchsing motivation
5	The Role of Communication in Sales
6	Sales Process
7	Sales Presentation
8	Meeting the Rejections and Closing the Sales
9	Mid-term
10	Sales Management
11	Sales Planning and Budgeting
12	The Selection and Training of the Sales Force
13	Sales Force Motivation
14	Performance Assesment in Sales

Materials

File	File Name	File Language	Original File Name	Added Date
Download File	bolum2-3.ppt	Türkçe	bolum2-3.ppt	23.10.2023 04:55:14
Download File	satış yönetimi bolum4.ppt	Türkçe	satış yönetimi bolum4.ppt	23.10.2023 04:55:14
Download File	SATIŞ YÖNETİMİ ÇALIŞMA SORULARI.docx	Türkçe	SATIŞ YÖNETİMİ ÇALIŞMA SORULARI.docx	23.10.2023 04:55:14
Download File	bolum6789.ppt	Türkçe	bolum6789.ppt	23.10.2023 04:55:14

Resources

Course Assessment

Assesment Methods	Percentage (%)	Assesment Methods Title
Final Exam	60	Final Exam
Midterm Exam	40	Midterm Exam

L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes

Prospective Student