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COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
ISLE 317SALES MANAGEMENT3 + 07th Semester5

COURSE DESCRIPTION
Course Level Bachelor's Degree
Course Type Elective
Course Objective The objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Course Content Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to Face

COURSE LEARNING OUTCOMES
1Plans sales activities
2Gains the abilities of verbal and body language in selling process.
3Defines potential customers’ objections in their shopping activities.
4Defines successful sales closing methods.
5Defines strategies for sales force recruitment and selection, sellers motivation, evaluating sales performance.
6Learns decisions for firms’ selling activities.
7Interprets legal regulations related to consumer protection.

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06PO 07PO 08PO 09PO 10PO 11
LO 001554545 2 2 
LO 00233  23 3 2 
LO 003333323 3 3 
LO 004333323 3 3 
LO 005555432 5 3 
LO 006545555 5 4 
LO 007 4345     5
Sub Total242723242321 21 175
Contribution34333303021

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)14342
Hours for off-the-classroom study (Pre-study, practice)14456
Mid-terms11515
Final examination11717
Total Work Load

ECTS Credit of the Course






130

5
COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2020-2021 Fall1SÜLEYMAN BARUTÇU


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Course Details
Course Code Course Title L+P Hour Course Code Language Of Instruction Course Semester
ISLE 317 SALES MANAGEMENT 3 + 0 1 Turkish 2020-2021 Fall
Course Coordinator  E-Mail  Phone Number  Course Location Attendance
Prof. Dr. SÜLEYMAN BARUTÇU sbarutcu@pau.edu.tr İİBF A0010 %
Goals The objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Content Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
Topics
WeeksTopics
1 Introduction to Sales
2 Marketing and Sales
3 Marketing Strategy, Sales and Sales management
4 Sales and Sales Profession Career
5 Consumption Psychology and Buying Behaviors
6 Communications, Body and Spatial Language in Selling
7 Sales Process
8 Sales Presentation
9 Overcoming Objections and Closing the Sales
10 Sales Management Process and Determining Optimal Sales Force Size
11 Sales Planning and Budgeting
12 Sales Force Recruitment and Traning
13 Sales Force Motivation and Salary
14 Evaluating sales performance and Sales Auditing
Materials
Materials are not specified.
Resources
ResourcesResources Language
TANNER, J., HONEYCUTT, E. D., ERFFMEYER, R. C. (2009) “Sales Management” Prentice Hall, English
JOBBER, D.; LANCASTER, G. (2009) “Sales and Sales Management” 8th Edition, Prentice Hall, England.English
İslamoğlu, H. & Altunışık, R. (2009) Satış ve Satış Yönetimi, Sakarya Yayıncılık. Türkçe
Önce, G. (2015). Satış Yönetimi. Beta Yayınları Türkçe
Course Assessment
Assesment MethodsPercentage (%)Assesment Methods Title
Final Exam50Final Exam
Midterm Exam50Midterm Exam
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes