PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PZR 504	SALES MANAGEMENT PROCESSES AND TECHNIQUES	3 + 0	2nd Semester	7,5

COURSE DESCRIPTION

Course Level	Master's Degree
Course Type	Elective
Course Objective	The main objectives of this course are to provide an understanding of the tools and techniques necessary to effectively manage the sales activities, the sales organization and sales techniques, develop skills required to plan, organize, implement and control selling activities and examine managerial issues surrounding sales management.
Course Content	The importance of selling and sales management, sellers, sales function, consumption psychology and buying behaviors, marketing and sales, sales processes and sales techniques, taking decisions about sales activities, international sales management
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.
Mode of Delivery	Face to Face

COURSE LEARNING OUTCOMES

1	Students define managerial issues surrounding sales management
2	Students prepare sales programs for a product or service,
3	Students take decisions about sales activities,
4	Students define sales techniques,
5	Students organize sales activities for domestics and international

COURSE'S CONTRIBUTION TO PROGRAM

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
Hours for off-the-classroom study (Pre-study, practice)	14	4	56
Assignments	2	15	30
Mid-terms	1	17	17
Final examination	1	20	20
Report / Project	2	15	30
Total Work Load ECTS Credit of the Course			195 7,5

COURSE DETAILS

Select Year

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
PZR 504	SALES MANAGEMENT PROCESSES AND TECHNIQUES	3 + 0	1	Turkish	2023-2024 Spring

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Prof. Dr. SÜLEYMAN BARUTÇU	sbarutcu@pau.edu.tr		İİBF A0132	%

Goals		The main objectives of this course are to provide an understanding of the tools and techniques necessary to effectively manage the sales activities, the sales organization and sales techniques, develop skills required to plan, organize, implement and control selling activities and examine managerial issues surrounding sales management.
Content		The importance of selling and sales management, sellers, sales function, consumption psychology and buying behaviors, marketing and sales, sales processes and sales techniques, taking decisions about sales activities, international sales management

Topics

Weeks	Topics
1	Marketing and sales, sales and sales careers
2	Consumption psychology and buying behaviors and case studies
3	Face-to-Face Sales, New Developments in Sales and E-Sales, Social Media Sales, Facebook Sales, Instagram Sales, Mobile Applications Sales
4	Sales Management Information Systems and Technology Based Sales Management E-Sales Management, E-Sales Automation, Traditional and Modern Sales Systems, Hybrid Sales, TOGG and TESLA Sales Systems
5	Satış süreci ve örnek olay analizleri Sales process and case studies
6	Communications and body language in selling and case studies, sales presentation and case studies
7	Overcoming objections and closing the sales and case studies
8	The process of sales management and case studies
9	Sales planning and budgeting and case studies
10	Sales force recruitment and selection and case studies
11	Sellers motivation and case studies
12	Evaluating sales performance
13	Sales in retail points and case studies
14	Sales careers in the future and ınternational sales management and case studies

Materials

Materials are not specified.

Resources

Resources	Resources Language
Islamoğlu, A. H. ve Altunışık, R. (2007) Satış ve Satış Yönetimi, Sakarya Yayıncılık, Sakarya	Türkçe
Çabuk, S. (2003) Profesyonel satış Yöneticiliği, Can Yayınları	Türkçe
Calvin, R.C. (2000) Sales Management, McGraw-Hil	English

Course Assessment

Assesment Methods	Percentage (%)	Assesment Methods Title
Final Exam	50	Final Exam
Midterm Exam	50	Midterm Exam

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

Prospective Student