COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
ISLE 317SALES MANAGEMENT3 + 05th 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 prerequisites.
Corequisite No corequisites.
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 11PO 12
LO 01555555555555
LO 02444445555555
LO 03545454545454
LO 04545454545455
LO 05555555555555
LO 06454545454545
LO 07444444455555
Sub Total323132313232333334333434
Contribution545455555555

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration14342
Hours for off-the-classroom study (Pre-study, practice)13339
Assignments11010
Mid-terms11313
Final examination12626
Total Work Load

ECTS Credit of the Course






130

5

COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2017-2018 Fall1SÜLEYMAN BARUTÇU

Course Details
Course Code:  ISLE 317 Course Title:  SALES MANAGEMENT
L+P Hour : 3 + 0   Course Code : 1   Language Of Instruction: Turkish Course Semester :  2017-2018 Fall
Course Coordinator :  PROFESSOR SÜLEYMAN BARUTÇU E-Mail:  sbarutcu@pau.edu.tr, Phone Number :  296 2702,
Course Location 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
Attendance : %
Topics
WeeksTopics
1 Marketing and Sales
2 Sales and Sales Careers
3 Consumption Psychology and Buying Behaviors
4 Communications and Body language in Selling
5 Sales Process
6 Sales Presentation
7 Overcoming Objections and Closing the Sales
8 The process of sales Management
9 Sales Planning and Budgeting
10 Sales Objectives and Targets and Determining Sales Force Size,
11 Sales Force Recruitment and Selection
12 Sellers Motivation
13 Evaluating sales performance and Sales in Retail Points
14 Sales Careers in the Future and International Sales Management
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, A. H., & Altunışık, R. (2014). Satış ve satış yönetimi. Sakarya Yayıncılık.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