PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
ISLE 317	SALES MANAGEMENT	3 + 0	7th Semester	5

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

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

COURSE'S CONTRIBUTION TO PROGRAM

	PO 01	PO 02	PO 03	PO 04	PO 05	PO 06
LO 001	3	3	3	3	3	3
LO 002	3	3	3	3	3	3
LO 003	3	3	3	3	3	3
LO 004	3	3	3	3	3	3
LO 005	3	3	3	3	3	3
LO 006	3	3	3	3	3	3
LO 007	3	3	3	3	3	3
Sub Total	21	21	21	21	21	21
Contribution	3	3	3	3	3	3

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	5	70
Mid-terms	1	4	4
Final examination	1	14	14
Total Work Load ECTS Credit of the Course			130 5

COURSE DETAILS

Select Year

	Course Term	No	Instructors
Details	2019-2020 Fall	1	SÜLEYMAN BARUTÇU

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
ISLE 317	SALES MANAGEMENT	3 + 0	1	Turkish	2019-2020 Fall

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Prof. Dr. SÜLEYMAN BARUTÇU	sbarutcu@pau.edu.tr		İİBF A0014	%

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

Weeks	Topics
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	Determining Optimal Sales Force Size
11	Sales Force Recruitment and Selection
12	Sales Force 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

Resources	Resources 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

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