PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PZR 255	SALES MANAGEMENT	4 + 2	3rd Semester

COURSE DESCRIPTION

Course Level	Associate's Degree
Course Type	Compulsory
Course Objective	To give new information and remove deficiency information about sales managemet.
Course Content	• Definition of sales management and sales manager. • Planning operations, organizing sales force. • Coordination and control of sales operations. • sales force agents and education. • Charging sales force. • Individual characteristics and tasks of sellers. • Sales speech and stages. • Purchasers objections and receiving. • Pursuing and control of sales. • Ethics of sales management • Dimensions of legal and cultural. .
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.
Mode of Delivery	Face to Face

COURSE LEARNING OUTCOMES

1	Comprehends importance and efficency of sales management
2	Learns sales force management and sales facilities
3	Gain a skill of finding enough customer and to sell them successfully
4	Has the skill of replying objections
5	Increases the efficiency of sales stuffs

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
LO 001	5	5	5	5	5	5	5			5		3
LO 002	5	5	5	5	5	5	5			5		3
LO 003	5	5	5	5	5	5	5			5		3
LO 004	5	5	5	5	5	5	5			5		3
LO 005	5	5	5	5	5	5	5			5		3
Sub Total	25	25	25	25	25	25	25			25		15
Contribution	5	5	5	5	5	5	5	0	0	5	0	3	0

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	5	70
Hours for off-the-classroom study (Pre-study, practice)	14	4	56
Assignments	2	8	16
Mid-terms	1	10	10
Final examination	1	30	30
Total Work Load ECTS Credit of the Course			182

COURSE DETAILS

Select Year

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
PZR 255	SALES MANAGEMENT	4 + 2	1	Turkish	2018-2019 Fall

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Lecturer SIDIKA ÖZLEN	sozlen@pau.edu.tr		Course location is not specified.	%70

Goals		To give new information and remove deficiency information about sales managemet.
Content		• Definition of sales management and sales manager. • Planning operations, organizing sales force. • Coordination and control of sales operations. • sales force agents and education. • Charging sales force. • Individual characteristics and tasks of sellers. • Sales speech and stages. • Purchasers objections and receiving. • Pursuing and control of sales. • Ethics of sales management • Dimensions of legal and cultural. .

Topics

Weeks	Topics
1	Concept of sales management
2	Definition of sales management and activity
3	Strategy and sales management
4	Choosing of sales represantative
5	Educating of sellers
6	Carrier on sellers
7	motiving to sellers
8	Constitute of sales team
9	Constitute of sales team
10	take desicion
11	Authority transfer
12	wages of sellers
13	Pursuing and control of sellers
14	General evaluate

Materials

Materials are not specified.

Resources

Resources	Resources Language
Satış Yönetimi-Prof.Dr.Erdoğan Taşkın	Türkçe

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