PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
BNK 240	SALES MANAGEMENT	2 + 0	4th Semester	2

COURSE DESCRIPTION

Course Level	Associate's Degree
Course Type	Elective
Course Objective	The main aim of the course is to explain the basic concepts, methods and strategies used in sales management. Explaining the knowledge required to be a succesful salesperson.
Course Content	Concept and importance of sales management, sales management objectives and strategies, organization of sales force, selection and training of sales force representatives, remuneration of salespeople, motivation of salespeople, evaluation of salespeople's performance, salesperson control, personal selling, hot-cold sales, body and space language in sales, meeting objections in sales, closing techniques of sales.
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	Uses verbal and nonverbal communication tools in sales.
3	Identify potential customer objections in the sales process.
4	Defines successful closing strategies.
5	Defines strategies for recruiting, training, motivating and measuring the performance of salespeople.

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
LO 001	5	5	5		5					5	5	5
LO 002		4			4		4	4	4	4
LO 003		5			5			5	5		5
LO 004		4		4	4		4	4
LO 005	4			4	4		4				4	4
Sub Total	9	18	5	8	22		12	13	9	9	14	9
Contribution	2	4	1	2	4	0	2	3	2	2	3	2

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	2	28
Mid-terms	12	1	12
Final examination	12	1	12
Total Work Load ECTS Credit of the Course			52 2

COURSE DETAILS

Select Year

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
BNK 240	SALES MANAGEMENT	2 + 0	1	Turkish	2023-2024 Spring

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Lecturer İSMAİL ÇELİKAK	icelikak@pau.edu.tr		BEMYO E0109	%70

Goals		The main aim of the course is to explain the basic concepts, methods and strategies used in sales management. Explaining the knowledge required to be a succesful salesperson.
Content		Concept and importance of sales management, sales management objectives and strategies, organization of sales force, selection and training of sales force representatives, remuneration of salespeople, motivation of salespeople, evaluation of salespeople's performance, salesperson control, personal selling, hot-cold sales, body and space language in sales, meeting objections in sales, closing techniques of sales.

Topics

Weeks	Topics
1	Introduction to sales management
2	General information about individual selling
3	Historical change of individual selling
4	The impact of culture and values on sales
5	B2B and B2C Sales
6	Obligations and duties of sales managers
7	Characteristics of sales managers
8	Midterm
9	Market segmentation, targeting
10	Sales steps
11	Customer types
12	Sales strategies
13	Selection, training and management of sales teams
14	Final exam

Materials

Materials are not specified.

Resources

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