Geomatic Engineering
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

BBA446

Course Name:

Sales Management

Course Semester:

Spring

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

University Elective

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Assoc. Prof. CEYDA OVACI

Course Lecturer(s):

Course Assistants:

Course Objective and Content

Course Objectives:

The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort. Students will develop their competence in professional selling theory and approaches, presentation skills, and sales management techniques. Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople.

Course Content:

Sales perspective; development and role of selling in marketing; sales strategies; sales environment; consumer and organizational buyer behavior; sales settings; international selling; law and issues; sales techniques; sales responsibilities and preparation; personal selling skills; key account management; relationship selling; direct marketing; internet and it applications in selling and sales management; sales management: recruitment and selection; motivation and training; organization and compensation; sales control; sales forecasting and budgeting; salesforce evaluation.

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) • Gain a solid understanding of sales management including its planning, recruiting, structure, and evaluation
2 - Skills
Cognitive - Practical
1) • Understand how to manage and motivate sales force from the perspectives of a sales manager (authority) and a marketing manager (influence)
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility
1) • Learn the sales control, sales forecasting, and budgeting strategies

Lesson Plan

Week	Subject	Related Preparation
1)	• Place of Sales Management in Marketing Management
2)	Selling process	Answering the questions at the end of the topic and preparing for the next lesson discussion.
3)	Satisfying the objections of customer
4)	sales planning
5)	Size of Sales Force and organization
6)	the place and the importance of sales force and salesman in business
7)	midterm exam
8)	Training of Sales Representatives The importance of sales training
9)	The motivation of sales force
10)	The determination of sales regions
11)	Sales Quotations and Forecasts
12)	Sales expenses
13)	Sales Budget
14)	Controling of sales efforts Ethical dimension of sales management
15)	final exam

Sources

Course Notes / Textbooks:	Mehmet Karafakioğlu (2012). Örnek Olaylarla Satış Yönetimi, Literatür Yayıncılık Cemal Yükselen (2014). Satış Yönetimi, Detay Yayıncılık
References:	Yok

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3
Program Outcomes
1) Awareness of professional and ethical responsibility.
2) Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
3) Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language.
4) Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development.
5) Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety isuues, and social and political issues according to the nature of the design.)
6) Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7) Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively.
8) Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
9) Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.
10) Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
11) Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems.

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Awareness of professional and ethical responsibility.
2)	Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied information in these areas to model and solve engineering problems.
3)	Ability to communicate effectively i Turkish, both orally and in writing; knowledge of a minimum of one foreign language.
4)	Information about business life practices such as project management, risk management, and change management; awareness of entrepreneurship, innovation, and sustainable development.
5)	Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way so as to meet the desired result; ability to apply modern design methods for this purpose. (Realistic constraints and conditions may include factors such as economic and environmental issues, sustainability, manufacturability, ethics, health, safety isuues, and social and political issues according to the nature of the design.)
6)	Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7)	Ability to devise, select, and use modern techniques and tools needed for engineering practice; ability to employ information technologies effectively.
8)	Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
9)	Knowledge about contemporary issues and the global and societal effects of engineering practices on health, environment, and safety; awareness of the legal consequences of engineering solutions.
10)	Recognition of the need for lifelong learning; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
11)	Ability to design and conduct experiments, gather data, analyse and interpret results for investigating engineering problems.

Learning Activity and Teaching Methods

Field Study
Expression
Brainstorming/ Six tihnking hats
Individual study and homework
Lesson
Group study and homework
Reading
Homework
Problem Solving
Project preparation
Report Writing
Q&A / Discussion
Social Activities
Technical Tour
Case Study

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Homework
Application
Observation
Individual Project
Group project
Presentation
Reporting
Bilgisayar Destekli Sunum
Case study presentation
Staj/ Yerinde Uygulama Değerlendirmesi

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Attendance	1	% 10
Midterms	1	% 40
Final	1	% 50
total		% 100
PERCENTAGE OF SEMESTER WORK		% 50
PERCENTAGE OF FINAL WORK		% 50
total		% 100

Workload and ECTS Credit Grading

Activities	Number of Activities	Workload
Course Hours	15	45
Study Hours Out of Class	13	98
Midterms	1	8
Final	1	14
Total Workload		165