E-MBA565 Sales ManagementIstanbul Okan UniversityDegree Programs Executive MBA General Information For StudentsDiploma SupplementErasmus Policy StatementNational Qualifications
Executive MBA
Master TR-NQF-HE: Level 7 QF-EHEA: Second Cycle EQF-LLL: Level 7

General course introduction information

Course Code: E-MBA565
Course Name: Sales Management
Course Semester: Fall
Course Credits:
Theoretical Practical Credit ECTS
3 0 3 8
Language of instruction: TR
Course Requisites:
Does the Course Require Work Experience?: No
Type of course: Department Elective
Course Level:
Master TR-NQF-HE:7. Master`s Degree QF-EHEA:Second Cycle EQF-LLL:7. Master`s Degree
Mode of Delivery:
Course Coordinator : Öğr.Gör. FADİL ÖZBAĞI
Course Lecturer(s): Dr.Öğr.Üyesi FATMA YONCA TUNÇ
Course Assistants:

Course Objective and Content

Course Objectives: Students who successfully complete this course;

Explain the place and importance of sales management,
Be able to express the sales process,
Ability to plan sales force,
Analyze the factors that motivate the sales force,
Will be able to evaluate the performance of the sales force.
Course Content: With this course, it is aimed that students have basic knowledge about sales process, sales planning, training of salespeople and performance evaluation of sales force.

Learning Outcomes

The students who have succeeded in this course;
Learning Outcomes
1 - Knowledge
Theoretical - Conceptual
1) Explain the importance of sales management
2 - Skills
Cognitive - Practical
1) To be able to analyze the factors that motivate the sales force
3 - Competences
Communication and Social Competence
Learning Competence
1) Accessing the competency of planning the sales force
Field Specific Competence
1) Satış gücünün performans değerlemesini yapabilmek
Competence to Work Independently and Take Responsibility

Lesson Plan

Week Subject Related Preparation
1) • Explanation of the syllabus • Importance of sales in terms of marketing management • Marketing concept and sales management Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
2) • Purposes of sales management • Sales targets and strategy • Functions of sales management • Sales management and salesmanship • Sales manager duties Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
3) • General evaluation of the sales function and its relationship with personal selling • Functions of sales responsibilities • Sales efforts • Sales methods Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
4) • The importance of organizing the sales system • Organization of the sales force • Establishing the sales force organizational structure Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
5) • Recruitment and selection of sales • Determination of sales force in terms of quality and quantity • Recruitment and recruitment resources of salespeople • Selection of salespeople • Training and placement of sales force Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
6) • Motivation of salespeople • Charges Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
7) • Sales forecast and importance • Sales forecasting process • Sales forecasting methods • Preparation of the sales budget • Sales budget objectives • Sales expense items • Sales budget effectiveness Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
8) Midterm Exam Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
9) • Benefits of determining sales territories • Creation of sales regions • Sales area design • Estimating market potential • Formatting temporary zones • Perform workload analysis • Setting up temporary zones • Assignment of salespeople to regions Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
10) • Determination of sales quotas • Establishment of sales quotas • Sales quota types • Evaluation of salesperson activity through quotas • Quota management • Sales quota attributes Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
11) • Establishment of policies • Advertising and sales development strategies • Pricing and sales policies • Customer relations management Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
12) • Sales analysis • Preparation and evaluation of the sales performance evaluation program • Evaluation of sales force performance Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
13) • The concept of ethics and marketing ethics • Sales ethics • Consumer and consumer problems • Consumer protection and fundamental rights Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
14) • Social media and sales relationship • Forecasts about the future of sales management • Selling on social media • Selling online • The future of sales Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.
15) Final Exam Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015.

Sources

Course Notes / Textbooks: Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015
Prof. Dr. Abdullah Okumuş, Profesyonel Satış Yönetimi, AUZEF, İstanbul Üniversitesi, 2013
References: Prof. Dr. Asım Günal Önce, Satış Yönetimi, Beta Yayıncılık, 2015
Prof. Dr. Abdullah Okumuş, Profesyonel Satış Yönetimi, AUZEF, İstanbul Üniversitesi,2013

Course-Program Learning Outcome Relationship

Learning Outcomes

1

2

3

4

Program Outcomes
1) To gain basic knowledge about the basic functions in the field of business administration and to apply them in real life
2) To use scientific research methods and technology in decision processes of business
3) Evaluating the effects of political, legal, geographical, economic and technological factors on the competitive structure of the business area with team work and finding the necessary solutions
4) to be aware of current issues in the field of business and to gain sensitivity to problems
5) Transmission of written documents such as reports, printouts, internal correspondence orally in an effective manner
6) defining and analyzing the problem by forming a team within the framework of professional expertise and conceptual knowledge and using leadership qualities
7) to be able to relate to other areas of business administration, to be aware of global and social ethical norms

Course - Learning Outcome Relationship

No Effect 1 Lowest 2 Low 3 Average 4 High 5 Highest
           
Program Outcomes Level of Contribution
1) To gain basic knowledge about the basic functions in the field of business administration and to apply them in real life
2) To use scientific research methods and technology in decision processes of business
3) Evaluating the effects of political, legal, geographical, economic and technological factors on the competitive structure of the business area with team work and finding the necessary solutions
4) to be aware of current issues in the field of business and to gain sensitivity to problems
5) Transmission of written documents such as reports, printouts, internal correspondence orally in an effective manner
6) defining and analyzing the problem by forming a team within the framework of professional expertise and conceptual knowledge and using leadership qualities
7) to be able to relate to other areas of business administration, to be aware of global and social ethical norms

Learning Activity and Teaching Methods

Expression
Brainstorming/ Six tihnking hats
Lesson
Group study and homework
Reading
Homework
Q&A / Discussion

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Homework
Case study presentation

Assessment & Grading

Semester Requirements Number of Activities Level of Contribution
Attendance 1 % 15
Quizzes 2 % 20
Midterms 1 % 30
Final 1 % 35
total % 100
PERCENTAGE OF SEMESTER WORK % 65
PERCENTAGE OF FINAL WORK % 35
total % 100

Workload and ECTS Credit Grading

Activities Number of Activities Workload
Course Hours 14 42
Study Hours Out of Class 16 48
Quizzes 16 48
Midterms 11 33
Final 16 64
Total Workload 235