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. |
|
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 |
5 |
2) |
To use scientific research methods and technology in decision processes of business |
4 |
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 |
5 |
4) |
To be aware of current issues in the field of business and to gain sensitivity to problems |
5 |
5) |
Transmission of written documents such as reports, printouts, internal correspondence orally in an effective manner |
3 |
6) |
Defining and analyzing the problem by forming a team within the framework of professional expertise and conceptual knowledge and using leadership qualities |
4 |
7) |
To be able to relate to other areas of business administration, to be aware of global and social ethical norms |
4 |