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) |
Explain the essential body of knowledge in the area of human resource management, including evolution of the discipline, the state-of-the-art concepts, scientific methodology, theories and models |
3 |
2) |
Employ the appropriate tools and analytical techniques to collect and analyze quantitative and qualitative data in the related areas, interpret results and propose solutions |
3 |
3) |
Recognize the importance of technological development, especially in information technologies, and utilize them in human resource management |
2 |
4) |
Evaluating knowledge in the dynamic business world and areas related to human resources management to identify needs, managing change by using critical and creative thinking process |
3 |
5) |
Have the necessary knowledge on theoretical, scientific and best practices necessary to establish human resource management systems from the beginning or to develop existing systems |
2 |
6) |
Fulfill their responsibility in teamwork and projects in businesses, and act as a leader |
1 |
7) |
Recognize individual and multi-cultural diversity, and can emphatically interact with individuals from diverse cultural backgrounds in social and professional settings |
1 |
8) |
Identify standards of personal, professional, social and business ethics, evaluate the ethical implications of various practices in the related areas, and be aware the importance of ethical behavior in adding value to the society |
1 |
9) |
Recognize interrelationship among human resource management and other disciplines, and relate knowledge from diverse areas to formulate novel solutions in the area of human resource management |
3 |