Tourism and Hotel Management (English)
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: EN
Course Requisites:
Does the Course Require Work Experience?: No
Type of course: Department 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) Learning the facts, concepts and principles related to tourism and hotel management
2) Having a theoretical and practical knowledge at the basic level related to the field
3) To be able to make analytical evaluations for tourism and travel sector
4) Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment
5) To be able to work efficiently in the tourism sector
6) Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide
7) Organizing, coordinating and developing departments in accommodation organizations
8) To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies
9) Demonstrating the ability to apply professional working techniques in food and beverage establishments

Course - Learning Outcome Relationship

No Effect 1 Lowest 2 Low 3 Average 4 High 5 Highest
           
Program Outcomes Level of Contribution
1) Learning the facts, concepts and principles related to tourism and hotel management
2) Having a theoretical and practical knowledge at the basic level related to the field
3) To be able to make analytical evaluations for tourism and travel sector
4) Learning the basic laws and regulations and professional standarts that apply regarding the tourism sector in Turkey and physical environment associated with hotel management space, tools, and use acquainted with the technology, applying the ethical values, protecting the natural environment
5) To be able to work efficiently in the tourism sector
6) Learning the characteristics of the major tourist destinations to apply this knowledge in the tourism sector for Turkey and worldwide
7) Organizing, coordinating and developing departments in accommodation organizations
8) To be able to define and develop sales techniques and income management practices applied in accommodation and food and beverage companies
9) Demonstrating the ability to apply professional working techniques in food and beverage establishments

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