Master of Arts in Human Resources Management with thesis
Master	TR-NQF-HE: Level 7	QF-EHEA: Second Cycle	EQF-LLL: Level 7

General course introduction information

Course Code:

TMBA565

Course Name:

Sales Management

Course Semester:

Spring

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	8

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

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:

Face to face

Course Coordinator :

Öğr.Gör. FADİL ÖZBAĞI

Course Lecturer(s):

Dr. BİLİNMİYOR BEKLER
Dr. Perihan TUNÇER
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) 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
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) Recognize the importance of technological development, especially in information technologies, and utilize them in human resource management
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
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
6) Fulfill their responsibility in teamwork and projects in businesses, and act as a leader
7) Recognize individual and multi-cultural diversity, and can emphatically interact with individuals from diverse cultural backgrounds in social and professional settings
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
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

Course - Learning Outcome Relationship

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

	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

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