ECON. AND ADM. SCIENCE
BUSINESS
Course Name   Sales Management
Semester Course Code Theoretical / Practice time ECTS
7 0603788 3 / 0 4
Course Degree Bachelor's degree
Course Language Turkish
Format of Delivery: Face to Face
Course Coordinator Assoc. Prof. Dr. Muammer ZERENLER
Coordinator e-mail zerenler selcuk.edu.tr
Instructors
Asistant Instructors
Course Objectives The aim of the course of sales management is tı give useful information about the terms of: basic topics of selling function, the important of selling in management function and important for firms, selling policies, different selling organizations and management techniques.
Basic Sciences Engineering Scinces Social Sciences Educational Sciences Artistic sciences Medical Science Agricultural sciences
0 0 100 0 0 0 0
Course Learning Methods and Techniquies
Practical and teorical lecture.
Week Course Content Resource
1 Outlook on Personal Selling Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
2 Selling from past to present Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
3 Definitions and mission of selling. Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
4 Process of selling Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
5 Key features of sellers Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
6 Works about preparation for selling Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
7 Rules of personal selling. Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
8 Mid term exam week Mid term exam week
9 Communication with customer Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
10 Persuasion in personal selling. Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
11 Techniques of merchandising Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
12 New developments about selling Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
13 Electronic selling on Internet Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
14 International selling Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
15 Recover of personal selling Erdoğan Taşkın, Education for Sales Techniques, Papatya Publishing, İstanbul, 2006.
Assesment Criteria   Mid-term exam Final exam
  Quantity Percentage Quantity Percentage  
Term Studies : - - - -
Attendance / Participation : - - - -
Practical Exam : - - - -
Special Course Exam : - - - -
Quiz : - - - -
Homework : - - - -
Presentations and Seminars : - - - -
Projects : - - - -
Workshop / Laboratory Applications : - - - -
Case studies : - - - -
Field Studies : - - - -
Clinical Studies : - - - -
Other Studies : - - - -
Mid-term exam   1 40 - -
Final exam   - - 1 60
ECTS WORK LOAD TABLE   Number Duration
Course Duration : 14 3
Classroom Work Time : 14 2
Presentations and Seminars : - -
Course Internship : - -
Workshop / Laboratory Applications : - -
Field Studies : - -
Case studies : - -
Projects : - -
Homework : - -
Quiz : - -
Mid-term exam : 1 25
Final Exam : 1 25
ECTS 4
No COURSE LEARNING OUTCOMES CONTRIBUTION
D.Ö.Ç. 1 Student has knowledge about, selling and marketing functions. 4
D.Ö.Ç. 2 Student has knowledge about how to use the modern management techniques for selling teams to work effective and efficient. 4
D.Ö.Ç. 3 Student has knowledge about, making and management of selling strategy an policy. 4
D.Ö.Ç. 4 Student has knowledge about usage of information technologies for implementation of customer relationship management in business strategy. 3
D.Ö.Ç. 5 Student has knowledge about management of human resources about selling mamagement. 3
D.Ö.Ç. 6 Student become skilful about preparing and analysing investment project that essential for new markets where firms to be study about sales management on. 4
D.Ö.Ç. 7 Student has important knowledge about making and controlling of marketing strategy, marketing policy and preparing marketing plans relative to sales management. 4
D.Ö.Ç. 8 Student has knowledge about application about strategy, tactics and techniques that necessary for make sales management activities at national and international markets. 4
D.Ö.Ç. 9 Student has knowledge like sales utive and advertising that interested with marketing and promotion. 4
D.Ö.Ç. 10 She/he uses her/his information about law for meet of legal requirements for make sales management activities at national and international markets. 3
* 1: Zayıf - 2: Orta - 3: İyi - 4: Çok İyi
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