BUSINESS ADMINISTRATION | |||||
Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 |
Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
LOG3211 | Personal Selling and Sales Management | Fall Spring |
3 | 0 | 3 | 6 |
This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester. |
Language of instruction: | English |
Type of course: | Departmental Elective |
Course Level: | Bachelor’s Degree (First Cycle) |
Mode of Delivery: | Face to face |
Course Coordinator : | Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN |
Course Lecturer(s): |
Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN |
Recommended Optional Program Components: | None |
Course Objectives: | To provide an introduction to personal selling as a systematic process; insights into how people, both salespeople and prospective buyers, are motivated; an introduction to the basic activities of sales management: evaluation, compensation, forecasting, budgeting, time and territory management. |
The students who have succeeded in this course; 1 Being able to comprehend the place of personal sales within the marketing process 2 Being able to describe the advantages and disadvantages of personal sales 3 Being able to use body language, empathy and efficient communication process in personal sales 4 Being able to comprehend and apply the characteristics of personal sales 5 Being able to manage CRM based studies 6 Being able to constitute and apply a Customer Complaint Management system 7 Being able to follow up the process between order processing and product delivery date 8 Being able to constitute and direct sales techniques required in crisis periods 9 Being able to manage the process of after sales - customer loyalty |
1 The Concept of Personal Selling 2 Development of Personal Selling 3 The Features of Personal Selling 4 Personal Selling according to Selling Efforts 5 Advantages and Disadvantages of Personal Selling 6 The Concept of Sales Management 7 Sales Management Process 8 Sales Technques 9 Course review and Mid-term 10 Sales Meeting and communication 11 Objection of Buyers, 12 Closing Sale 13 Consumer Follow up After Sale 14 Customer Relation Management |
Week | Subject | Related Preparation |
1) | General Review | None |
1) | The Concept of Personal Selling | None |
2) | Development of Personal Selling | None |
3) | The Features of Personal Selling | None |
4) | Personal Selling according to Selling Efforts | None |
5) | Advantages and Disadvantages of Personal Selling | None |
6) | The Features of Personal Selling | None |
7) | Sales Management Process | None |
8) | Sales Technques | None |
9) | Mid term | None |
10) | Sales Meeting and communication | None |
11) | Objection of Buyers | None |
12) | Closing Sale | None |
13) | Consumer Follow up After Sale | None |
14) | Customer Relation Management | None |
15) | General Review | None |
16) | Final Exam | None |
Course Notes / Textbooks: | Sales Management: Concepts, Practices and Cases, Eugene M. Johnson (Author), David L. Kurtz (Author), Eberhard Scheuing (Author), McGraw-Hill Education (ISE Editions); |
References: | Mevcut Değil |
Semester Requirements | Number of Activities | Level of Contribution |
Presentation | 1 | % 20 |
Midterms | 1 | % 30 |
Final | 1 | % 50 |
Total | % 100 | |
PERCENTAGE OF SEMESTER WORK | % 50 | |
PERCENTAGE OF FINAL WORK | % 50 | |
Total | % 100 |
Activities | Number of Activities | Duration (Hours) | Workload |
Course Hours | 16 | 3 | 48 |
Application | 13 | 3 | 39 |
Study Hours Out of Class | 15 | 3 | 45 |
Presentations / Seminar | 15 | 3 | 45 |
Midterms | 1 | 2 | 2 |
Final | 1 | 2 | 2 |
Total Workload | 181 |
No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
Program Outcomes | Level of Contribution | |
1) | Being able to identify problems and ask right questions | |
2) | Having problem solving skills and developing necessary analytical attitude | |
3) | Comprehending theoretical arguments along with counter arguments in detail | |
4) | Gaining awareness of lifelong learning and being qualified for pursuing graduate education | |
5) | Applying theoretical concepts in project planning | |
6) | Communicating efficiently by accepting differences and carrying out compatible teamwork | |
7) | Increasing efficiency rate in business environment | |
8) | Developing innovative and creative solutions in face of uncertainty | |
9) | Researching to gather information for understanding current threats and opportunities in business | |
10) | Being aware of the effects of globalization on society and business while deciding | |
11) | Possessing digital competence and utilizing necessary technology | |
12) | Communicating in at least one foreign language in academic and daily life | |
13) | Possessing managing skills and competence | |
14) | Deciding with the awareness of the legal and ethical consequences of business operations | |
15) | Expressing opinions that are built through critical thinking process in business and academic environment |