BAHÇEŞEHİR UNIVERSITY BİLGİ PAKETİ / DERS KATALOĞU
| BUSINESS ADMINISTRATION | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
Course Introduction and Application Information
| 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. |
Basic information
| Language of instruction: | English |
| Type of course: | Departmental Elective |
| Course Level: | Bachelor’s Degree (First Cycle) |
| Mode of Delivery: | Face to face |
| Course Coordinator : | Prof. Dr. YAVUZ GÜNALAY |
| Course Lecturer(s): |
Assoc. Prof. GÜLBERK GÜLTEKİN SALMAN |
| Recommended Optional Program Components: | None |
| Course Objectives: | In today’s world, companies not only sell products, but also must provide added value through the supply chain. This means that it is necessary to not only satisfy the next link in the distribution system, but also meet the complex needs of the end user. These needs may be technical, operational or financial. This has resulted not only in increased emphasis on improving efficiency through the sales and distribution system, but also in reduced costs. Like all other marketing programs, sales and distribution activities cost money. Sales oriented economy calls for a more professional and customer-oriented selling attitude. This in turn necessitates learning and teaching selling strategies and skills in a more systematic fashion. Although technology has changed the character of the selling job through the development of the internet- still human interaction is the most powerful tool for communication which is the basis of all marketing activity. In order to lock their customers in and create and deliver superior value in times when customers have more choices and less switching costs, sales people are adopting a partnering style of selling to build long-term, strategic relationships with their customers. Having these long-term relationships is important, as it is more profitable for companies to retain existing customers than it is to acquire new customers. The pivotal role of a partnering style of selling in today’s highly competitive business environment is a common theme throughout this course. General Sales Knowledge will be created by acknowledging: -the effects and benefits of selling in a marketing economy. -how to adapt and prepare the steps and goals of a sales presentation. -explanation and demonstrations of one’s product and/or service. -the various communication styles and the importance of a positive self-image. -applications of time management techniques to the art of selling. -ethical practices in selling. -the integration of technology into personal selling. |
Learning Outcomes
|
The students who have succeeded in this course; At the end of the course, you will be able to: -Grasp the effects and benefits of selling in a marketing economy. -Adapt and prepare the steps and goals of a sales presentation. -Explain and demonstrate one’s product and/or service. -Realize the various communication styles and the importance of a positive self-image. -Apply time management techniques to the art of selling. -Evaluate and apply ethical practices in selling. -Appreciate the integration of technology into personal selling. |
Course Content
| Many business-to-business interactions and retail businesses actively use selling as a part of their business development. Thus, this course will be necessary for any person who will be in sales and distribution. This course will contribute to Logistics Management program because of the activities and processes involved in the objective of the program will be supported by this course. |
Weekly Detailed Course Contents
| Week | Subject | Related Preparation |
| 1) | Introduction & going over the syllabs to agree on terms of this course | agree on assessment and hear about suggestions. |
| 2) | Developing a Personal Selling Philosophy Chapters 1& 2 | read chapters 1&2 quizzes 1-2 online (before class) |
| 3) | Developing a Relationship Strategy Chapters 3&4 | read chapter 3&4 quizzes 3-4 online (before class) |
| 4) | Communication Styles Chapter 5 | Read chapter 5 quiz 5 online (before class) |
| 5) | Consultation on Project | Prepare Questions Find your interviewee and report to be approved |
| 6) | Developing a Product Strategy Chapter 6&7 | read chapter 6&7 Quizzes 6-7 online (before class) |
| 7) | Developing a Product Strategy Chapter 6&7 | read chapter 6&7 Quizzes 6-7 online (before class) |
| 8) | Midterm Exam Week | |
| 9) | Developing a Customer Strategy Chapters 8&9 | read chapter 8&9 quizzes 8-9 online (before class) |
| 10) | Developing a Presentation Strategy Chapters 10& 11 | read chapter 10&11 quizzes 10-11 online (before class) |
| 11) | Developing a Presentation Strategy II Chapters 12&13 | read chapter 12&13 quizzes 12-13online (before class) |
| 12) | Developing a Presentation Strategy III Chapters 14 & 15 | read chapter 14 & 15 quizzes 14 -15online (before class) |
| 13) | Management of Self and Others Chapters 16 | read chapter 16 quizz 16 online (before class) |
| 14) | Sales Management ch 17 | read chapter 17 quizz 17 online (before class) |
Sources
| Course Notes / Textbooks: | Gerald L. Manning, Michael Ahearne, Barry Reece (2015). Selling Today: Partnering to Create Value, Global Edition, 13/Ed. Pearson |
| References: | Mevcut Değil/None |
Evaluation System
| Semester Requirements | Number of Activities | Level of Contribution |
| Attendance | 14 | % 10 |
| Homework Assignments | 10 | % 20 |
| Presentation | 1 | % 20 |
| Midterms | 1 | % 20 |
| Final | 1 | % 30 |
| Total | % 100 | |
| PERCENTAGE OF SEMESTER WORK | % 70 | |
| PERCENTAGE OF FINAL WORK | % 30 | |
| Total | % 100 | |
ECTS / Workload Table
| Activities | Number of Activities | Duration (Hours) | Workload |
| Course Hours | 14 | 3 | 42 |
| Study Hours Out of Class | 14 | 3 | 42 |
| Presentations / Seminar | 1 | 10 | 10 |
| Homework Assignments | 10 | 1 | 10 |
| Midterms | 1 | 21 | 21 |
| Final | 1 | 21 | 21 |
| Total Workload | 146 | ||
Contribution of Learning Outcomes to Programme Outcomes
| 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 |