| 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. ELİF OKAN |
| Recommended Optional Program Components: |
None |
| Course Objectives: |
This course aims to provide the basic concepts of sales management and to understand the sales management process. Course objectives include understanding the strategic 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. Students learn to apply the discussion topics through an interactive project worked on throughout the course. The course is primarily an interactive discussion including debates, cases, and multiple opportunities to apply the theories that are discussed. A critical element of the class is a group project simulating a sales management situation. By the end of the course, participants should be able to understand where marketing and sales meet and how sales targets are exceeded. |
| Week |
Subject |
Related Preparation |
| 1) |
Definition of Sales and related concepts |
|
| 2) |
Individual Selling - General strategies and approaches |
|
| 3) |
Purpose, Importance and Functions of Sales Management |
|
| 4) |
The importance of sales management for companies |
|
| 5) |
The place of Sales and Sales Management in the Marketing Mix |
|
| 6) |
Strategic Sales Management - B2B and B2C Sales |
|
| 7) |
Competitive Strategies - Porter 5 Power Analysis |
|
| 8) |
Decision-making moment FMOT, Key Business Drivers |
|
| 9) |
Sales Forecast and its impact on Working Capital |
|
| 10) |
Distribution Strategy, Market Penetration |
|
| 11) |
Sales Force Training and motivation |
|
| 12) |
Student term presentations |
|
| 13) |
Student term presentations |
|
| 14) |
Student term presentations
|
|
| |
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 |
|
| 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 |
|
BAHÇEŞEHİR UNIVERSITY BİLGİ PAKETİ / DERS KATALOĞU
