| 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 | 3 | 0 | 3 | 4 |
| The course opens with the approval of the Department at the beginning of each semester |
| Language of instruction: | En |
| Type of course: | Departmental Elective |
| Course Level: | Bachelor |
| Mode of Delivery: | Face to face |
| Course Coordinator : | Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN |
| 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: | 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 |
| Attendance | 0 | % 0 |
| Laboratory | 0 | % 0 |
| Application | 0 | % 0 |
| Field Work | 0 | % 0 |
| Special Course Internship (Work Placement) | 0 | % 0 |
| Quizzes | 0 | % 0 |
| Homework Assignments | 0 | % 0 |
| Presentation | 1 | % 20 |
| Project | 0 | % 0 |
| Seminar | 0 | % 0 |
| Midterms | 1 | % 30 |
| Preliminary Jury | 0 | % 0 |
| Final | 1 | % 50 |
| Paper Submission | 0 | % 0 |
| Jury | 0 | % 0 |
| Bütünleme | % 0 | |
| 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 |
| Laboratory | 0 | 0 | 0 |
| Application | 13 | 3 | 39 |
| Special Course Internship (Work Placement) | 0 | 0 | 0 |
| Field Work | 0 | 0 | 0 |
| Study Hours Out of Class | 15 | 3 | 45 |
| Presentations / Seminar | 15 | 3 | 45 |
| Project | 0 | 0 | 0 |
| Homework Assignments | 0 | 0 | 0 |
| Quizzes | 0 | 0 | 0 |
| Preliminary Jury | 0 | 0 | 0 |
| Midterms | 1 | 2 | 2 |
| Paper Submission | 0 | 0 | 0 |
| Jury | 0 | 0 | 0 |
| 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 |