| MATHEMATICS (TURKISH, PHD) | |||||
| PhD | TR-NQF-HE: Level 8 | QF-EHEA: Third Cycle | EQF-LLL: Level 8 | ||
| Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
| PAZ5117 | Sales Management | Fall | 3 | 0 | 3 | 8 |
| The course opens with the approval of the Department at the beginning of each semester |
| Language of instruction: | Tr |
| Type of course: | Departmental Elective |
| Course Level: | |
| Mode of Delivery: | Face to face |
| Course Coordinator : | Instructor HAKAN ASLAN |
| Course Objectives: | The lecture is designed to give the specific academic knowledge to the students about the Sales Management structures as in analyzing market demand, managing the sales expectations, budget management, and determination of sales quotas. |
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The students who have succeeded in this course; 1) The importance of the Sales Strategies and their correlation with the firms market power. 2) Succeeding in trade negotiations 3) Developing inducement skills 4) Developing Networks |
| 1. Basic Principles of Sales Management 2. Evaluation Process of the Sales Management 3. Motivation of the Sales Executives 4. The Importance of the Education of the Sales Department 5. Regional Sales Strategies and Applications 6. Sales Quotas 7. Ethics in Sales Management 8. Mid Term Examination 9. Ideal Sales Process and Applications 10. Customer Segmentation 11. Profiles of Sales Executives 12. Problem Solving and Inducement 13. Market and Consumer Manipulation and Applications 14. Final Exam. |
| Week | Subject | Related Preparation |
| Course Notes: | |
| References: | Selling- Building Partnership, Barton Weitz, Mc Graw Hill, 2007 |
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