VOCATIONAL SCHOOL
Department of Marketing (Turkish)
MPAZ 103 | Course Introduction and Application Information
Course Name |
Sales Organization and Management
|
Code
|
Semester
|
Theory
(hour/week) |
Application/Lab
(hour/week) |
Local Credits
|
ECTS
|
MPAZ 103
|
Fall
|
3
|
0
|
3
|
4
|
Prerequisites |
None
|
|||||
Course Language |
Turkish
|
|||||
Course Type |
Required
|
|||||
Course Level |
Short Cycle
|
|||||
Mode of Delivery | - | |||||
Teaching Methods and Techniques of the Course | - | |||||
Course Coordinator | - | |||||
Course Lecturer(s) | ||||||
Assistant(s) | - |
Course Objectives | This course aims to enable the student to have basic knowledge about sales process, sales planning, training of salespeople and performance evaluation of sales force. |
Learning Outcomes |
The students who succeeded in this course;
|
Course Description | This course introduces students to basic concepts related to sales force and sales management, personal sales planning, organization of sales force, training, motivation and supervision |
|
Core Courses |
X
|
Major Area Courses | ||
Supportive Courses | ||
Media and Management Skills Courses | ||
Transferable Skill Courses |
WEEKLY SUBJECTS AND RELATED PREPARATION STUDIES
Week | Subjects | Related Preparation |
1 | Marketing and sales | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 3-22. |
2 | Selling and the selling profession | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 23-44. |
3 | Psychology of consumption and buying patterns | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 45-62. |
4 | The role of communication in selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 63-90. |
5 | The process of selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 91-106. |
6 | The presentation of sellng | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 107-124. |
7 | Reception of objection in selling and closing a sale | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 125-142. |
8 | Midterm | |
9 | Sales management | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 143-160. |
10 | Sales planning abd budgeting | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 161-178. |
11 | Defining and managing sales force | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 179-195. |
12 | Motivation of sales force | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 195-210. |
13 | Performance evaluation in selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 211-226. |
14 | Retail based on selling | Altunışık, R., & İslamoğlu, A. H. (2014). Satış ve satış yönetimi. Sakarya: Sakarya Yayıncılık. ISBN 9758644766, pp. 227-240. |
15 | Review of the semester | |
16 | Final exam |
Course Notes/Textbooks | Yükselen C. (2010). "Satış Yönetimi", Detay Yayıncılık, ISBN 9944223072. |
Suggested Readings/Materials | Yönetim ve Organizasyon, Eren E., (2016), Beta Yayıncıları, ISBN 6053334996. |
EVALUATION SYSTEM
Semester Activities | Number | Weigthing |
Participation |
1
|
10
|
Laboratory / Application | ||
Field Work | ||
Quizzes / Studio Critiques | ||
Portfolio | ||
Homework / Assignments | ||
Presentation / Jury | ||
Project |
1
|
20
|
Seminar / Workshop | ||
Oral Exams | ||
Midterm |
1
|
30
|
Final Exam |
1
|
40
|
Total |
Weighting of Semester Activities on the Final Grade |
3
|
60
|
Weighting of End-of-Semester Activities on the Final Grade |
1
|
40
|
Total |
ECTS / WORKLOAD TABLE
Semester Activities | Number | Duration (Hours) | Workload |
---|---|---|---|
Theoretical Course Hours (Including exam week: 16 x total hours) |
16
|
3
|
48
|
Laboratory / Application Hours (Including exam week: '.16.' x total hours) |
16
|
0
|
|
Study Hours Out of Class |
0
|
||
Field Work |
0
|
||
Quizzes / Studio Critiques |
0
|
||
Portfolio |
0
|
||
Homework / Assignments |
0
|
||
Presentation / Jury |
0
|
||
Project |
1
|
15
|
15
|
Seminar / Workshop |
0
|
||
Oral Exam |
0
|
||
Midterms |
1
|
20
|
20
|
Final Exam |
1
|
25
|
25
|
Total |
108
|
COURSE LEARNING OUTCOMES AND PROGRAM QUALIFICATIONS RELATIONSHIP
#
|
Program Competencies/Outcomes |
* Contribution Level
|
||||
1
|
2
|
3
|
4
|
5
|
||
1 | To be able to know the marketing process and its environment by having the theoretical knowledge in marketing. |
X | ||||
2 | To be able to carry out marketing activities within the framework of the relevant legislation provisions by recognizing the documents related to marketing. |
X | ||||
3 | To be able to use the modern techniques, tools and information technologies required for marketing-related applications. |
|||||
4 | To be aware of the sales organizations, sales management and sales techniques and manage the sales process and solve the possible problems that may arise. |
X | ||||
5 | To be able to analyse the customer behaviour and use this information at the local and global scenarios. |
X | ||||
6 | To be able to determine and effectively use the marketing related applications for modern techniques, tools and information technologies. |
|||||
7 | To be able to communicate effectively in oral and written form. |
X | ||||
8 | To be able to work effectively with multi-disciplinary teams, and apply them in the work environment. |
|||||
9 | To have a wide acquaintance with the math skills and statistical knowledge required for the vocational area. |
|||||
10 | To be able to follow the information in the field and communicate with colleagues by using English at the general level of European Language Portfolio A2. |
|||||
11 | To be able to act as an example to the society by the needs of social life and with its attitudes and attitudes. |
|||||
12 | To have the ability of occupational information synthesizing, analysing, interpreting, questioning, criticism, and to understand the professional legal regulations to adopt a lifelong learning approach accordingly. |
X | ||||
13 | To be able to direct his/her education to a further level of education. |
*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest