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;
  • Explain the place and importance of sales management,
  • Express the sales process,
  • Plan salesforce,
  • Analyse the motivating factors of salesforce,
  • Make a performance evaluation of salesforce
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

 



Course Category

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

 


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