Description of Individual Course Units
Course Unit CodeCourse Unit TitleType of Course UnitYear of StudySemesterNumber of ECTS Credits
9204015072017Sales ManagementElective116
Level of Course Unit
Second Cycle
Objectives of the Course
• Building lon-term customer relations and manging customer relations and sales has an important role in business functios. Within this context students will learn the basic and essential principles and concepts of personal selling and sales management in the global marketplace. It is also aimed to increase student’s awareness and knowledge of the role that sales plays within the company’s dynamic micro/macro environments.
Name of Lecturer(s)
Prof. Dr. G. Nazan GÜNAY
Learning Outcomes
1To be able to describe principles and concepts of customer relations and personal selling
2To be able to identify building and developing customer relations, duties of sales managers and functions of sales management
3To be able to understand sales management process
Mode of Delivery
Evening Education
Prerequisites and co-requisities
None
Recommended Optional Programme Components
None
Course Contents
Relation between market position and marketing system, buildinig and developing customer relations, personal selling and sales management,sales force organization, sales forecasting, development and analysis of sales plan.
Weekly Detailed Course Contents
WeekTheoreticalPracticeLaboratory
1Building Customer Relations
2Maintaining Customer Relations
3Introduction to Sales Management
4Sales Process
5Sales Management and Sales Planning
6Sales Forecasting and Its Importance
7Sales Forecasting Methods
8Midterm
9Creating Sales Force
10Motivating Salespeople
11Salespeople Pricing
12Sales Territory Management
13Determination of Sales Quotas
14Sales Budgets
15Project Presentations
16Final Exam
Recommended or Required Reading
• Satış Teknikleri Eğitimi, Erdoğan TAŞKIN, Papatya Yayıncılık, 2004. • Satış Yönetimi Eğitimi, Erdoğan TAŞKIN, Kazancı yayınları, 2004. • Satış Yönetimi, Denetimi ve Türkiye’de Uygulanması: Erdoğan TAŞKIN, Kazancı Yayınları, 1997. • David Jobber, Geoff Lancaster, Selling and Sales Management, 8th Edition, Prentice Hall, 2010.
Planned Learning Activities and Teaching Methods
Assessment Methods and Criteria
Term (or Year) Learning ActivitiesQuantityWeight
SUM0
End Of Term (or Year) Learning ActivitiesQuantityWeight
SUM0
SUM0
Language of Instruction
Turkish
Work Placement(s)
None
Workload Calculation
ActivitiesNumberTime (hours)Total Work Load (hours)
Midterm Examination122
Final Examination122
Attending Lectures16348
Seminar144
Self Study14114
Individual Study for Mid term Examination15230
Individual Study for Final Examination30260
Reading14114
TOTAL WORKLOAD (hours)174
Contribution of Learning Outcomes to Programme Outcomes
PO
1
PO
2
PO
3
PO
4
PO
5
PO
6
PO
7
PO
8
PO
9
PO
10
LO13543444454
LO25454544445
LO34454445543
* Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High
 
Ege University, Bornova - İzmir / TURKEY • Phone: +90 232 311 10 10 • e-mail: intrec@mail.ege.edu.tr