COURSE PROFILE. The objective of this course is to introduce essential concepts, methods, strategies, and processes that are used in sales management.

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1 COURSE PROFILE Course Name Code Semester Term Theory+PS+Lab (hour/week) Local Credits ECTS Personal Selling and Sales Management MAN Prerequisites - Course Language Course Type English Required Course Lecturer Course Assistant Course Objectives Course Learning Outcomes Course Content The objective of this course is to introduce essential concepts, methods, strategies, and processes that are used in sales management. Understanding the administrative and functional aspects of sales management become capable in conducting step by step sales flow. Special emphasize on ethical perspectives of sales management. Marketing management and sales, creating excellence in step by step sales flow.

2 COURSE CONTENT Week Subjects Related 1 Overview of Sales Management and the Selling Environment 2 The Process of Buying and Selling Linking Strategies and the Sales Role in the Era of Customer Relationship Management(CRM) Organizing the Sales Effort The Strategic Role of Information in Sales Management Sales Person Performance: Behavior, Role Perceptions and Satisfaction Motivating the Sales Force 7 Sales Force Recruitment and Selection 8 Midterm 9 Sales Training: Objectives, Techniques and Evaluation 10 Designing Compensation and Incentive Programs 11 Evaluating Sales Performance 12 Ethical Perspectives & Issues 13 Future Trends and Tendencies 14 General Overview Course Textbook Sales Force Management, Mark W. Johnston & Greg W. Marshall, ISBN: Çağdaş İşletme - Yönetim Dinamikleri ve Biz, Murat Ferman,

3 ISBN: Sales Management, William L. Cron & Thomas E. DeCarlo ISBN-13: Management of a Sales Force, Rosann L. Spiro & Gregory A. Rich & William J. Stanton ISBN: Selling and Sales Management, David Jobber & Geoff Lancaster ISBN-13: Recommended References

4 Semester Requirements Number Percentage of Grade Attendance/Participation Laboratory Application 6 20 Special Course Internship (Work Placement) Quizzes/Studio Critics Homework Assignments Presentation 1 20 Project Seminar/Workshop Midterms/Oral Exams 1 30 Final/Resit Exam 1 30 Total 100 Percentage of Semester Work 70 Percentage of Final Work 30 Total 100

5 COURSE'S CONTRIBUTION TO PROGRAM # Program Qualifications / Outcomes 1 Being able to change management in the notion of lifelong learning behavior. 2 Broaden and deepen the knowledge about business administration area at the master s level. 3 Being able to establish a target and resolutions on specialist business administration problems, to analyze via scientific research tools, to evaluate the results and to implement. 4 Improving new strategic approaches by thinking within innovative and holistic ways, making decisions by taking responsibility during the unforeseen and complicated events in the field of business administration. 5 Adapting the values of business ethics, teaching and controlling according to social, scientific and ethical values under any circumstances in the field of Business Administration. 6 Understanding the multidisciplinary nature of business administration, and analyze theoretical and practical information and skills gain through master s degree on interdisciplinary dimension 7 Communicating systematically the recent developments and one s s individual studies in the field of business administration to the groups within and outside the field via written, oral and visual presentations 8 Demonstrate oral and written communication skills in a foreign language Level of Contribution x x 1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest

6 ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION Course Hours (Including Exams) Tutorials Activities Number Duration (Hours) Total Workload Laboratory Application Special Course Internship (Work Placement) Field Work Study Hours Out of Class Presentations / Seminar Project Preparatory reading Homework Assignments Quizzes Midterm Exams Final / Resit Exam Total Workload 175

7 COURSE CATEGORY ISCED GENERAL AREA CODES GENERAL AREAS ISCED BASIC AREA CODES BASIC EDUCATIONAL AREAS 1 Education 14 Teacher training and education science 0 2 Humanities and Arts 21 Arts 0 22 Humanities Social sciences, Business and Law Science, Mathematics and Computing Engineering, Manufacturing and Construction Agriculture and Veterinary 31 Social and behavioural science 0 32 Journalism and information 0 34 Business and administration Law 0 42 Life science 0 44 Physical science 0 46 Mathematics and statistics 0 48 Computing 0 52 Engineering and Engineering Trades 0 54 Manufacturing and processing 0 58 Architecture and building 0 62 Agriculture, forestry and fishery 0 64 Veterinary 0 7 Health and Welfare 72 Health 0 76 Social services 0 81 Personal services 0 8 Services 84 Transport services 0 85 Environmental protection 0 86 Security services 0

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