School/Faculty/Institute | Faculty of Economics, Administrative and Social Sciences | ||||||
Course Code | MKTG 434 | ||||||
Course Title in English | Sales Management | ||||||
Course Title in Turkish | Satış Yönetimi | ||||||
Language of Instruction | EN | ||||||
Type of Course | Flipped Classroom | ||||||
Level of Course | Intermediate | ||||||
Semester | Spring | ||||||
Contact Hours per Week |
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Estimated Student Workload | 130 hours per semester | ||||||
Number of Credits | 5 ECTS | ||||||
Grading Mode | Standard Letter Grade | ||||||
Pre-requisites | None | ||||||
Expected Prior Knowledge | None | ||||||
Co-requisites | None | ||||||
Registration Restrictions | None | ||||||
Overall Educational Objective | To learn the dynamics, concepts, principles, and application of selling and sales management. | ||||||
Course Description | This course emphasizes the selling practices, as well as the theories to provide insight and assistance to students, salespeople in the field, as well as to sales management. This course covers the sales function, which is the most important element of the marketing mix for most students. During the last years, the selling function has moved towards more esoteric areas of marketing and this vital aspect of marketing has been somewhat neglected. Today, contact with customers is even more important. Therefore, this course aims to explain the selling and sales management process from both the theoretical and practical viewpoints. | ||||||
Course Description in Turkish | Satış uygulamalarının yanı sıra satış teorilerine de vurgu yapan bu ders, gerek öğrencilere, gerek sahadaki satış görevlileri ve satış yöneticilerine içgörü kazandırmak ve çalışmalarına destek olmayı amaçlamaktadır. Satış fonksiyonu, aynı zamanda öğrencilerin büyük kısmı için pazarlama karmasının en önemli boyutunu da içermektedir. Son birkaç yıldır satış fonksiyonu pazarlamanın daha ezoterik alanlarına doğru hareket etmiştir, ancak bu esnada pazarlamanın hayati yönü olan satış ve satış yönetimini önemli ölçüde ihmal edilmiştir. Günümüzde müşteri iletişiminin önemi tekrar gündeme gelmiştir. Bu nedenle sözkonusu ders satış ve satış yönetimi sürecini hem teorik hem de pratik açıdan ele almayı amaçlamaktadır. |
Course Learning Outcomes and CompetencesUpon successful completion of the course, the learner is expected to be able to:1) understand the nature and role of selling and sales management, the notion of marketing as having its roots in sales and the main business philosophies 2) comprehend the role of marketing and the importance of the product life cycle, as well as key concepts including positioning and targeting and the ‘four Ps’ of marketing mix, and the interrelationships between marketing strategy and sales strategy 3) understand the place of selling in the marketing plan and how pivotal the sales function is in achieving success – not only as the voice of the customer, but also in the implementation of marketing plan 4) examine consumer and organizational buyer behavior, in particular how each purchasing situation calls for an entirely different sales approach and how these behaviors might affect the seller/purchaser relationships 5) interpret the environmental and managerial forces influencing the sales function and the selection, appraisal and characteristics of sales channels 6) appreciate the micro view in terms of how international selling operates at the company level, how cultural factors, aesthetics, religion, social organization and cultural change are important elements of international business 7) understand important sales concepts of sales preparation, sales negotiations, and a ‘sales skills routine’ through individual development and associated tactics, together with the important issue of key account management (KAM) and how it is applied in practice |
Program Learning Outcomes/Course Learning Outcomes | 1 | 2 | 3 | 4 | 5 | 6 | 7 |
---|---|---|---|---|---|---|---|
1) Thorough knowledge of the major concepts, theoretical perspectives, empirical findings, and historical trends in psychology. | |||||||
2) Understanding of and ability to apply essential research methods in psychology, including research design, data analysis, and data interpretation. | |||||||
3) Competence to use critical and creative thinking, skeptical inquiry and a scientific approach to solving problems related to behavior and mental processes. | |||||||
4) Understanding and ability to apply psychological principles, skills and values in personal, social, and organizational contexts. | |||||||
5) Ability to weigh evidence, to tolerate ambiguity, and to reflect other values that underpin psychology as a discipline. | |||||||
6) Internalization and dissemination of professional ethical standards. | |||||||
7) Demonstration of competence in information technologies, and the ability to use computer and other technologies for purposes related to the pursuit of knowledge in psychology and the broader social sciences. | |||||||
8) Skills to communicate the knowledge of psychological science effectively, in a variety of formats, in both Turkish and in English (in English, at least CEFR B2 level). | |||||||
9) Recognition, understanding, and respect for the complexity of sociocultural and international diversity. | |||||||
10) Recognition for the need for, and the skills to pursue, lifelong learning, inquiry, and self-improvement. | |||||||
11) Ability to formulate critical hypotheses based on psychological theory and literature, and design studies to test those hypotheses. | |||||||
12) Ability to acquire knowledge independently, and to plan one’s own learning. | |||||||
13) Demonstration of advanced competence in the clarity and composition of written work and presentations. |
N None | S Supportive | H Highly Related |
Program Outcomes and Competences | Level | Assessed by | |
1) | Thorough knowledge of the major concepts, theoretical perspectives, empirical findings, and historical trends in psychology. | N | |
2) | Understanding of and ability to apply essential research methods in psychology, including research design, data analysis, and data interpretation. | N | |
3) | Competence to use critical and creative thinking, skeptical inquiry and a scientific approach to solving problems related to behavior and mental processes. | H | Exam,HW,Participation |
4) | Understanding and ability to apply psychological principles, skills and values in personal, social, and organizational contexts. | N | |
5) | Ability to weigh evidence, to tolerate ambiguity, and to reflect other values that underpin psychology as a discipline. | N | |
6) | Internalization and dissemination of professional ethical standards. | N | |
7) | Demonstration of competence in information technologies, and the ability to use computer and other technologies for purposes related to the pursuit of knowledge in psychology and the broader social sciences. | N | |
8) | Skills to communicate the knowledge of psychological science effectively, in a variety of formats, in both Turkish and in English (in English, at least CEFR B2 level). | N | |
9) | Recognition, understanding, and respect for the complexity of sociocultural and international diversity. | S | Participation |
10) | Recognition for the need for, and the skills to pursue, lifelong learning, inquiry, and self-improvement. | S | HW,Participation |
11) | Ability to formulate critical hypotheses based on psychological theory and literature, and design studies to test those hypotheses. | N | |
12) | Ability to acquire knowledge independently, and to plan one’s own learning. | S | Exam,HW |
13) | Demonstration of advanced competence in the clarity and composition of written work and presentations. | H | Exam,HW |
Prepared by and Date | , May 2023 |
Course Coordinator | ŞİRİN GİZEM KÖSE |
Semester | Spring |
Name of Instructor |
Week | Subject |
1) | Introduction to Sales Management - The Role of Selling |
2) | The Marketing Concept |
3) | Sales and Marketing Planning |
3) | Sales and Marketing Planning |
4) | Consumer and Organizational Buyer Behavior |
5) | Sales Contexts and Customer Management |
6) | First Mid-term exam |
7) | Pricing Decisions, Sales Accounting |
8) | Sales Channels and Distribution Management |
9) | Designing and Organizing the Sales Force |
10) | Recruiting and Selecting the Right Sales People |
11) | Second Mid-term exam |
12) | Recruiting the Right Sales People, Training and Developing the Sales Force |
13) | Setting Goal and Managing the Sales Force’s Performance |
14) | Assessing the Performance of the Sales Force and the People who Comprise It |
15) | Final Examination Period |
16) | Final Examination Period |
Required/Recommended Readings | · Sales Management - Shaping Future Sales Leaders – Tanner Honeycutt Erfmeyer - Pearson New International Edition · Selling and Sales Management- David Jobber – Geoffrey Lancaster- Kenneth Le Meunier- Pearson Eleventh Edition · Selling Today – Partnering to Create Value – Gerald L. Manning – Michael Ahearne – Barry L. Reece – Pearson Global Edition | |||||||||||||||
Teaching Methods | Flipped classroom. Participation, active learning and learning by discussion are essential. Every member of the class is expected to contribute to the subject and freely share her/his knowledge, ideas and questions. Throughout the course, experiential, research-based and reflective teaching strategies are used. Real life case studies, group projects, presentations, in-class discussions, brainstorming and key note speakers will be the essential part of the course. | |||||||||||||||
Homework and Projects | Participants are expected to: • prepare case studies; • participate in exams and final project; • study the assigned reading/ videos | |||||||||||||||
Laboratory Work | ||||||||||||||||
Computer Use | Use of personal laptops during regular lectures. | |||||||||||||||
Other Activities | ||||||||||||||||
Assessment Methods |
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Course Administration |
bakioglui@mef.edu.tr +90 5323864044 Class Attendance: Students are expected to attend classes regularly, be punctual, and complete all work whether present or not. Excused absences include the following: (1) the student has contacted the faculty member prior to the absence due to a college sponsored activity, (2) the student has contacted the faculty member prior to the absence and the faculty member concurs that the absence is unavoidable and legitimate, (3) faculty member determines that the student has missed classes/assignments due to factors beyond the student's control (i.e., illness, family misfortune, etc.), and the faculty member concurs. All other absences are considered unexcused, in which case the instructor is not obligated to provide an opportunity for making up class-work for credit. Class Participation: Each student must actively participate in class discussions in order to earn his/her "class participation" grade. It is not enough to come to class and just sit and listen to the instructor or other students. You will not earn class participation grade that way. Sometimes, I will call on students to answer questions and discuss class materials. Leaving the classroom during the class before the break and without the permission of the instructor is strictly prohibited. Students will be encouraged to participate in class and contribute to the learning experience. Students are always free and encouraged to give feedback and ask questions about the course via e-mail to instructor (bakioglui@mef.edu.tr). Study expectations: Students are expected to attend all classes in accordance with MEF University policy, and to come prepared by having reviewed notes from the previous lecture and having read the current scheduled assignments. Quizzes will be frequently given to test the student's class preparation by asking questions based upon the prior lectures or current assigned reading. The best way to contact me is e-mail. I respond to your e-mails latest within a day, so I expect the same thing from you. It is your responsibility to update your contact information in our Online System. |
Activity | No/Weeks | Hours | Calculation | ||||
No/Weeks per Semester | Preparing for the Activity | Spent in the Activity Itself | Completing the Activity Requirements | ||||
Course Hours | 14 | 2 | 3 | 1 | 84 | ||
Project | 1 | 16 | 2 | 2 | 20 | ||
Midterm(s) | 2 | 10 | 2 | 1 | 26 | ||
Total Workload | 130 | ||||||
Total Workload/25 | 5.2 | ||||||
ECTS | 5 |