Psychology
Bachelor	Length of the Programme: 4	Number of Credits: 240	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF: Level 6

ECTS Course Information Package

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

Type of Course

Flipped Classroom

Level of Course

Intermediate

Semester

Spring

Contact Hours per Week

Lecture: 3

Recitation:

Lab:

Other:

Estimated Student Workload

130 hours per semester

Number of Credits

5 ECTS

Grading Mode

Standard Letter Grade

Pre-requisites

None

Co-requisites

None

Expected Prior Knowledge

None

Registration Restrictions

Only undergraduate students

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 Learning Outcomes and Competences

Upon 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.

Relation to Program Outcomes and Competences

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	RÜYA YÜKSEL , May 2023
Course Coordinator	CEYHAN MUTLU
Semester	Spring
Name of Instructor	Öğr. Gör. RÜYA YÜKSEL

Course Contents

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

None

Computer Use

Use of personal laptops during regular lectures.

Other Activities

None

Assessment Methods

Assessment Tools	Count	Weight
Attendance	1	% 20
Midterm(s)	2	% 40
Final Examination	1	% 40
TOTAL		% 100

Course Administration

bakioglui@mef.edu.tr
+90 5323864044
In this course, active participation is key to learning and applying. Thus the grading of the class participation will be done based on the quality of active student participation and contribution to in-class activities. Students are expected to attend all sessions and be in class on time. When they can not attend due to a sickness (which should require a report from a full facility hospital) or an excuse accepted my MEF regulations, they should inform the instructors by mail. As the feedback and questions are very valuable for making the course a distinctive learning experience, students may visit the instructors during office hours or send e mails, for any course related issues. Academic dishonesty and plagiarism will be subject to the YÖK disciplinary regulation.

ECTS Student Workload Estimation

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