Information Package / Course Catalogue
| Electrical and Electronics Engineering | |||||
| 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 | EN | ||||||
| Type of Course | Flipped Classroom | ||||||
| Level of Course | Intermediate | ||||||
| Semester | Spring | ||||||
| Contact Hours per Week |
|
||||||
| 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 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) An ability to identify, formulate, and solve complex engineering problems by applying principles of engineering, science, and mathematics | |||||||
| 2) An ability to apply engineering design to produce solutions that meet specified needs with consideration of public health, safety, and welfare, as well as global, cultural, social, environmental, and economic factors | |||||||
| 3) An ability to communicate effectively with a range of audiences | |||||||
| 4) An ability to recognize ethical and professional responsibilities in engineering situations and make informed judgments, which must consider the impact of engineering solutions in global, economic, environmental, and societal contexts | |||||||
| 5) An ability to function effectively on a team whose members together provide leadership, create a collaborative and inclusive environment, establish goals, plan tasks, and meet objectives | |||||||
| 6) An ability to develop and conduct appropriate experimentation, analyze and interpret data, and use engineering judgment to draw conclusions | |||||||
| 7) An ability to acquire and apply new knowledge as needed, using appropriate learning strategies |
Relation to Program Outcomes and Competences
| N None | S Supportive | H Highly Related |
| Program Outcomes and Competences | Level | Assessed by | |
| 1) | An ability to identify, formulate, and solve complex engineering problems by applying principles of engineering, science, and mathematics | N | |
| 2) | An ability to apply engineering design to produce solutions that meet specified needs with consideration of public health, safety, and welfare, as well as global, cultural, social, environmental, and economic factors | S | Participation |
| 3) | An ability to communicate effectively with a range of audiences | S | Participation |
| 4) | An ability to recognize ethical and professional responsibilities in engineering situations and make informed judgments, which must consider the impact of engineering solutions in global, economic, environmental, and societal contexts | N | |
| 5) | An ability to function effectively on a team whose members together provide leadership, create a collaborative and inclusive environment, establish goals, plan tasks, and meet objectives | S | Participation |
| 6) | An ability to develop and conduct appropriate experimentation, analyze and interpret data, and use engineering judgment to draw conclusions | N | |
| 7) | An ability to acquire and apply new knowledge as needed, using appropriate learning strategies | S | Participation |
| Prepared by and Date | RÜYA YÜKSEL , May 2023 |
| Course Coordinator | CEYHAN MUTLU |
| Semester | Spring |
| Name of Instructor |
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 |
|
|||||||||||||||
| 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 | ||||||