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

Ders Genel Tanıtım Bilgileri

School/Faculty/Institute

Faculty of Econ., Admin. 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

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 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) Has a broad foundation and intellectual awareness with exposure to mathematics, history, economics, and social sciences
2) Demonstrates knowledge and skills in different functional areas of business (accounting, finance, operations, marketing, strategy, and organization) and an understanding of their interactions within various industry sectors
3) Applies theoretical knowledge as well as creative, analytical, and critical thinking to manage complex technical or professional activities or projects
4) Exhibits an understanding of global, environmental, economic, legal, and regulatory contexts for business sustainability
5) Demonstrates individual and professional ethical behavior and social responsibility
6) Demonstrates responsiveness to ethnic, cultural, and gender diversity values and issues
7) Uses written and spoken English effectively (at least CEFR B2 level) to communicate information, ideas, problems, and solutions
8) Demonstrates skills in data and information acquisition, analysis, interpretation, and reporting
9) Displays computer proficiency to support problem solving and decision-making
10) Demonstrates teamwork, leadership, and entrepreneurial skills
11) Displays learning skills necessary for further study with a high degree of autonomy

Relation to Program Outcomes and Competences

N None	S Supportive	H Highly Related

	Program Outcomes and Competences	Level	Assessed by
1)	Has a broad foundation and intellectual awareness with exposure to mathematics, history, economics, and social sciences	S	Project
2)	Demonstrates knowledge and skills in different functional areas of business (accounting, finance, operations, marketing, strategy, and organization) and an understanding of their interactions within various industry sectors	H	Exam
3)	Applies theoretical knowledge as well as creative, analytical, and critical thinking to manage complex technical or professional activities or projects	H	Exam
4)	Exhibits an understanding of global, environmental, economic, legal, and regulatory contexts for business sustainability	S	Project
5)	Demonstrates individual and professional ethical behavior and social responsibility	S	Project
6)	Demonstrates responsiveness to ethnic, cultural, and gender diversity values and issues	S	Project
7)	Uses written and spoken English effectively (at least CEFR B2 level) to communicate information, ideas, problems, and solutions	S	Project
8)	Demonstrates skills in data and information acquisition, analysis, interpretation, and reporting	S	Project
9)	Displays computer proficiency to support problem solving and decision-making	N
10)	Demonstrates teamwork, leadership, and entrepreneurial skills	S	Project
11)	Displays learning skills necessary for further study with a high degree of autonomy	S	Project

Prepared by and Date	IRMAK BAKİOĞLU , 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

Computer Use

Use of personal laptops during regular lectures.

Other Activities

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
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.

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