Information Package / Course Catalogue
| Course Code | : PAR240 |
| Course Type | : Area Elective |
| Couse Group | : Short Cycle (Associate's Degree) |
| Education Language | : Turkish |
| Work Placement | : N/A |
| Theory | : 2 |
| Prt. | : 1 |
| Credit | : 3 |
| Lab | : 0 |
| ECTS | : 4 |
The main purpose of the course is to learn the organizational and managerial structures of the salesforce in the enterprises and to learn the stages of the selection process of the sales personnel
Sales and salesforce concepts, salesforce management activities, salesforce organizational structures, determination of salesforce, remuneration, motivation and performance evaluation
| Ins. Hande KAFADAR |
| 1. | Learning the concept of salesforce and its managerial activities |
| 2. | Learning the types of sales force organizations |
| 3. | Understanding the salesperson selection process |
| 4. | Learning the sales force compensation system |
| 5. | To have information about the motivation of the salesforce and the evaluation of its performance |
| 1. | Prof. Dr. Cemal YÜKSELEN - Marketing & Principles-Management-Case Studies |
| 2. | Satış ve Satış Yönetimi – Remzi ALTUNIŞIK-Ahmet Hamdi İSLAMOĞLU |
| 3. | Satış ve Satış Gücü Yönetimi – Gonca Telli YAMAMOTO |
| Type of Assessment | Count | Percent |
|---|---|---|
| Midterm Examination | 1 | %40 |
| Final Examination | 1 | %60 |
| Activities | Count | Preparation | Time | Total Work Load (hours) |
|---|---|---|---|---|
| Lecture - Theory | 14 | 0 | 2 | 28 |
| Lecture - Practice | 14 | 0 | 1 | 14 |
| Assignment | 9 | 0 | 2 | 18 |
| Individual Work | 14 | 0 | 2 | 28 |
| Midterm Examination | 1 | 5 | 1 | 6 |
| Final Examination | 1 | 5 | 1 | 6 |
| TOTAL WORKLOAD (hours) | 100 | |||
PÇ-1 | PÇ-2 | PÇ-3 | PÇ-4 | PÇ-5 | PÇ-6 | PÇ-7 | PÇ-8 | PÇ-9 | PÇ-10 | PÇ-11 | PÇ-12 | PÇ-13 | PÇ-14 | |
OÇ-1 | 3 | 5 | 5 | 4 | 5 | 5 | 5 | 3 | 5 | 5 | 5 | 5 | 5 | 5 |
OÇ-2 | 5 | 5 | 3 | 4 | 4 | 3 | 5 | 4 | 5 | 4 | 4 | 5 | 5 | 5 |
OÇ-3 | 4 | 3 | 5 | 5 | 4 | 5 | 5 | 3 | 5 | 5 | 3 | 4 | 5 | 5 |
OÇ-4 | 3 | 4 | 5 | 4 | 5 | 5 | 5 | 3 | 5 | 5 | 3 | 4 | 5 | 5 |
OÇ-5 | 5 | 5 | 3 | 4 | 4 | 3 | 5 | 4 | 5 | 4 | 4 | 5 | 5 | 5 |