Information Package / Course Catalogue
Selling Management
Course Code: PZL102
Course Type: Required
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 4
Prt.: 2
Credit: 5
Lab: 0
ECTS: 12
Objectives of the Course

In that course the subjects are discussed: Sales organization management, sales organization motivation, sales regions arrangement, sales quote preparation, Sales budgets, sales analyses, sales audit and sales ethic.

Course Content

To give new information and remove deficiency information about sales management.

Name of Lecturer(s)
Learning Outcomes
1.To be able to comprehend the concept of sales assisstant and place of sales organization in the company
2.To be able to Comprehend selecting process of sales asisstant and contrubite to apply them
3.To be able to comprehend training process of sales asisstant and to organize tranning programme
4.To be able to contrubite to motivate for sales force
5.To contrubite to set selling areas and sales quotas
6.To be able to contrubite to set selling expenses and sales budget
7.To be able to contrubite to audit selling efforts
Recommended or Required Reading
Weekly Detailed Course Contents
Week 1 - Theoretical
Sales power and importance of seller in the company
Week 2 - Theoretical
Selection of the sales representative
Week 3 - Theoretical
Sample event analysis
Week 4 - Theoretical
Aducation of the sales representative
Week 5 - Theoretical
Sample event analysis
Week 6 - Theoretical
Motivation of sales power
Week 7 - Theoretical
Sample event analysis
Week 8 - Intermediate Exam
Midterm
Week 9 - Theoretical
Sales areas and determination of sales quotas
Week 10 - Theoretical
Sales expenditure and budget
Week 11 - Theoretical
Sample event analysis
Week 12 - Theoretical
Control of sales efforts
Week 13 - Theoretical
Ethics of sales management
Week 14 - Theoretical
Sample event analysis
Week 15 - Theoretical
An overview of the course
Week 16 - Final Exam
Final Exam
Week 17 - Final Exam
Final Exam
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory142484
Lecture - Practice141242
Assignment105050
Reading145070
Practice Examination135136
Midterm Examination117118
TOTAL WORKLOAD (hours)300
Contribution of Learning Outcomes to Programme Outcomes
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
PÇ-15
OÇ-1
4
4
5
4
5
5
5
4
4
4
4
4
4
3
3
OÇ-2
4
4
4
4
4
4
4
4
4
4
4
4
3
3
3
OÇ-3
5
5
4
5
4
4
4
4
4
4
4
4
4
4
4
OÇ-4
5
4
4
4
5
4
4
4
4
4
4
4
4
4
3
OÇ-5
5
5
4
4
4
4
4
4
4
4
4
4
4
3
3
OÇ-6
5
4
4
4
4
4
4
4
4
4
4
4
3
3
3
OÇ-7
5
4
4
4
4
4
4
4
4
4
4
4
4
3
4
Adnan Menderes University - Information Package / Course Catalogue