Information Package / Course Catalogue
Sales Management
Course Code: DIT228
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: 3
Objectives of the Course

To address the lack of information on sales management and give new information.

Course Content

Planning sales management functions and activities. Coordination and supervision of sales activities. The organization of the sales force. Selection and training of the sales force representatives. Personal characteristics and functions of salespeople. Sales tracking and control.

Name of Lecturer(s)
Ins. Mehmet TAŞDELEN
Learning Outcomes
1.To understand the place of business of salespeople and sales organizations
2.to contribute to the work of determining sales territories and sales quotas.
3.to contribute to sales and marketing expenses and sales budget planning.
4.
5.
Recommended or Required Reading
Weekly Detailed Course Contents
Week 1 - Theoretical
The seller's place of business and sales force
Week 2 - Theoretical
Selection of sales representatives
Week 3 - Theoretical
Case study analysis
Week 4 - Theoretical
Training of sales representatives
Week 5 - Theoretical
Case study analysis
Week 6 - Theoretical
Sales force motivation
Week 7 - Theoretical
Case study analysis
Week 8 - Theoretical
Midterm Exam- Case study analysis
Week 9 - Theoretical
Determination of sales territories and sales quotas
Week 10 - Theoretical
Case study analysis
Week 11 - Theoretical
Control of the sales effort
Week 12 - Theoretical
Remuneration of Salesmen
Week 13 - Theoretical
Leadership in Sales Management
Week 14 - Theoretical
Creation of Sales Teams
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%70
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory140228
Assignment28118
Individual Work1213
Midterm Examination112113
Final Examination112113
TOTAL WORKLOAD (hours)75
Contribution of Learning Outcomes to Programme Outcomes