Information Package / Course Catalogue
Sales Management
Course Code: IYO267
Course Type: Area Elective
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 2
Prt.: 0
Credit: 2
Lab: 0
ECTS: 3
Objectives of the Course

The transfer of information about the execution and management of sales activities that can be thought of as the task of managing the point of contact with the customer when marketing activities are carried out.

Course Content

Basic concepts in sales management context, sales process and sales management are explained in this lesson.

Name of Lecturer(s)
Learning Outcomes
1.Defines and associates concepts that form the basis of sales and sales management.
2.Explain sales process, organizes and manages the items of process.
3.Explains the knowledge and skills that the sales profession and the salesperson should possess and discusses the behaviors exhibited by a typical salesperson and presents suggestions.
4.To be able to empowered with on-the-go budgeting techniques
5.To be able to good communicator for salesperson motivation
Recommended or Required Reading
1.Lecture notes
2.• Yükselen Cemal (2007) Satış Yönetimi, Detay Yayıncılık. İslamoğlu ve Altunışık Remzi (2007) Satış ve Satış Yönetimi, Sakarya Kitabevi.
Weekly Detailed Course Contents
Week 1 - Theoretical
Marketing and sales
Week 1 - Preparation Work
Related chapters in the course book
Week 2 - Theoretical
Sales and sales profession
Week 2 - Preparation Work
Related chapters in the course book
Week 3 - Theoretical
Consumption psychology and buying motives
Week 3 - Preparation Work
Related chapters in the course book
Week 4 - Theoretical
The role of communication in sales
Week 4 - Preparation Work
Related chapters in the course book
Week 5 - Theoretical
Selling process
Week 5 - Preparation Work
Related chapters in the course book
Week 6 - Theoretical
Sales presentation
Week 6 - Preparation Work
Related chapters in the course book
Week 7 - Theoretical
Meeting objections in sales
Week 7 - Preparation Work
Related chapters in the course book
Week 8 - Theoretical
Sales management
Week 8 - Preparation Work
Related chapters in the course book
Week 9 - Theoretical
Sales management
Week 9 - Intermediate Exam
Midterm exam
Week 10 - Theoretical
Sales planning and budgeting
Week 10 - Preparation Work
Related chapters in the course book
Week 11 - Theoretical
Sales force determination and training
Week 11 - Preparation Work
Related chapters in the course book
Week 12 - Theoretical
Sales force motivation
Week 12 - Preparation Work
Related chapters in the course book
Week 13 - Theoretical
Performance measurement in sales
Week 13 - Preparation Work
Related chapters in the course book
Week 14 - Final Exam
Final Exam
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory141249
Midterm Examination112113
Final Examination116117
TOTAL WORKLOAD (hours)79
Contribution of Learning Outcomes to Programme Outcomes