Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 1 / Spring Semester | ||||
| Level of Course | 3rd Cycle Degree Programme | ||||
| Type of Course | Optional | ||||
| Department | BUSINESS ADMINISTRATION - PRODUCTION MANAGEMENT AND MARKETING (DOCTORATE DEGREE) | ||||
| Pre-requisities and Co-requisites | None | ||||
| Mode of Delivery | Face to Face | ||||
| Teaching Period | 14 Weeks | ||||
| Name of Lecturer | NEŞE ACAR (neseacar@nevsehir.edu.tr) | ||||
| Name of Lecturer(s) | |||||
| Language of Instruction | Turkish | ||||
| Work Placement(s) | None | ||||
| Objectives of the Course | |||||
| Making students understand basic concepts and subjects of Selling management. | |||||
| Learning Outcomes | PO | MME | |
| The students who succeeded in this course: | |||
| LO-1 | Can explain the concepts on the sales force management. |
PO-3 Strengthen their information on strategic marketing management, knows the issues of development and implementation of different marketing strategies, have knowledge about marketing organization, planning, implementation, audit and control issues. |
Examination Presentation |
| LO-2 | Can do an original research related to sales. |
PO-10 Can understand new, different and/or complex issues, design an original studies and investigate them. |
Presentation |
| LO-3 | Can explain the difference between sales management and marketing. |
PO-1 Understand all aspects of marketing science by adding current and advanced theoretical marketing information, on their knowledge which they have gained from their previous education processes, and deepen their cumulative knowledge at a level that they can innovate new information in this field. PO-8 Approach new marketing information in a systematic manner, have a high level of skills in research methods. |
Examination |
| LO-4 | Can explain performance evaluation methods. |
PO-3 Strengthen their information on strategic marketing management, knows the issues of development and implementation of different marketing strategies, have knowledge about marketing organization, planning, implementation, audit and control issues. PO-8 Approach new marketing information in a systematic manner, have a high level of skills in research methods. |
Examination Presentation |
| PO: Programme Outcomes MME:Method of measurement & Evaluation |
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| Course Contents | ||
| Sales management function, salesperson and sales management, organization, salesperson supplies and selection, training, regional design, sales quota determination, motivation, compensation and performance evaluation. | ||
| Weekly Course Content | ||
| Week | Subject | Learning Activities and Teaching Methods |
| 1 | Sales force management function | Expression / Question - Answer |
| 2 | Salesperson and the salesperson management | Expression / Question - Answer |
| 3 | Sales department organization | Expression / Question - Answer |
| 4 | Sales force recruitment, selection and training | Expression / Question - Answer |
| 5 | Sellers motivated and pricing | Expression / Question - Answer |
| 6 | Sales forecasting and budget | Expression / Question - Answer |
| 7 | Design of sales regions | Expression / Question - Answer |
| 8 | mid-term exam | |
| 9 | Sales quotas | Expression / Question - Answer |
| 10 | Performance appraisal | Expression / Question - Answer |
| 11 | Performance appraisal | Expression / Question - Answer |
| 12 | Presentation | Expression / Question - Answer |
| 13 | Presentation | Expression / Question - Answer |
| 14 | Presentation | Expression / Question - Answer |
| 15 | Presentation | Expression / Question - Answer |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | ÖNCE G., Satış Yönetimi, İzmir, 2002 | |
| Required Course instruments and materials | ||
| Textbook and the projection | ||
| Assessment Methods | |||
| Type of Assessment | Week | Hours | Weight(%) |
| mid-term exam | 8 | 1 | 20 |
| Other assessment methods | |||
| 1.Oral Examination | |||
| 2.Quiz | |||
| 3.Laboratory exam | |||
| 4.Presentation | |||
| 5.Report | |||
| 6.Workshop | 12,13,14 | 1 | 20 |
| 7.Performance Project | |||
| 8.Term Paper | |||
| 9.Project | |||
| final exam | 16 | 1 | 60 |
| Student Work Load | |||
| Type of Work | Weekly Hours | Number of Weeks | Work Load |
| Weekly Course Hours (Theoretical+Practice) | 3 | 14 | 42 |
| Outside Class | |||
| a) Reading | 8 | 6 | 48 |
| b) Search in internet/Library | 6 | 2 | 12 |
| c) Performance Project | 3 | 3 | 9 |
| d) Prepare a workshop/Presentation/Report | 8 | 5 | 40 |
| e) Term paper/Project | 0 | ||
| Oral Examination | 0 | ||
| Quiz | 0 | ||
| Laboratory exam | 0 | ||
| Own study for mid-term exam | 4 | 4 | 16 |
| mid-term exam | 1 | 1 | 1 |
| Own study for final exam | 4 | 4 | 16 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 185 | ||