Nevşehir Hacı Bektaş Veli University Course Catalogue
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| Year/Semester of Study | 4 / Fall Semester | ||||
| Level of Course | 1st Cycle Degree Programme | ||||
| Type of Course | Optional | ||||
| Department | ULUSLARARASI TİCARET VE LOJİSTİK | ||||
| Pre-requisities and Co-requisites | None | ||||
| Mode of Delivery | Face to Face | ||||
| Teaching Period | 14 Weeks | ||||
| Name of Lecturer | VOLKAN HAN (volkanhan@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 be explain the concepts on the sales staff managementt |
PO-1 Necessary knowledge of international trade, international business management and supply chain management PO-4 Efficiency in human relations, organizational behavior and communication |
Examination |
| LO-2 | Be able to analyze the diffrerence between Sales Managing and Marketing |
PO-4 Efficiency in human relations, organizational behavior and communication PO-7 Featuring in national and international market positions PO-11 Evaluation and adaptation of international marketing strategies in terms of market conditions of operation |
Examination |
| LO-3 | Can explain the basic concepts related to Sales |
PO-7 Featuring in national and international market positions PO-11 Evaluation and adaptation of international marketing strategies in terms of market conditions of operation PO-12 Ability of working with different disciplines adaptively |
Examination |
| LO-4 | Be able to explain performance appraisal methods in sales management |
PO-1 Necessary knowledge of international trade, international business management and supply chain management PO-4 Efficiency in human relations, organizational behavior and communication PO-7 Featuring in national and international market positions |
Examination |
| 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 management and negotiation definitions | Expression, question and answer |
| 2 | Salesmanship and negotiation management | Expression, question and answer |
| 3 | Sales department organization | Expression, question and answer |
| 4 | Sales force recruitment and selection | Expression, question and answer |
| 5 | Sales force training | Expression, question and answer |
| 6 | Sellers motivation | Expression, question and answer |
| 7 | Pricing | Expression, question and answer |
| 8 | mid-term exam | |
| 9 | Introduction to International Sales Management and Negotiation Techniques | Expression, question and answer |
| 10 | Objectives in the Negotiation Process | Expression, question and answer |
| 11 | Negotiation Participants | Expression, question and answer |
| 12 | Stages of the Negotiation Process | Expression, question and answer |
| 13 | Negotiation Strategies | Expression, question and answer |
| 14 | International sales management and Ethics in Negotiations | Expression, question and answer |
| 15 | Case Studies and Application | Expression, question and answer |
| 16 | final exam | |
| Recommend Course Book / Supplementary Book/Reading | ||
| 1 | • Örnek olaylarla Satış Yönetimi,Mehmet Karafakioğlu,Literatür Yayıncılık Dağıtım,İstanbul,2012 | |
| Required Course instruments and materials | ||
| Textbook, Notes, Projector | ||
| Assessment Methods | |||
| Type of Assessment | Week | Hours | Weight(%) |
| mid-term exam | 8 | 1 | 40 |
| Other assessment methods | |||
| 1.Oral Examination | |||
| 2.Quiz | |||
| 3.Laboratory exam | |||
| 4.Presentation | |||
| 5.Report | |||
| 6.Workshop | |||
| 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 | 3 | 9 | 27 |
| b) Search in internet/Library | 3 | 9 | 27 |
| c) Performance Project | 0 | ||
| d) Prepare a workshop/Presentation/Report | 0 | ||
| e) Term paper/Project | 0 | ||
| Oral Examination | 0 | ||
| Quiz | 0 | ||
| Laboratory exam | 0 | ||
| Own study for mid-term exam | 3 | 7 | 21 |
| mid-term exam | 1 | 1 | 1 |
| Own study for final exam | 3 | 7 | 21 |
| final exam | 1 | 1 | 1 |
| 0 | |||
| 0 | |||
| Total work load; | 140 | ||