SALES MANAGEMENT

Course Description

The main purpose of this course is to prepare students to become effective sales managers in today’s hyper-competitive environment and global economies —by integrating current smart technologies, research and development activities, and strategic thinking skills in applying real industry. This course will enable students to gather data and information about sales management as major business function with an overview of the sales perspective, sales environment, sales technique and sales control. This course covers the topics such as what must still be the most important element of the marketing mix for the students and practitioners. This course provides the basis for the consistent cadence of sales inspections for creating a selling quality and excellence which help the students to develop their understanding against role-base competencies.

SALES MANAGEMENT

Evaluation Tools (Active Term)

No evaluation items have been defined.

Course outcomes

No course outcomes have been defined yet.

Course Syllabus

Reference Books & Course Materials

1. 01 Jobber, D., Le Meunier-Fitzhugh & Lancaster, G. (2019). Selling and Sales Management, 11th edition. Pearson Education.

Learning Outcomes

1. L01 Explain Characteristics of modern selling SOLO 3
2. L02 Developing inside and Outside-in sale planning model SOLO 5
3. L03 Explain Organizational Buying Features SOLO 3
4. L04 Design communication process SOLO 5
5. L05 Hypothesize factor Influence selling process SOLO 5
6. L06 Explain sales rules and regulations SOLO 3

Program Outcomes

1. P01 Adequate knowledge in mathematics, science and engineering subjects pertaining to the relevant discipline; ability to use theoretical and applied knowledge in these areas in complex engineering problems.
2. P02 Ability to identify, formulate, and solve complex engineering problems; ability to select and apply proper analysis and modelling methods for this purpose.
3. P03 Ability to design a complex system, process, device or product under realistic constraints and conditions, in such a way as to meet the desired result; ability to apply modern design methods for this purpose.
4. P04 Ability to devise, select, and use modern techniques and tools needed for analysing and solving complex problems encountered in engineering practice; ability to employ information technologies effectively
5. P05 Ability to design and conduct experiments, gather data, analyse and interpret results for investigating complex engineering problems or discipline specific research questions.
6. P06 Ability to work efficiently in intra-disciplinary and multi-disciplinary teams; ability to work individually.
7. P07 Ability to communicate effectively in Turkish, both orally and in writing; knowledge of a minimum of one foreign language; ability to write effective reports and comprehend written reports, prepare design and production reports, make effective presentations, and give and receive clear and intelligible instructions.
8. P08 Recognition of the need for lifelong learning ; ability to access information, to follow developments in science and technology, and to continue to educate him/herself.
9. P09 Consciousness to behave according to ethical principles and professional and ethical responsibility; knowledge on standards used in engineering practice.
10. P10 Knowledge about business life practices such as project management, risk management, and change management; awareness in entrepreneurship, innovation; knowledge about sustainable development.
11. P11 Knowledge about the global and social effects of engineering practices on health, environment, and safety, and contemporary issues of the century reflected into the field of engineering; awareness of the legal consequences of engineering solutions.

Po-Lo Matrix