Yrd. Doç. Dr. Filiz .Eren BÖLÜKTEPE eboluktepe @uludag.edu.tr Uludağ Üniversitesi, İnegöl İşletme Fakültesi İşletme Bölümü
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Website:
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Objective of the Course:
The objective of this course is to examine the elements of an effective sales force as a key component of the organization's total international marketing effort.
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Contribution of the Course to Professional Development
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Learning Outcomes:
1
Interpret the role of sales management in international marketing;
2
Appreciate the role of personal selling in international markets;
3
Articulate the principles and problems of managing an international sales team;
4
Analyse the cultural factors affecting international sales management;
5
Explain the sales force's role in international marketing research;
6
deepen the theoretical and practical knowledge in the field international sales management;
7
Effectively express advanced marketing concepts;
8
Appreciate the possible ethical issues inherent in international
sales activities.;
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follow up the scientific developments in the field international marketing
follow up the scientific developments in the field international marketing
follow up the scientific developments in the field international marketing
follow up the scientific developments in the field international marketing
Follow up the scientific developments in the field international marketing
;
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articulate his/her research findings both orally and in writing;
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Course Content:
Week
Theoretical
Practical
1
Market-oriented perpectives and international sales management
2
International sales process and techniques
3
Professional sales skills for each step of the sales process
4
Challenges faced by ınternational sales managers
5
An overview of international sales management process
6
An overview of international sales and marketing opportunities
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Structures for International Sales Organizations
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Managing the international sales territory
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Formulating sales strategies at the international level
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Recruitment and selection process for sales personnel
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Development and Conducting International Sales Training Programme
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Designing and administering compensation plans
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Motivating Sales Staff, Incentives Planning
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Ethical and legal issues in international sales management
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Textbooks, References and/or Other Materials:
Sales Management: A Global Perspective, Earl, D. Honeycutt, John B. Forth, Antonis, C. Simintiras, Roudledge, USA, 2003 Örnek Olaylarla Satış Yönetimi, Mehmet Karafakioğlu, Literatür Yayıncılık Dağıtım, İstanbul, 2012.
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Assesment
TERM LEARNING ACTIVITIES
NUMBER
PERCENT
Midterm Exam
0
0
Quiz
0
0
Homeworks, Performances
0
0
Final Exam
1
100
Total
1
100
Contribution of Term (Year) Learning Activities to Success Grade
0
Contribution of Final Exam to Success Grade
100
Total
100
Measurement and Evaluation Techniques Used in the Course
Information
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ECTS / WORK LOAD TABLE
Activites
NUMBER
TIME [Hour]
Total WorkLoad [Hour]
Theoretical
14
3
42
Practicals/Labs
0
0
0
Self Study and Preparation
14
2
28
Homeworks, Performances
0
60
60
Projects
0
0
0
Field Studies
0
0
0
Midtermexams
0
0
0
Others
0
0
0
Final Exams
1
25
25
Total WorkLoad
155
Total workload/ 30 hr
5,17
ECTS Credit of the Course
5
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CONTRIBUTION OF LEARNING OUTCOMES TO PROGRAMME QUALIFICATIONS
