1	Course Title:	SALES MANAGEMENT
2	Course Code:	PZRS020
3	Type of Course:	Optional
4	Level of Course:	Short Cycle
5	Year of Study:	2
6	Semester:	3
7	ECTS Credits Allocated:	3
8	Theoretical (hour/week):	1
9	Practice (hour/week) :	2
10	Laboratory (hour/week) :	0
11	Prerequisites:	No prerequisite
12	Recommended optional programme components:	None
13	Language:	Turkish
14	Mode of Delivery:	Face to face
15	Course Coordinator:	Öğr. Gör. HANDE ARIKAN KILIÇ
16	Course Lecturers:
17	Contactinformation of the Course Coordinator:	arikanh@uludag.edu.tr Tel:(0224)6133102/61510
18	Website:
19	Objective of the Course:	The student, researching the characteristics of customers, is able to detect sources of potential customers, carry out the sales process, preparing pre-sales, after-sales services to follow, and can provide the coordination between the relevant services, with unit sales, business sales, according to data obtained in the analysis of the current situation so that the unit able to identify the strengths and weaknesses, to predict sales and identify sales quotas, sales-related business and financial documents to manage, organization, powers and responsibilities of salespeople to determine the structure by selecting the sales team can provide the coordination and performance evaluation criteria to enable salespeople to control
20	Contribution of the Course to Professional Development

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Learning Outcomes:

1 Being able to explain concepts of personnel selling and sales management during marketing process; 2 Being able to comprehend sales process; 3 Being able to form and apply sales estimation methods; 4 Being able to apply sales estimation methods; 5 Being able to determine and apply sales budgets; 6 Being able to form the structure of unit/region sales; 7 Being able to apply motivating methods of sales people; 8 Being able to provide coordination of unit/region sales team and to control it.; 9 Being able to explain the objection of sales and to meet ;

22	Course Content:

Week	Theoretical	Practical
1	Concept of Sales and Sales Management
2	Sales Management and Planning
3	Organization of Sales Management
4	Demand and Sales Schedule
5	Sales Budgets, sales Quotas
6	Payment of Sales Force
7	Sales Force Motivation
8	Course review and Mid-term
9	Estimation of Demand
10	Sales Estimation and Methods
11	Sales Based on Region and Sales Based on Product
12	Sales Process: Preparation, Stages,
13	Dealing with objections, Selling, Monitoring and Control
14	Ethic and Legal Dimensions of sales management

23	Textbooks, References and/or Other Materials:	Texbook, books to helps, other sources
24	Assesment

TERM LEARNING ACTIVITIES	NUMBER	PERCENT
Midterm Exam	1	40
Quiz	0	0
Homeworks, Performances	0	0
Final Exam	1	60
Total	2	100
Contribution of Term (Year) Learning Activities to Success Grade		40
Contribution of Final Exam to Success Grade		60
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	1	14
Practicals/Labs	14	2	28
Self Study and Preparation	14	3	42
Homeworks, Performances	0	1	1
Projects	0	0	0
Field Studies	0	0	0
Midtermexams	1	4	4
Others	0	0	0
Final Exams	1	8	8
Total WorkLoad			97
Total workload/ 30 hr			3,23
ECTS Credit of the Course			3

26	CONTRIBUTION OF LEARNING OUTCOMES TO PROGRAMME QUALIFICATIONS

LO: Learning Objectives

PQ: Program Qualifications

Contribution Level:

1 Very Low

2 Low

3 Medium

4 High

5 Very High