1	Course Title:	SALES FORCE MANAGEMENT
2	Course Code:	ISL3308
3	Type of Course:	Optional
4	Level of Course:	First Cycle
5	Year of Study:	3
6	Semester:	6
7	ECTS Credits Allocated:	5
8	Theoretical (hour/week):	3
9	Practice (hour/week) :	0
10	Laboratory (hour/week) :	0
11	Prerequisites:	None
12	Recommended optional programme components:	None
13	Language:	Turkish
14	Mode of Delivery:	Face to face
15	Course Coordinator:	Prof. Dr. MURAT HAKAN ALTINTAŞ
16	Course Lecturers:	Prof. Dr. Hakan Altıntaş Doç. Dr. Erkan ÖZDEMİR Doç. Dr. Çağatan Taşkın
17	Contactinformation of the Course Coordinator:	Uludağ Üniversitesi, İ.İ.B.F. İşletme Bölümü, Görükle, Bursa,mhakan@uludag.edu.tr
18	Website:
19	Objective of the Course:	Providing information to decision makers about marketing problems and solutions of these problems.
20	Contribution of the Course to Professional Development

21

Learning Outcomes:

1 Learning how to create sales force organization; 2 Learning recruitment methods of sales force ; 3 Learning sales training methods ; 4 Learning how to motivate sales force ; 5 Knowing sales force’s compensation methods ; 6 Making sales forecasting; 7 Preparing sales budgets and makings sales planning; 8 Managing sales territories effectively ; 9 Appraising sales and sales force performance ; 10 Understanding international sales management process;

22	Course Content:

Week	Theoretical	Practical
1	The role of sales force management in marketing
2	New marketing approaches and its effects on sales force management
3	Roles and functions in the sales force
4	Sales structures and sales force organization
5	Selling process
6	Recruitment of sales force
7	Sales force training (mid-term exam)
8	Motivation of sales force
9	Sales forecasting and sales planning
10	Preparation of sales budget
11	Management of sales territories
12	Evaluating sales and sales force performance
13	Compensation of sales force
14	International sales force management

23	Textbooks, References and/or Other Materials:	David Jobber and Geoffrey Lancaster, "Selling and Sales Management, 8th edition, 2009. Chris Noonan, Sales Manegement, Butterworth-Heinemann, Oxford, 1998. Gonca Telli Yamamoto, Satış ve Satış Gücü Yönetimi, Literatür Yayıncılık, 2. Baskı, 2007. Ahmet H. İslamoğlu ve Remzi Altunışık, Satış ve Satış Yönetimi, Sakarya yayıncılık, Sakarya, 2009.
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

25

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	0	0
Projects	0	0	0
Field Studies	0	0	0
Midtermexams	1	15	15
Others	1	45	45
Final Exams	1	20	20
Total WorkLoad			150
Total workload/ 30 hr			5
ECTS Credit of the Course			5

26	CONTRIBUTION OF LEARNING OUTCOMES TO PROGRAMME QUALIFICATIONS
PQ1 PQ2 PQ3 PQ4 PQ5 PQ6 PQ7 PQ8 PQ9 PQ10 PQ11 PQ12 LO1 0 0 0 0 0 0 0 0 0 0 0 0 LO2 0 0 0 0 0 0 0 0 0 0 0 0 LO3 0 0 0 0 0 0 0 0 0 0 0 0 LO4 0 0 0 0 0 0 0 0 0 0 0 0 LO5 0 0 0 0 0 0 0 0 0 0 0 0 LO6 0 0 0 0 0 0 0 0 0 0 0 0 LO7 0 0 0 0 0 0 0 0 0 0 0 0 LO8 0 0 0 0 0 0 0 0 0 0 0 0 LO9 0 0 0 0 0 0 0 0 0 0 0 0 LO10 0 0 0 0 0 0 0 0 0 0 0 0

LO: Learning Objectives

PQ: Program Qualifications

Contribution Level:

1 Very Low

2 Low

3 Medium

4 High

5 Very High