Sales Management (MKTG 807)

2019 Spring
Sabancı Business School
Marketing(MKTG)
1.50
3
Yusuf Soner yusufsoner@sabanciuniv.edu,
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Doctoral, Master
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CONTENT

Sales Management The goal of the Sales Management course is to examine the elements of an effective sales force as a key component of the organization's total marketing effort. The course will extend student’s understanding of marketing's reach and potential impact in achieving its overarching goals. Course objectives include understanding the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining sales people.

PROGRAMME OUTCOMES


1. Develop the ability to use critical, analytical, and reflective thinking and reasoning 5

2. Reflect on social and ethical responsibilities in his/her professional life. 5

3. Gain experience and confidence in the dissemination of project/research outputs 3

4. Work responsibly and creatively as an individual or as a member or leader of a team and in multidisciplinary environments. 4

5. Communicate effectively by oral, written, graphical and technological means and have competency in English. 5

6. Independently reach and acquire information, and develop appreciation of the need for continuously learning and updating. 4


1. Develop, interpret and use statistical analyses in decision making. 2


1. Identify and diagnose business problems and opportunities accurately and effectively across a wide range of business domains (accounting, financial management, operations, marketing, strategy, and organizational design), in global and local contexts. 5

2. Incorporate Cultural Context and Complexities in Their Managerial practice. 5

3. Assess the performance of an organization in a wide range of business domains, using a range of performance criteria 5

4. Take leadership in collaborating with others in situations characterized by differing interests, diverse perspectives and skills, in order to create working environments characterized by a sense of mission, shared values, and high levels of commitment and motivation. 5

5. Identify, select, and justify strategies and courses of action at the divisional, business, and corporate levels of analysis and to develop effective plans for the implementation of selected strategies across a wide range of business domains and levels. 5