Sales Management (MKTG 407)

2024 Fall
Sabancı Business School
Marketing(MKTG)
3
6
Işıl Büdeyri Turan isil.turan@sabanciuniv.edu,
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English
Undergraduate
MKTG301
Formal lecture,Field work/field study/on-the-job
Interactive,Case Study
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Programs\Type Required Core Elective Area Elective
Management *
Management *

CONTENT

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 salespeople.

OBJECTIVE

teaching sales skills

LEARNING OUTCOMES

  • Upon successful completion of this course, students should be able to; 1. Identify the relationship between organization and sales function 2. Demonstrate importance of ethics in sales 3. Describe the sales process in a systematic manner 4. Apply individual steps of sales process, like prospecting, approach, sales presentation, objection handling, closing and after sales follow up 5. Show an understanding of methods for hiring, training and deploying sales force 6. Explain the process of managing the sales force 7. Demonstrate an understanding of sales planning

PROGRAMME OUTCOMES

1. Understand the world, their country, their society, as well as themselves and have awareness of ethical problems, social rights, values and responsibility to the self and to others. 5

2. Understand different disciplines from natural and social sciences to mathematics and art, and develop interdisciplinary approaches in thinking and practice. 3

3. Think critically, follow innovations and developments in science and technology, demonstrate personal and organizational entrepreneurship and engage in life-long learning in various subjects; have the ability to continue to educate him/herself. 3

4. Communicate effectively in Turkish and English by oral, written, graphical and technological means. 5

5. Take individual and team responsibility, function effectively and respectively as an individual and a member or a leader of a team; and have the skills to work effectively in multi-disciplinary teams. 4

1. Have an understanding of economics and main functional areas of management

2. Have a basic all-around knowledge in humanities, science, mathematics, and literature

3. Have a basic knowledge of law and ethics, awareness of social and ethical responsibilities

4. Work effectively in teams and environments characterized by people of diverse educational, social and cultural backgrounds

5. Demonstrate proficiency in oral and written communications in English

6. Pursue open minded inquiry and appreciate the importance of research as an input into management practice; thus, a.know how to access, interpret and analyze data and information by using current technologies b.use the results from analyses to make informed decisions

7. Use office softwares for written communication, presentation, and data analysis

8. Demonstrate awareness that business settings present different opportunities and challenges for managers due to environmental/contextual differences that arise in economic, political, cultural, legal-regulatory domains

ASSESSMENT METHODS and CRITERIA

  Percentage (%)
Final 40
Midterm 20
Participation 20
Homework 20

RECOMENDED or REQUIRED READINGS

Cases Harvard Business Review Cases
Course Web sucourse