Dokuz Eylül University Information Package / Courses Catalog

Description of Individual Course Units

Course Unit Code	Course Unit Title	Type Of Course	D	U	L	ECTS
MRK 4246	SALES AND SALES PROMOTION MANAGEMENT	ELECTIVE	3	0	0	5

Offered By

BUSINESS ADMINISTRATION

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSOCIATE PROFESSOR BILGE AYKOL

Offered to

BUSINESS ADMINISTRATION

Course Objective

It is aimed to provide students a thorough understanding of professional sales and sales promotion process including its planning and staffing, structure, and evaluation. The course also aims to provide knowledge about how to manage a sales force and to interact in group sales projects. The study of sales and sales management is intended to acquaint students with the steps necessary for individual sales, team sales, and management of individuals and teams.

Learning Outcomes of the Course Unit

1	Demonstrate an understanding of the employee selection, motivation and compensation, formation of quotas and sales districts in order to be able to manage sales force.
2	Report and discuss the selling techniques in order to learn the skills of a sales person related with completing a sales job.
3	Demonstrate an understanding of sales promotion process in order to be able to develop sales promotion strategies for consumers, businesses and salesforce.
4	Work effectively as part of a team participating and interacting in the group in a productive manner for him/herself and for the group as a whole.
5	Improve oral and written communication skills through class discussions and presentations.

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

MRK 2001 - PRINCIPLES OF MARKETING

Recomended Optional Programme Components

None

Course Contents

Week	Subject	Description
1	INTRODUCTION
2	Personal Selling Function and Sales Person
3	Developing, Directing and Evaluation of the Salesforce
4	Sales Management Process
5	Sales Promotions Consumer Sales Promotions and Trade Promotions
6	Working on the term project
7	Working on the term project
8	Working on the term project
9	Working on the term project
10	Working on the term project
11	Working on the term project
12	Working on the term project

Recomended or Required Reading

Sales and Sales Promotion Management Textbooks

Planned Learning Activities and Teaching Methods

1. Lecture
2. Group Work
3. Presentations
4. Project

Assessment Methods

SORTING NUMBER	SHORT CODE	LONG CODE	FORMULA
1	MT	Midterm
2	TP	TermProject
3	PRS	Presentation
4	FCG	FINAL COURSE GRADE	MT * 0.20 +TP * 0.60 + PRS * 0.20

Further Notes About Assessment Methods

1. Midterm Exam
Students will be assessed on their knowledge of concepts and theories through an essay-type written exam.
2. Class Discussions and Presentation
Students will be given certain topics. Groups will debate on the topics and present their opinions. Students are expected to contribute to class discussions.
3. Term project
Students will design a term project on sales management and sales promotions.

Assessment Criteria

Late submissions of reports will not be graded

Language of Instruction

English

Course Policies and Rules

1. Attending at least 70 percent of lectures is mandatory.
2. Plagiarism of any type will result in disciplinary action.
3. Students are expected to participate actively in class discussions.
4. Students are expected to attend to classes on time.
5. Students must obey the time limits of their presentation.

Contact Details for the Lecturer(s)

To be announced.

Office Hours