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

ASISTANT PROFESSOR SUMEYRA DUMAN KURT

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	Developing a Personal Selling Philosophy (Chapter 1) Evolution of Selling Models That Complement the Marketing Concept (Chapter 2)
3	Presentation 1: Developing a Relationship Strategy (Chapters 4 & 5)
4	Presentation 2: Developing Product Strategy (Chapters 6 & 7)
5	Presentation 3: Developing a Customer Strategy (Chapters 8 & 9)
6	Sales Promotions (Consumer & Trade) Developing a Presentation Strategy (Chapter 10)
7	Presentation 4: Determining Customer Needs with a Consultative Questioning Strategy (Chapter 11)
8	Presentation 5: Creating Value with the Consultative Presentation (Chapter 12)
9	Presentation 6: Negotiating Buyer Concerns (Chapter 13)
10	Presentation 7: Adapting the Close and Confirming the Partnership (Chapter 14)
11	Presentation 8: Servicing the Sale and Building the Partnership (Chapter 15)
12	Presentation 9: Management of the Sales Force (Chapter 17)

Recomended or Required Reading

Manning, G. L., Ahearne, M. & Reece, B. (2015). Selling Today: Partnering to Create Value. 13th Edition, Pearson Prentice Hall.

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)

Asst. Prof. Sumeyra Duman Kurt
Room: 131/B, e-mail: sumeyra.kurt@deu.edu.tr

Office Hours

To be announced.

Work Placement(s)