Ondokuz Mayıs Üniversitesi Bilgi Paketi - Ders Kataloğu

Description of Individual Course Units

Course Unit CodeCourse Unit TitleType of CourseYearSemesterECTS
2306015072012 Sales Management 927001 1 1 7
Level of Course Unit
Second Cycle
Objectives of the Course
The importance of marketing and sales in business activities is growing with each passing year. By competition increases and differences in product and service quality significantly decreases, differences focuse on business - customer relations. This development increases the importance of marketing and sales activities and employees governing and conducting these activities are obliged to be equipped with the necessary knowledge and skills. This course aims to contribute to the people in the academic and professional life.
Name of Lecturer(s)
Yrd.Doç.Dr. Yetkin BULUT
Learning Outcomes
  1. Knows its place in sales management and marketing management
  2. obtain information about the sales process and customer objections
  3. knows how to do and implement sales planning
  4. knows how to select, recruit and motivate salesperson
  5. Knows where the sales department should be the organization and knows how to audit.
Mode of Delivery
Evening Programme
Prerequisites and co-requisities
Recommended Optional Programme Components
Recommended or Required Reading
Prof.Dr. Cemal Yükselen, Satış Yönetimi, Detay Yayıncılık
Planned Learning Activities and Teaching Methods
Language of Instruction
Work Placement(s)
Course Contents
Sales Management and its place in Marketing Management Sales ProcessMeeting the customer objectionsSales PlanningThe size and organization of the Sales ForceRecruit and selection of salesmenIncentives for salespeopleTraining of salespeopleSales Forecasting, Sales Quotas and Sales Budget ManagementMotivation of Sales ForcePerformance Evaluation of the Sales ForceSales Control
Weekly Detailed Course Contents
Week Theoretical Practice Laboratory
1.Place of Sales Management in Marketing Management
2.Sales Process I
3.Sales Process II
4.Meeting the customer objections
5.Sales Planning
6.The size and organization of the Sales Force
7.Recruit and selection of sales force
8.midterm exam
9.rewarding of salespeople
10.Training of salespeople
11.Sales Forecasting, Sales Quotas and Sales Budget Management
12.Motivation of Sales Force
13.Performance Evaluation of the Sales Force
14.Sales Control
Assessment Methods and Criteria
Term (or Year) Learning ActivitiesQuantityWeight (%)
Midterm Examination1100
End Of Term (or Year) Learning ActivitiesQuantityWeight (%)
Final Examination1100
Term (or Year) Learning Activities40
End Of Term (or Year) Learning Activities60
Workload Calculation
ActivitiesQuantityTime(hours)Total Workload(hours)
Midterm Examination111
Final Examination122
Attending Lectures177
Field Work31030
Project Preparation157105