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Sales Management

 

PİRİ REİS UNIVERSITY

  FACULTY OF ECONOMICS AND ADMINISTRATIVE SCIENCES

Course Name : Sales Management

Degree: Bachelor

 

Code

 

 

Year/Semester

 

Local Credits

 

ECTS Credits

 

Course Implementation, Hours/Week

Course

Tutorial

Laboratory

UİT 307

1/2 (Spring)

3

5

3

 

-

Department

Department of International Management and Trade

Instructors

 

R. Yüce UYANIK

Contact Information

 

e-mail: uyanik@boun.edu.tr

Office Hours

Tuesday 12:00 – 14:00

Web page

 

Course Type

Elective

Course Language

English

Course Prerequisites

 

Course Category by Content, %

Basic Sciences

Engineering Science

Engineering Design

Humanities

 

 

10

90

Course Description

Teaching students about mental systems, comfort zones, expectations of people, ways to overcome the obstacles faced by a salesperson; Convincing procedures, people’s styles, relationship of preferences with personalities, defining ways to satisfy needs of different people using different specifications of products and services. Techniques to open, develop and close a sales conversation and handling objections.

 

Course Objectives

 

To teach the students the ways to convince someone about any subject not only on selling something but also for any reason and to give them all the necessary instruments and techniques that will help them throughout their life.

 

Course Learning Outcomes

 

Students who pass from UİT 307 successfully will be able to:

  1. Learn about their mental potential and the importance of knowledge and skills in convincing/selling and increase their self-confidence.
  2. Learn ways to reestablish their self esteem and confidence after having lose them temporarily.
  3. Reach their personal targets before anybody else knowing the importance and acting in accordance with their goals.
  4. Design preparation and research plan in accordance with their sales targets.
  5. Define their prospective clients’ needs in a very short time.
  6. Design and present useful solutions to satisfy the needs of their clients.
  7. Explain unclear parts of his/her presentation with patience and convince the client about the fact that he/she has proposed the most useful solution.
  8. Agree on the action plan together with the client after convincing.

Instructional Methods and Techniques

Lecture, Question-Answer, little games and role plays.

Tutorial Place

-

Co-term Condition

-

Textbook

 

Other References

 

Homework & Projects

Students will be provided with study subjects to ensure that they follow the course development and prepare for the exams. Success will be measured in accordance with their class performance and exam results.

Laboratory Work

 

Computer Use

 

                   

 

Assessment Criteria

Activities

Quantity

Effects on Grading, %

Contribution

14

30

Midterm

1

35

Quiz

 

 

Homework

 

 

Term Paper/Project

 

 

Laboratory Work

 

 

Practices

 

 

Tutorial

 

 

Seminar

 

 

Presentation

 

 

Field Study

 

 

Final Exam

1

35

TOTAL

 

100

Effects of Interim Work on Grading, %

 

65

Effects of Final on Grading, %

 

35

TOTAL

 

100

 

 

ECTS/

WORKLOAD TABLE

Activities

Count

Hours

Total

Workload

Lecture

13

3

39

Midterm

1

15

15

Quiz

 

 

 

Homework

 

 

 

Term Paper/Project

1

30

30

Laboratory Work

 

 

 

Practices

 

 

 

Tutorial

 

 

 

Seminar

 

 

 

Presentation

 

 

 

Field Study

14

0,5

7

Final Exam

1

30

30

Total Workload

 

 

121

Total Workload/25

 

 

4,84

Course ECTS Credits

 

 

5

 

 

 

Week

 

Topics

Course Outcomes

1

Self preparation: Comfort Zones

I

2

Self Preparation: Developing methods for self confidence and self motivation

I, II

3

Time Management and personal planning

I, III, IV

4

Client Analysis and Preparation: Buyer’s styles

I, IV, V

5

Client Analysis and Preparation: Adoption Styles and Basic Psychological Needs

I, IV, V

6

Client Analysis and Preparation: Defining the relationship between the specifications of a product or service and the psychological needs of a prospective client.

I, IV, V

7

Client Selection and Appointment techniques

I, III, V

8

Listening and empathy

I, IV, V, VI

9

Mid Term Exam

 

10

Questioning Methods to Define Need and Exercise

I, IV, V, VI

11

Exercises for Defining Need.

I, IV, V, VI

12

Presentation of solutions

I, V, VI, VII

13

Handling Objections

I, VI, VII

14

Closing Techniques

I, VI, VII, VIII

       

 

Relationship with the Course and the International Business and Trade Curriculum

 

 

 

Program Outcomes

Level of Contribution

1

2

3

a

To be able to benefit from the basic disciplines of international business and trade (economics, business, law) and to have fundamental knowledge of these disciplines.

 

 

X

b

To be able to evaluate and interpret data, concepts and ideas in the field of international business and trade with scientific methods.

 

 

X

c

To obtain the ability to analyze international economic and trade developments, identify problems, express opinions and present solutions to problems in the organization.

 

 

X

d

To be able to comprehend the necessity of international competition and the unique business practices of different countries.

 

X

 

e

To be fully aware of the requirements of international (consumer and industrial goods) markets and be able to develop and decide strategies in finance, management, production and marketing, especially in times of crisis affecting international business environment.

 

 

X

f

To be able to foresee the processes and results of the decisions to be taken and the projects to be implemented, to take into account the cause - effect relationships and to develop a strategic approach.

 

 

X

g

To be able to focus on continuous improvement, take responsibility and be innovative in the area.

 

 

X

h

To be able to have leadership and management competencies that a manager and entrepreneur should have working at the international level.

 

 

X

i

To be able to work in teams, make horizontal and vertical communication based on professional sharing and interaction with experts in other fields, as well as having the ability to make intercultural communication.

 

 

X

j

To be able to use information and communication technologies along with the computer software at the level required by the field.

 

 

X

k

To be able to use information systems and software used in international trade operations and data analysis in addition to using computers.

X

 

 

l

To have the knowledge of at least B2 level English within the scope of European Language Portfolio Independent User and to use these qualities in verbal and written communication.

X

 

 

m

To act in accordance with social, scientific, cultural and ethical values and with the consciousness of social responsibility in various fields of international trade.

 

 

X

 

 

 

 

 

Programme Outcomes & Course Outcomes Connectivity Matrix

Course

Outcomes

I

II

III

IV

V

 

VI

 

 

VII

 

VIII

Programme Outcomes

 

a

 

 

 

 

 

 

 

 

b

 

 

 

 

 

 

 

 

c

 

 

 

 

 

 

 

 

d

 

 

 

 

 

 

 

 

e

 

 

 

 

 

 

 

 

f

 

 

 

 

 

 

 

 

g

 

 

 

 

 

 

 

 

h

 

 

 

 

 

 

 

 

i

 

 

 

 

 

 

 

 

j

 

 

 

 

 

 

 

 

k

 

 

 

 

 

 

 

 

l

 

 

 

 

 

 

 

 

m

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Prepared by

Yüce UYANIK

Date

13.01.2018

Signature