Description of Individual Course Units
Course Unit CodeCourse Unit TitleType of Course UnitYear of StudySemesterNumber of ECTS Credits
173315004104SALES MANAGEMENT AND SALES ON THE PHONEElective244
Level of Course Unit
Short Cycle
Objectives of the Course
Student; potential customers searching for resources to be able to identify characteristics of customers, perform the pre-sales process, preparing sales, after-sales services to follow, and provide the coordination between the relevant units with unit sales, business sales, according to data obtained in the analysis of the current situation so that the unit is able and strong and be able to identify weaknesses, predict sales and sales quotas, sales-related business and financial documents to manage, select the organizational structure can determine the powers and responsibilities of salespeople, sales team, coordination and performance evaluation criteria to enable salespeople to control.
Name of Lecturer(s)
Learning Outcomes
1To prepare for potential customers
2Manage after-sales services
3Ability to apply appropriate methods of product sales
4develop sales strategy
5Unit / create regional sales organization structure
6Unit / regional sales team to coordinate and supervise the
Mode of Delivery
Daytime Class
Prerequisites and co-requisities
None
Recommended Optional Programme Components
None
Course Contents
1 To prepare for potential customers 2 Prepare and sell the product for sale 3 Manage after-sales services 4 Ability to apply appropriate methods of product sales 5 I develop sales strategy 6 Develop sales strategy II
Weekly Detailed Course Contents
WeekTheoreticalPracticeLaboratory
1A list of resources to investigate for potential customers and clients Customers to determine the properties listed in
2To prepare for the pre-sales Perform the sales process
3Sales process to manage the crisis To keep track of after-sales services
4To keep track of after-sales services Ensure coordination between the relevant units with unit sales Making direct sales.
5Direct sales to Indirect sales Sales analysis of the current situation.
6Analysis of the current situation of Sales To identify the strengths and weaknesses of the unit Estimating market opportunities and threats.
7Estimating market opportunities and threats To identify long-term strategic goals and objectives Collect the data necessary to make a sales forecast.
8Collect the data necessary to make a sales forecast To predict sales Determining sales quotas.
9Sales quotas determine the Managing commercial and financial documents related to sales To contribute to the preparation and implementation of the budget of the unit.
10To contribute to the preparation and implementation of the budget of the unit Determine the number of the salesperson.
11Determine the nature of salesperson Available to contribute to the salesperson.
12create partitions Select the appropriate organizational structure to determine the powers and responsibilities.
13Determine the characteristics of the region Create a route for the region
14Ensure coordination of the sales team Check salespeople
15
16
Recommended or Required Reading
textbooks
Planned Learning Activities and Teaching Methods
Assessment Methods and Criteria
Term (or Year) Learning ActivitiesQuantityWeight
Midterm Examination1100
SUM100
End Of Term (or Year) Learning ActivitiesQuantityWeight
Final Examination1100
SUM100
Term (or Year) Learning Activities40
End Of Term (or Year) Learning Activities60
SUM100
Language of Instruction
Turkish
Work Placement(s)
None
Workload Calculation
ActivitiesNumberTime (hours)Total Work Load (hours)
Midterm Examination111
Final Examination111
Attending Lectures14684
Problem Solving22040
Observation21020
Field Work42080
Report Preparation11515
Self Study14456
Individual Study for Mid term Examination11515
Individual Study for Final Examination12020
Homework12020
TOTAL WORKLOAD (hours)352
Contribution of Learning Outcomes to Programme Outcomes
PO
1
PO
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3
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4
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5
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6
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7
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LO1    4      2      
LO2        3    2    
LO3      2   4       
LO4  2       3 3     
LO5   2   3          
LO6    2         2   
* Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High
 
Iğdır University, Iğdır / TURKEY • Tel (pbx): +90 476 226 13 14 • e-mail: info@igdir.edu.tr