Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | 173315004104 | SALES MANAGEMENT AND SALES ON THE PHONE | Elective | 2 | 4 | 4 |
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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) |
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Learning Outcomes |
1 | To prepare for potential customers | 2 | Manage after-sales services | 3 | Ability to apply appropriate methods of product sales | 4 | develop sales strategy | 5 | Unit / create regional sales organization structure | 6 | Unit / regional sales team to coordinate and supervise the |
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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 |
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1 | A list of resources to investigate for potential customers and clients
Customers to determine the properties listed in | | | 2 | To prepare for the pre-sales
Perform the sales process | | | 3 | Sales process to manage the crisis
To keep track of after-sales services | | | 4 | To keep track of after-sales services
Ensure coordination between the relevant units with unit sales
Making direct sales. | | | 5 | Direct sales to
Indirect sales
Sales analysis of the current situation. | | | 6 | Analysis of the current situation of Sales
To identify the strengths and weaknesses of the unit
Estimating market opportunities and threats. | | | 7 | Estimating market opportunities and threats
To identify long-term strategic goals and objectives
Collect the data necessary to make a sales forecast. | | | 8 | Collect the data necessary to make a sales forecast
To predict sales
Determining sales quotas. | | | 9 | Sales quotas determine the
Managing commercial and financial documents related to sales
To contribute to the preparation and implementation of the budget of the unit. | | | 10 | To contribute to the preparation and implementation of the budget of the unit
Determine the number of the salesperson. | | | 11 | Determine the nature of salesperson
Available to contribute to the salesperson. | | | 12 | create partitions
Select the appropriate organizational structure to determine the powers and responsibilities. | | | 13 | Determine the characteristics of the region
Create a route for the region | | | 14 | Ensure coordination of the sales team
Check salespeople | | | 15 | | | | 16 | | | |
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Recommended or Required Reading |
textbooks |
Planned Learning Activities and Teaching Methods |
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Assessment Methods and Criteria | |
Midterm Examination | 1 | 100 | SUM | 100 | |
Final Examination | 1 | 100 | SUM | 100 | Term (or Year) Learning Activities | 40 | End Of Term (or Year) Learning Activities | 60 | SUM | 100 |
| Language of Instruction | Turkish | Work Placement(s) | None |
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Workload Calculation |
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Midterm Examination | 1 | 1 | 1 |
Final Examination | 1 | 1 | 1 |
Attending Lectures | 14 | 6 | 84 |
Problem Solving | 2 | 20 | 40 |
Observation | 2 | 10 | 20 |
Field Work | 4 | 20 | 80 |
Report Preparation | 1 | 15 | 15 |
Self Study | 14 | 4 | 56 |
Individual Study for Mid term Examination | 1 | 15 | 15 |
Individual Study for Final Examination | 1 | 20 | 20 |
Homework | 1 | 20 | 20 |
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Contribution of Learning Outcomes to Programme Outcomes |
LO1 | | | | | 4 | | | | | | | 2 | | | | | | | LO2 | | | | | | | | | 3 | | | | | 2 | | | | | LO3 | | | | | | | 2 | | | | 4 | | | | | | | | LO4 | | | 2 | | | | | | | | 3 | | 3 | | | | | | LO5 | | | | 2 | | | | 3 | | | | | | | | | | | LO6 | | | | | 2 | | | | | | | | | | 2 | | | |
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* Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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Iğdır University, Iğdır / TURKEY • Tel (pbx): +90 476
226 13 14 • e-mail: info@igdir.edu.tr
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