Istanbul Health and Technology University INFORMATION PACKAGE / COURSE CATALOGUE
| Industrial Engineering(English) | |||||
| Bachelor | TR-NQF-HE: Level 6 | QF-EHEA: First Cycle | EQF-LLL: Level 6 | ||
Course General Introduction Information
| Course Code: | IND460 | ||||
| Course Name: | Marketing and Sales Management | ||||
| Course Semester: | Spring | ||||
| Course Credits: |
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| Language of instruction: | |||||
| Course Requirement: | |||||
| Does the Course Require Work Experience?: | No | ||||
| Type of course: | Area Ellective | ||||
| Course Level: |
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| Mode of Delivery: | Face to face | ||||
| Course Coordinator : | Ar.Gör. HÜSEYİN TANSU YILDIRIM | ||||
| Course Lecturer(s): | |||||
| Course Assistants: |
Course Purpose and Content
| Course Objectives: | Learning the basic principles of sales management |
| Course Content: | Short history of sale, sale concept, importance of sale in terms of operations and marketing, change and new trends in sale profession, necessary features for success and effectiveness on sale, process of personal selling, planing and budget of sale. |
Learning Outcomes
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The students who have succeeded in this course;
1) Understands the importance marketing strategies and defining the best stretegy. 2) Learns how to find cutomers and make a successful sale. 3) Learns how to take success in commercial mettings. 4) Learns how to make better commercial decisions. 5) Learns how to manage the sales force and recognising the sales applications. |
Course Flow Plan
| Week | Subject | Related Preparation |
| 1) | Sales concept and saling | Lecture notes Chapter 1 |
| 2) | The role of sale in marketing and sales management | Lecture notes Chapter 1 |
| 3) | Sales psychology | Lecture notes Chapter 2 |
| 4) | Communication at sale | Lecture notes Chapter 2 |
| 5) | Mission, role and features of sales staff | Lecture notes Chapter 3 |
| 6) | Private sale process | Lecture notes Chapter 3 |
| 7) | Asking and persuasion at sale | Lecture notes Chapter 4 |
| 8) | Practice or Review | |
| 9) | Midterm | |
| 10) | Getting and choosing sales staff | Lecture notes Chapter 5 |
| 11) | Performance assessment of sales staff | Lecture notes Chapter 5 |
| 12) | Assessment of sales organisation efficiency | Lecture notes Chapter 6 |
| 13) | Sales plan and budget | Lecture notes Chapter 6 |
| 14) | Practice and Review | |
| 15) | Final Exam |
Sources
| Course Notes / Textbooks: | Güncellenmiş 5. Baskı, Satış Yönetimi Eğitimi, Prof.Dr.Erdoğan TAŞKIN, Papatya Yayıncılık |
| References: | Güncellenmiş 5. Baskı, Satış Yönetimi Eğitimi, Prof.Dr.Erdoğan TAŞKIN, Papatya Yayıncılık |
Course - Learning Outcome Relationship
| No Effect | 1 Lowest | 2 Medium | 3 Highest |
| Program Outcomes | Level of Contribution | |
| 1) | Adequate knowledge in mathematics, science, and related engineering discipline; ability to use theoretical and practical knowledge in these areas in complex engineering problems. | |
| 2) | An ability to detect, identify, formulate, and solve complex engineering problems; the ability to select and apply appropriate analysis and modelling methods for this purpose. | 1 |
| 3) | An ability to design a complex system, process, device, or product to meet specific requirements under realistic constraints and conditions; the ability to apply modern design methods for this purpose. | |
| 4) | An ability to develop, select and use modern techniques and tools necessary for the analysis and solution of complex problems in engineering applications. | |
| 5) | An ability to use information technologies effectively. | |
| 6) | Ability to design, conduct experiments, collect data, analyse, and interpret results to investigate complex engineering problems or discipline-specific research topics. | |
| 7) | Ability to work effectively in disciplinary and multidisciplinary teams; ability to work individually. | 1 |
| 8) | Ability to communicate effectively in oral and written Turkish. | 1 |
| 9) | Knowledge of at least one foreign language. | 1 |
| 10) | Ability to write effective reports and understand written reports, to prepare design and production reports, to make effective presentations, to give clear and understandable instructions. | 1 |
| 11) | Awareness of the necessity of lifelong learning; ability to access information, follow developments in science and technology and ability to renew themselves. | 1 |
Learning Activity and Teaching Methods
| Bireysel çalışma ve ödevi | |
| Course | |
| Grup çalışması ve ödevi | |
| Homework | |
| Problem Çözme |
Measurement and Evaluation Methods and Criteria
| Yazılı Sınav (Açık uçlu sorular, çoktan seçmeli, doğru yanlış, eşleştirme, boşluk doldurma, sıralama) | |
| Homework | |
| Bireysel Proje | |
| Grup Projesi |
Assessment & Grading
| Semester Requirements | Number of Activities | Level of Contribution |
| Attendance | 14 | % 0 |
| Homework Assignments | 1 | % 30 |
| Midterms | 1 | % 30 |
| Final | 1 | % 40 |
| total | % 100 | |
| PERCENTAGE OF SEMESTER WORK | % 60 | |
| PERCENTAGE OF FINAL WORK | % 40 | |
| total | % 100 | |
İş Yükü ve AKTS Kredisi Hesaplaması
| Activities | Number of Activities | Aktiviteye Hazırlık | Aktivitede Harçanan Süre | Aktivite Gereksinimi İçin Süre | Workload | ||
| Course Hours | 14 | 3 | 42 | ||||
| Study Hours Out of Class | 14 | 3 | 42 | ||||
| Homework Assignments | 1 | 20 | 20 | ||||
| Midterms | 1 | 20 | 20 | ||||
| Final | 1 | 20 | 20 | ||||
| Total Workload | 144 | ||||||