İŞL438

School of Economics and Administrative Sciences \ Business Administration

3

6

Elective

Turkish

-

Management

This course is designed to equip students with the skills necessary for effectively planning and managing the sales process, which is crucial for businesses. It covers different sales techniques, retail management, modern relationship-based sales strategies, sales organization structuring, and sales performance measurement techniques.

1. R.D. Hisrich – Ph.D., R.W. Jackson – Ph.D. (1993), Selling and Sales Management, Barron's Business Library, New York.
2. N. Rackham (1989), Major Account Sales Strategy, Mc. Graw Hill, New York.
3. R.B. Cialdini (2012), İnkanın Psikolojisi, MediaCat, İstanbul.

To reveal the importance of sales within the business structure,
To introduce different sales methods and retail management,
To explain modern relational sales techniques and the impact of these techniques on the profitability of businesses,
To provide basic information on the structuring of sales organizations and retailers,
To examine sales performance measurement techniques.

1. Have fundamental knowledge of sales and retailing.
2. Understand, select, and apply modern relationship-based sales techniques for presenting products, services, and ideas to the market.
3. Have knowledge of persuasion techniques and apply them in various situations.
4. Understand and explain the importance of retailing and organizational structuring for effective sales management.
5. Know and apply current methods for measuring sales performance.

Week 1: Introduction to Sales Concept
Week 2: Strategic Sales Planning
Week 3: Types of Sales
Week 4: Relationship-Based Sales and Its Advantages
Week 5: Sales-Benefit Relationship
Week 6: Sales Projections
Week 7: Sales Management
Week 8: Sales Ethics
Week 9: Retailing
Week 10: Marketing Mix Design in Stores
Week 11: Sales and Performance Measurement Systems
Week 12: Sales and Management

• Midterm 30 %
• Assignments 30 %
• Final 40 %