Anadolu Info Package Anadolu Info Package
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About the Programme Academic Staff Program Qualifications Lessons Matrix of Course & Program Qualifications Turkish Qualifications Framework (TQF) TQF & Program Qualifications
  1. Eskişehir Vocational School
  2. Department of Marketing and Advertisement
  3. Program in Marketing
  4. Course Structure Diagram with Credits
  5. Sales Management
  6. Description
  • Description
  • Learning Outcomes
  • ECTS Credit Load
  • Course's Contribution to Program
  • Learning Outcomes & Program Qualifications
Last Updated: 25/10/2026

Code - Course Title Course Type Laboratory + Practice ECTS
PZL247 - Sales Management III. SEMESTER 2 +0 3.0
Language of Instruction Türkçe
Course Type Required Courses
Course Instructor(s) ÖĞR. GÖR. DR. MEHMET GÖKHAN TURAN
Mode of Delivery The mode of delivery of this course is Face to face
Place of Delivery On Campus
Used Educational Platforms Face-to-face
Prerequisites There is no prerequisite or co-requisite for this course.
Courses Recomended Principles of Marketing I and II
Recommended Resources AÖF Sales Management Book
Work Placement N/A
Aims of the Course The objective is to provide students with knowledge of personal selling and the stages of the sales process, while enabling them to develop the skills to apply the fundamental functions of management to the sales process.

Weeks Learning Outcomes Topics Teaching Methods
Week - 1 LO-1 The role and importance of personal selling in marketing Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 2 LO-1 Personal selling as a career Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 3 LO-2 Sales management and its functions Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 4 LO-2 Sales management and the future Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry Document/Text/Data Analysis
Week - 5 LO-1 LO-2 Sales tasks and selling activities Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 6 LO-2 Design of the sales organization Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Document/Text/Data Analysis
Week - 7 LO-2 Sales forecasting Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 8 LO-2 Sales quotas Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming
Week - 9 LO-2 Sales quatas Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 10 LO-2 Sales quotas Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 11 LO-4 Communication styles of sales people and customers Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 12 LO-1 LO-2 Personal selling process, pre-sale planning, exploring the customer need Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 13 LO-1 Personel selling process; sales presentation techniques, handling customer objections, closing the sales. Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 14 LO-5 Sales and ethics Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry Document/Text/Data Analysis

  • Decent Work and Economic Growth Industry, Innovation and Infrastructure Responsible Production and Consumption Climate Action

  • Economics, Finance and Management Entrepreneurship Logistics and Supply Chain Innovation Skills

  • Open-Ended Test Homework

Assessment Method and Passing Requirements
Quamtity Percentage (%)
1.Midterm Exam 1 40
Final Exam 1 60
Toplam (%) 100

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