GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
SALES FORCE MANAGEMENT/2750043
Course Title: SALES FORCE MANAGEMENT
Credits 3 ECTS 7.5
Semester 2 Compulsory/Elective Elective
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Assistant Prof. Dr. Aykut EKİYOR
 -- WEB SITE(S) OF LECTURER(S)
  websitem.gazi.edu.tr/site/aykutekiyor
 -- EMAIL(S) OF LECTURER(S)
  aykutekiyor@gazi.edu.tr,aykutekiyor1974@yahoo.com,aykutekiyor@gmail.com
 -- LEARNING OUTCOMES OF THE COURSE UNIT
Determine the characteristics of the service businesses and service
Explanation of relationship marketing
Measuring quality of service, disclosure forms
Disclosure of performance evaluation forms Service Firms
Measurement of operational capacity
Explanation of Operator Service properties via the Internet
Determine the future status of the service firms
 -- MODE OF DELIVERY
  The mode of delivery of this course is Face to face
 -- PREREQUISITES AND CO-REQUISITES
  There is no prerequisite or co-requisite for this course.
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  Related to oprations management
 --COURSE CONTENT
1. Week  Main features of the service, and service enterprises
2. Week  General information on the service economy Türkçe İngilizce Rusça
3. Week  Competitive strategies for service businesses
4. Week  Relationship marketing
5. Week  Measurement of quality of service
6. Week  Service performance appraisal forms of enterprises
7. Week  Measurement of operational capacity
8. Week  Midterm
9. Week  Measurement of operational capacity
10. Week  Management services over the Internet
11. Week  Management services over the Internet
12. Week  Management services over the Internet
13. Week  Future features of the service firms
14. Week  Future features of the service firms
15. Week  Future features of the service firms
16. Week  Final
 -- RECOMMENDED OR REQUIRED READING
  Service Management: Operations, Strategy, Information Technology (2007),6th Revised Edition, James A. Fitzsimmons, Mona J. Fitzsimmons, Irwin/McGraw-H
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  Lecture, Question & Answer, Demonstration, Drill - Practise
 -- WORK PLACEMENT(S)
  None
 -- ASSESSMENT METHODS AND CRITERIA
 
Quantity
Percentage
 Mid-terms
1
25
 Assignment
0
15
 Exercises
0
0
 Projects
0
0
 Practice
0
0
 Quiz
0
0
 Contribution of In-term Studies to Overall Grade  
40
 Contribution of Final Examination to Overall Grade  
60
 -- WORKLOAD
 Efficiency  Total Week Count  Weekly Duration (in hour)  Total Workload in Semester
 Theoretical Study Hours of Course Per Week
16
3
48
 Practising Hours of Course Per Week
0
 Reading
16
2
32
 Searching in Internet and Library
16
1
16
 Designing and Applying Materials
16
1
16
 Preparing Reports
16
1
16
 Preparing Presentation
16
2
32
 Presentation
8
1
8
 Mid-Term and Studying for Mid-Term
1
16
16
 Final and Studying for Final
1
16
16
 Other
0
 TOTAL WORKLOAD: 
200
 TOTAL WORKLOAD / 25: 
8
 ECTS: 
7.5
 -- COURSE'S CONTRIBUTION TO PROGRAM
NO
 PROGRAM LEARNING OUTCOMES
1
2
3
4
5
1To comprehend advance information about production and operations management, production planning and control, project management, total quality management, operations research, supply chain management, forecasting, service management, research techniques, marketing strategies and financial management areasX
2To get adequate information and experience in the designing process of production systems when determining system parameters.X
3To investigate solutions for system failures, to comment information about related areas, to develop production strategies and finally to start a projectX
4To improve strategies for marketing and sale, to plan future plans for marketing department in consideration of strategic goalsX
5To use area related information on behalf of modern production systems, moreover, to plan, apply and control necessary strategiesX
6To determine total quality management processes in order to produce products with worldwide quality standards and to transfer information via team workX
7To decide and apply most suitable quantitative techniques in order to optimize several production applicationsX
8To provide active usage of management information systems with third party service providers in decision making processX
9To plan, execute and control production and operations management strategies for service companiesX
10To analyze the difference between assets and equities that emerges from several activities in a specific time interval for a companyX
11To use forecasting techniques for planning future related actions of company and to execute these techniques in a good mannerX
12To trace worldwide changes about production and operations management, to promote innovations and to transfer experience toward employeeX
13To specify necessary steps for executing business activities via team workX
14To provide information about project management techniques and to prepare report about several resourcesX