1. XMBA 554 CRM and Sales Management

2. Asst. Prof. Dr. Tuğba Örten Tuğrul Office: C823 Tel: (0232) 488 81 43 E-mail: tugba.tugrul@ieu.edu.trtugba.tugrul@ieu.edu.tr Course website: homes.ieu.edu.tr/ttugrul

3. Course Learning Outcomes The students who succeeded in this course; will have a basic knowledge of sales and marketing will develop their skills to create and direct sales strategies will learn modern management techniques for a sales force to work more effectively and productively will be able to cope with natural clashes between sales and marketing teams in companies will have an efficient knowledge of planning and management to integrate CRM to work systems of companies will be able to develop more effective CRM strategies where there are limited CRM applications in commercial organizations

4. WeekSubjects 1Going over the syllabus, the subjects and the project 2The War Between Sales and Marketing 3Strategic Sales Management and Common Mistakes 4Contemporary Sales Strategies 5Salesforce Motivation and Performance Management 6Case Study 7Midterm 8Customer Relationship Management (CRM) and its Evaluations 9Risks and Common Mistakes in CRM Applications 10Project Presentations 11Project Presentations

5. Semester RequirementsNumberPercentage of Grade Attendance/Participation110 Application/Case Study120 Project140 Midterm130 Total5100 EVALUATION SYSTEM

6. Case Study – In-class Activity Form groups Read the assigned case study and discuss the questions Prepare a presentation by using power point slides that will cover the case and your answers Present 15 minutes 90 minutes

7. Project Prepare a video film!!! Brief description about the company and the interviewees (job description, background) Make interviews with at least two employee (marketing/sales manager/director and sales representative/personnel) Ask questions abour CRM and Sales Management topics we will cover during the semester But try to make an interesting movie, SELL it