XMBA 554
CRM and Sales Management
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Asst. Prof. Dr. Tuğba Örten Tuğrul
Office: C823
Tel: (0232) 488 81 43
E-mail: tugba.tugrul@ieu.edu.tr
Course website: homes.ieu.edu.tr/ttugrul
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
Week
Subjects
1
Going over the syllabus, the subjects and the project
2
The War Between Sales and Marketing
3
Strategic Sales Management and Common Mistakes
4
Contemporary Sales Strategies
5
Salesforce Motivation and Performance Management
6
Case Study
7
Midterm
8
Customer Relationship Management (CRM) and its Evaluations
9
Risks and Common Mistakes in CRM Applications
10
Project Presentations
11
Project Presentations
EVALUATION SYSTEM
EVALUATION SYSTEM
Semester Requirements
Number
Percentage of Grade
Attendance/Participation
1
10
Application/Case Study
1
20
Project
1
40
Midterm
1
30
Total
5
100
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
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