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XMBA 554. CRM and Sales Management. 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;

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XMBA 554


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  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.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. EVALUATION SYSTEM EVALUATION SYSTEM

  5. CaseStudy – 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 90 minutes 15 minutes

  6. 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