Information Package / Course Catalogue
| Course Code | : PAR231 |
| Course Type | : Required |
| Couse Group | : Short Cycle (Associate's Degree) |
| Education Language | : Turkish |
| Work Placement | : N/A |
| Theory | : 3 |
| Prt. | : 1 |
| Credit | : 4 |
| Lab | : 0 |
| ECTS | : 4 |
Giving the necessary up-to-date information in the field of sales management, learning sales processes within the scope of modern marketing understanding and understanding personal sales practices
Sales management and planning, organization and training of sales force, motivation of sales personnel, sales process, sales closing and sales objections
| 1. | Learning the similarities and differences of marketing and sales concepts |
| 2. | Understanding the basic principles of sales management |
| 3. | Gaining knowledge of the qualities that salespeople should have |
| 4. | Learning the stages of the sales process |
| 5. | Understanding of sales presentation, objection handling and sales closing strategies |
| 6. | Learning the factors that motivate the sales force |
| 1. | Satış Yönetimi – Remzi ALTUNIŞIK- A. Hamdi İSLAMOĞLU |
| 2. | Satış Yönetimi – Asım Günal ÖNCE |
| 3. | Satış Yönetimi – Cemal YÜKSELEN |
| Type of Assessment | Count | Percent |
|---|---|---|
| Midterm Examination | 1 | %40 |
| Final Examination | 1 | %60 |
| Activities | Count | Preparation | Time | Total Work Load (hours) |
|---|---|---|---|---|
| Lecture - Theory | 14 | 1 | 3 | 56 |
| Lecture - Practice | 14 | 0 | 1 | 14 |
| Individual Work | 7 | 1 | 1 | 14 |
| Midterm Examination | 1 | 7 | 1 | 8 |
| Final Examination | 1 | 7 | 1 | 8 |
| TOTAL WORKLOAD (hours) | 100 | |||
PÇ-1 | PÇ-2 | PÇ-3 | PÇ-4 | PÇ-5 | PÇ-6 | PÇ-7 | PÇ-8 | PÇ-9 | PÇ-10 | PÇ-11 | PÇ-12 | PÇ-13 | PÇ-14 | |
OÇ-1 | 4 | 4 | 5 | 5 | 5 | 5 | 5 | 4 | 5 | 4 | 5 | 4 | 5 | 5 |
OÇ-2 | 4 | 4 | 5 | 4 | 4 | 4 | 4 | 5 | 5 | 5 | 4 | 5 | 5 | 5 |
OÇ-3 | 4 | 5 | 4 | 5 | 4 | 5 | 4 | 5 | 5 | 4 | 5 | 4 | 4 | 5 |
OÇ-4 | 5 | 4 | 5 | 5 | 5 | 5 | 5 | 4 | 5 | 4 | 5 | 4 | 5 | 5 |
OÇ-5 | 4 | 5 | 4 | 4 | 5 | 4 | 5 | 4 | 5 | 5 | 4 | 4 | 4 | 5 |
OÇ-6 | 5 | 4 | 5 | 5 | 4 | 5 | 4 | 5 | 5 | 5 | 5 | 4 | 5 | 4 |