Information Package / Course Catalogue
Sales Force Training
Course Code: PZL202
Course Type: Required
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 4
Prt.: 0
Credit: 4
Lab: 0
ECTS: 9
Objectives of the Course

It provides to students; following publishes that are about personal sales, analysing programmes that are used in personal selling and to choose, determine motivation need according to performance evaluating results, carrying out sales by considering ethics, managing stress and time during sales.

Course Content

Concept of Salesperson - Salesperson’s Career Development Process - Training Programmes for Salesperson - Publishes that are about salesperson - Selling process, determining and analysing of programmes that are used during selling - Stress and time management during selling - Determining performance criteria and its measuring - Motivation of Salesperson - Personal Selling and Ethics

Name of Lecturer(s)
Learning Outcomes
1.To be able to use computer programs about selling product
2.To be able to assist salesperson in their career planning and career development,
3.To be able to consider professional ethics in sales
4.To be able to Manage stress and to plan time
5.To be able to learn principle of sales and its tactics
Recommended or Required Reading
1.Selling Techniques, Polat TUNÇER, Adres Yayınları
2.Selling and Selling Management, Gonca YAMAMOTO, Literatür Yayıncılık
Weekly Detailed Course Contents
Week 1 - Theoretical
Definition and Chracteristics of Personal Selling and its differences from the other promotion facilities, Advantages and disadvantages of Personal Selling
Week 1 - Preparation Work
Instruction book
Week 2 - Theoretical
Salesperson Concept, Responsibilities of a Salesperson, and the chrateristics that a salesperson needs to have
Week 2 - Preparation Work
Instruction book
Week 3 - Theoretical
Salesperson’s Professional Development Process, Education Programmes for of Salesperson, Publishes about Salesperson and following them
Week 3 - Preparation Work
Instruction book
Week 4 - Theoretical
Analyzing the programmes that are used in during sales and choosing the appropriate programmeAnalyzing the programmes that are used in during sales and choosing the appropriate programme
Week 4 - Preparation Work
Instruction book
Week 5 - Theoretical
Motivation of salesperson- determining
Week 5 - Preparation Work
Instruction book
Week 6 - Theoretical
Measuring performance criteria of salesperson’s
Week 6 - Preparation Work
Instruction book
Week 7 - Theoretical
Ethics in Personal Selling
Week 7 - Preparation Work
Instruction book
Week 8 - Preparation Work
Instruction book
Week 8 - Intermediate Exam
Mid term exam
Week 9 - Theoretical
Communicaton at Personal Selling, Importance of Communication, Verbal Communicatio, Non-Verbal Communication at Personal Selling and Body Language
Week 9 - Preparation Work
Instruction book
Week 10 - Theoretical
Personal Selling Process and its stages, Data Collection at Personal Selling and preperation for personal selling
Week 10 - Preparation Work
Instruction book
Week 11 - Theoretical
Demonstration and Demonstration Strategies at Personal Selling
Week 11 - Preparation Work
Instruction book
Week 12 - Theoretical
Customer Objections at personal selling and reasons of objections and proposals for solution
Week 12 - Preparation Work
Instruction book
Week 13 - Theoretical
Closing personal selling process, techniques at this stage and its timing
Week 13 - Preparation Work
Instruction book
Week 14 - Theoretical
Management of stress and time
Week 14 - Preparation Work
Instruction book
Week 15 - Theoretical
An overview of the course
Week 15 - Preparation Work
Instruction book
Week 16 - Preparation Work
Instruction book
Week 16 - Final Exam
Final exam
Week 17 - Preparation Work
Instruction book
Week 17 - Final Exam
Final exam
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory142484
Assignment105050
Reading144056
Midterm Examination114115
Final Examination119120
TOTAL WORKLOAD (hours)225
Contribution of Learning Outcomes to Programme Outcomes
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
PÇ-15
OÇ-1
5
3
3
5
1
1
1
1
5
5
1
1
4
1
1
OÇ-2
5
5
5
5
3
1
1
1
1
5
1
1
5
1
1
OÇ-3
5
5
5
3
5
1
4
1
1
5
1
5
1
4
1
OÇ-4
5
3
5
5
3
1
1
1
1
5
4
1
4
1
1
OÇ-5
5
5
5
5
3
1
1
1
1
5
5
1
4
1
1
Adnan Menderes University - Information Package / Course Catalogue