Information Package / Course Catalogue
| Course Code | : İPZ222 |
| Course Type | : Area Elective |
| Couse Group | : Short Cycle (Associate's Degree) |
| Education Language | : Turkish |
| Work Placement | : N/A |
| Theory | : 3 |
| Prt. | : 0 |
| Credit | : 3 |
| Lab | : 0 |
| ECTS | : 3 |
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.
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.
| Ins. Şinasi YAYLAGÜL |
| 1. | To know computer programs about selling product |
| 2. | To assist salesperson in their career planning and career development |
| 3. | To consider professional ethics in sales |
| 4. | To Manage stress and to plan time |
| 5. | To learn principle of sales and its tactics |
| 1. | Lecturers Lesson Notes |
| 2. | TUNÇER, P., Satış Teknikleri, Adres Yayınları |
| 3. | YAMAMOTO G., Satış ve Satış Gücü Yönetimi, Literatür Yayıncılık |
| 4. | BALTAŞ, A., ÜRKMEZ, İ., SEVİL, İ., Satışta İletişim ve Beden Dili, Remzi Kitapevi |
| Type of Assessment | Count | Percent |
|---|---|---|
| Midterm Examination | 1 | %40 |
| Final Examination | 1 | %60 |
| Activities | Count | Preparation | Time | Total Work Load (hours) |
|---|---|---|---|---|
| Lecture - Theory | 14 | 0 | 3 | 42 |
| Individual Work | 10 | 1 | 0 | 10 |
| Midterm Examination | 1 | 10 | 1 | 11 |
| Final Examination | 1 | 15 | 1 | 16 |
| TOTAL WORKLOAD (hours) | 79 | |||
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 | ||||||||||||||
OÇ-2 | 5 | ||||||||||||||
OÇ-3 | 5 | ||||||||||||||
OÇ-4 | 5 | ||||||||||||||
OÇ-5 | 5 | ||||||||||||||