This course aims to enable students to follow professional publications relevant to their field in line with market and target audience characteristics, to analyse and select software packages used in the sales process based on business capabilities, and to determine and address salespeople's motivational needs based on their performance evaluation results. The course further aims to enable students to conduct the sales process in accordance with social and business ethics; to identify prospective customer characteristics through research; to carry out the sales process through pre-sales preparation; to follow up on after-sales services; and to manage stress and use time effectively.

The course covers the concept of the salesperson, the characteristics and fundamental knowledge required, and their responsibilities. It examines the professional and career development, motivation, and training of salespeople, as well as the impact of sales training on the sales force. In addition, the course addresses the determination of training needs, criteria for selecting training methods, the training methods applied, the technologies used in training, and the evaluation of training outcomes.