Information Package / Course Catalogue
Personal Sale
Course Code: BİY216
Course Type: Area Elective
Couse Group: Short Cycle (Associate's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 2
Prt.: 0
Credit: 2
Lab: 0
ECTS: 2
Objectives of the Course

To give new information and remove deficiency information about sales management.

Course Content

To teach basic knowledge of macroeconomics

Name of Lecturer(s)
Ins. Alper Turan DEVLİ
Learning Outcomes
1.Comprehending concept of sales assisstant and place of sales organization in the company
2.Contrubite to motivate for sales force
3.To contrubite to audit selling efforts.
4. To learn the determination of sales regions
5. To learn the determination of sales quotas
Recommended or Required Reading
1.Lecturers Lesson Notes
2.TUNÇER, P., Satış Teknikleri, Adres Yayınları
3.YAMAMOTO G., Satış ve Satış Gücü Yönetimi, Literatür Yayıncılık
Weekly Detailed Course Contents
Week 1 - Theoretical
Sales power and importance of seller in the company
Week 2 - Theoretical
Selection of the sales representative
Week 3 - Theoretical
Sample event analysis
Week 4 - Theoretical
Aducation of the sales representative
Week 5 - Theoretical
Sample event analysis
Week 6 - Theoretical
Motivation of sales power
Week 7 - Theoretical
Sample event analysis
Week 8 - Theoretical
exam
Week 9 - Theoretical
Sales areas and determination of sales quotas
Week 10 - Theoretical
Sales expenditure and budget
Week 11 - Theoretical
Sample event analysis
Week 12 - Theoretical
Control of sales efforts
Week 13 - Theoretical
Ethics of sales management
Week 14 - Theoretical
Sample event analysis
Week 15 - Theoretical
An overview of the course
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory140228
Assignment2306
Midterm Examination1617
Final Examination1819
TOTAL WORKLOAD (hours)50
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
OÇ-1
3
3
3
3
3
3
3
3
3
3
1
OÇ-2
4
3
3
3
3
3
3
3
3
3
1
OÇ-3
3
3
3
3
3
3
3
3
3
3
1
OÇ-4
4
3
3
3
3
3
3
3
3
3
1
OÇ-5
4
3
3
3
3
3
3
3
3
3
1
Adnan Menderes University - Information Package / Course Catalogue