Information Package / Course Catalogue - Adnan Menderes University

General Information Unit Staff Academic Information Programme Outcomes Course Structure Diagram Contact Information

Person Responsible for Information Package

Assoc. Prof. Engin ÇAKIR

Res. Assist. Ahmet Fatih KILIÇ

Res. Assist. Ümit KACIR

Sales Techniques

Course Code	: ISL316
Course Type	: Area Elective
Couse Group	: First Cycle (Bachelor's Degree)
Education Language	: Turkish
Work Placement	: N/A

Theory	: 3
Prt.	: 0
Credit	: 3
Lab	: 0
ECTS	: 5

Objectives of the Course

The overall objective of this course is to elaborate on personal selling to inform about duties of sales manager and salespersons.

Course Content

The definition, characteristics and development of personal selling , importance and objectives of personal selling, the concept of sales representatives, communication and body language of personal sales activities, data collection and preparation of personal sales process, the moment of sales, techniques for customer objections during sales process, the closure of the individual sales process.

Name of Lecturer(s)