Information Package / Course Catalogue
| 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 |
The overall objective of this course is to elaborate on personal selling to inform about duties of sales manager and salespersons.
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.
| 1. | Defines the sales process. |
| 2. | Conducts customer analysis. |
| 3. | Applies persuasion and communication skills. |
| 4. | Prepares sales presentations. |
| 5. | Develops strategies for handling objections. |
| 6. | Evaluates the impact of after-sales services. |
| 1. | Uslu,Aypar,Prof. Dr., Kişisel Satış Teknikleri, İstanbul, Beta Basım Yayım Dağıtım, 2006 |
| Type of Assessment | Count | Percent |
|---|---|---|
| Midterm Examination | 1 | %40 |
| Final Examination | 1 | %70 |
| Activities | Count | Preparation | Time | Total Work Load (hours) |
|---|---|---|---|---|
| Lecture - Theory | 14 | 2 | 3 | 70 |
| Midterm Examination | 1 | 25 | 1 | 26 |
| Final Examination | 1 | 28 | 1 | 29 |
| TOTAL WORKLOAD (hours) | 125 | |||
PÇ-1 | PÇ-2 | PÇ-3 | PÇ-4 | PÇ-5 | PÇ-6 | PÇ-7 | PÇ-8 | PÇ-9 | PÇ-10 | |
OÇ-1 | 4 | 4 | 3 | 3 | 3 | 3 | 2 | 4 | 2 | 3 |
OÇ-2 | 4 | 4 | 4 | 3 | 3 | 3 | 2 | 4 | 3 | 3 |
OÇ-3 | 4 | 4 | 3 | 3 | 3 | 4 | 3 | 4 | 3 | 3 |
OÇ-4 | 4 | 4 | 4 | 3 | 4 | 3 | 3 | 4 | 3 | 4 |
OÇ-5 | 4 | 4 | 4 | 3 | 3 | 4 | 3 | 4 | 3 | 4 |
OÇ-6 | 4 | 4 | 4 | 4 | 4 | 4 | 3 | 4 | 3 | 4 |