Information Package / Course Catalogue
| Course Code | : ISLE356 |
| 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 objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
| 1. | Plans sales activities |
| 2. | Gains the abilities of verbal and body language in selling process. |
| 3. | Defines potential customers’ objections in their shopping activities. |
| 4. | Defines successful sales closing methods. |
| 1. | TANNER, J., HONEYCUTT, E. D., ERFFMEYER, R. C. (2009) “Sales Management” Prentice Hall, |
| 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 |
| Individual Work | 6 | 3 | 2 | 30 |
| Midterm Examination | 1 | 12 | 1 | 13 |
| Final Examination | 1 | 12 | 1 | 13 |
| TOTAL WORKLOAD (hours) | 126 | |||
PÇ-1 | PÇ-2 | PÇ-3 | PÇ-4 | PÇ-5 | PÇ-6 | PÇ-7 | PÇ-8 | PÇ-9 | |
OÇ-1 | 4 | 3 | 4 | 3 | 4 | 3 | 4 | 3 | 4 |
OÇ-2 | 4 | 3 | 4 | 3 | 4 | 3 | 4 | 3 | 4 |
OÇ-3 | 4 | 3 | 4 | 3 | 4 | 3 | 4 | 3 | 4 |
OÇ-4 | 5 | 4 | 3 | 4 | 3 | 4 | 3 | 4 | 3 |