1. SHORT CYCLE - ASSOCIATE'S DEGREE
  2. BULDAN VOCATIONAL SCHOOL
  3. MARKETİNG AND ADVERTİSİNG DEPARTMENT
  4. 507 MARKETING
Course Information Course Learning Outcomes Course's Contribution To Program ECTS Workload Course Details
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COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
PAZR 104SALES FORCE TRAINING3 + 12nd Semester5

COURSE DESCRIPTION
Course Level Associate's Degree
Course Type Compulsory
Course Objective The student, according to the market and target audience was able to follow the publications related to the profession and participate in courses and seminars, business opportunities by analyzing sales by package programs be able to select software packages used in the process, the orientation of salespeople, according to the results of performance appraisal identifying the need for motivation sağlayabilmesini motivation, community, and acting in accordance with the rules required by the application of business ethics by performing yorumlayabilmesini examine social developments, to have received training and qualifications to be able to manage stress and to encourage its maximum use time efficiently.
Course Content . Carry out professional development activities 2. Product of the sale of programs to use the package 3. Unit / area sales staff carry out professional development activities 4. Unit / region to motivate salespeople 5. Unit / region to assess the performance of salespeople 6. Unit / area sales staff to help his career plans 7. Comply with professional ethical values 8. Social events to follow Manage stress and time schedule
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to Face

COURSE LEARNING OUTCOMES
1arry out professional development activities
2Product of the sale of programs to use the package
3Unit / area sales staff carry out professional development activities
4Unit / region to motivate salespeople
5 Unit / region to assess the performance of salespeople
6Unit / area sales staff to help his career plans

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06PO 07PO 08PO 09PO 10PO 11PO 12PO 13PO 14PO 15PO 16PO 17PO 18PO 19PO 20PO 21PO 22PO 23PO 24PO 25PO 26PO 27PO 28PO 29PO 30PO 31
LO 001  33                           
LO 002   5        3                  
LO 003 2   3    5                    
LO 004          5                    
LO 005          4                    
LO 006          4                    
Sub Total 238 3    18 3                  
Contribution0011010000301000000000000000000

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)14456
Hours for off-the-classroom study (Pre-study, practice)14228
Mid-terms11515
Final examination11717
Field Work7214
Total Work Load

ECTS Credit of the Course





130

5
COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2018-2019 Spring1SULTAN ODABAŞ GÜZİN
Details 2017-2018 Spring1SULTAN ODABAŞ GÜZİN
Details 2016-2017 Spring1SULTAN ODABAŞ GÜZİN
Details 2015-2016 Spring1SULTAN ODABAŞ GÜZİN
Details 2014-2015 Spring1SULTAN ODABAŞ GÜZİN
Details 2013-2014 Spring1SULTAN ODABAŞ GÜZİN
Details 2012-2013 Spring1TÜLİN BACAKSIZ
Details 2011-2012 Spring1TÜLİN BACAKSIZ


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Course Details
Course Code Course Title L+P Hour Course Code Language Of Instruction Course Semester
PAZR 104 SALES FORCE TRAINING 3 + 1 1 Turkish 2018-2019 Spring
Course Coordinator  E-Mail  Phone Number  Course Location Attendance
Lecturer SULTAN ODABAŞ GÜZİN sodabas@pau.edu.tr BUMYO A0101 %70
Goals The student, according to the market and target audience was able to follow the publications related to the profession and participate in courses and seminars, business opportunities by analyzing sales by package programs be able to select software packages used in the process, the orientation of salespeople, according to the results of performance appraisal identifying the need for motivation sağlayabilmesini motivation, community, and acting in accordance with the rules required by the application of business ethics by performing yorumlayabilmesini examine social developments, to have received training and qualifications to be able to manage stress and to encourage its maximum use time efficiently.
Content . Carry out professional development activities 2. Product of the sale of programs to use the package 3. Unit / area sales staff carry out professional development activities 4. Unit / region to motivate salespeople 5. Unit / region to assess the performance of salespeople 6. Unit / area sales staff to help his career plans 7. Comply with professional ethical values 8. Social events to follow Manage stress and time schedule
Topics
WeeksTopics
1 Course relating to the handling of general methods, sharing of ideas, a view on personal marketing.
2 From past to today’s selling .
3 Definition & tasks of selling.
4 Purchase period .
5 Basic sales assertion features.
6 Preparatory work of selling.
7 Personal selling rules.
8 Customer contact.
9 - Midterm exam
10 To Convince during personal sales.
11 To meet appeals of sells.
12 Adjustment display techniques.
13 Sales with Meeting method.
14 New developments in sells.Personal selling to evaluate.
Materials
Materials are not specified.
Resources
ResourcesResources Language
SATIŞ TEKNİKLERİ EĞİTİMİ/Prf.Dr. ERDOĞAN TAŞKINTürkçe
Course Assessment
Assesment MethodsPercentage (%)Assesment Methods Title
Final Exam50Final Exam
Midterm Exam50Midterm Exam
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes