PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PAZA 226	SALES MANAGEMENT	2 + 0	2nd Semester	2

COURSE DESCRIPTION

Course Level	Associate's Degree
Course Type	Elective
Course Objective	giving information about sales functions.
Course Content	planning selling functions and facilities. organizing sales personell. coordination of selling facilities. choosing sales representatives and education. charging of sales person. responsibilities of sales person. sales speech and its stages. controlling of sales facility. Moral, culturel and legal aspects of selling.
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.
Mode of Delivery	Face to Face

COURSE LEARNING OUTCOMES

COURSE'S CONTRIBUTION TO PROGRAM

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION

Activities	Quantity	Duration (Hour)	Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)	14	2	28
Mid-terms	1	8	8
Final examination	1	16	16
Total Work Load ECTS Credit of the Course			52 2

COURSE DETAILS

Select Year

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
PAZA 226	SALES MANAGEMENT	2 + 0	2	Turkish	2023-2024 Spring

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Assoc. Prof. Dr. BAHAR TÜRK	bturk@pau.edu.tr		TUR A0002	%70

Goals		giving information about sales functions.
Content		planning selling functions and facilities. organizing sales personell. coordination of selling facilities. choosing sales representatives and education. charging of sales person. responsibilities of sales person. sales speech and its stages. controlling of sales facility. Moral, culturel and legal aspects of selling.

Topics

Weeks	Topics
1	Basic Concepts in Sales Management
2	Sales and Sales Profession
3	Communication Process in Sales Profession
4	Sales Techniques
5	Sales Process I
6	Sales Process II
7	Objections and Response to Objections in the Sale Process
8	Sales Conversations
9	Sales Talk
10	Moment of Sale
11	Training the Sales Force
12	Communication and Body Language in Sales
13	Effective Presentation Techniques in Sales Process
14	Effective Presentation Techniques in Sales Process - Body Language

Materials

Materials are not specified.

Resources

Resources	Resources Language
Öğretim Üyesi Notları	Türkçe

Course Assessment

Assesment Methods	Percentage (%)	Assesment Methods Title
Final Exam	60	Final Exam
Midterm Exam	40	Midterm Exam

L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes

Prospective Student