PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PZR 504	SALES MANAGEMENT PROCESSES AND TECHNIQUES	3 + 0	2nd Semester	6

COURSE DESCRIPTION

Course Level	Master's Degree
Course Type	Elective
Course Objective	The main objectives of this course are to provide an understanding of the tools and techniques necessary to effectively manage the sales activities, the sales organization and sales techniques, develop skills required to plan, organize, implement and control selling activities and examine managerial issues surrounding sales management.
Course Content	The importance of selling and sales management, sellers, sales function, consumption psychology and buying behaviors, marketing and sales, sales processes and sales techniques, taking decisions about sales activities, international sales management
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.

COURSE LEARNING OUTCOMES

1	Students define managerial issues surrounding sales management
2	Students prepare sales programs for a product or service,
3	Students take decisions about sales activities,
4	Students define sales techniques,
5	Students organize sales activities for domestics and international

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	3	42
Hours for off-the-classroom study (Pre-study, practice)	14	4	56
Assignments	2	8	16
Mid-terms	1	10	10
Final examination	1	12	12
Report / Project	2	10	20
Total Work Load ECTS Credit of the Course			156 6

COURSE DETAILS

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

Prospective Student