INTERNATIONAL TRADE AND BUSINESS
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

Course Introduction and Application Information

Course Code	Course Name	Semester	Theoretical	Practical	Credit	ECTS
LOG3211	Personal Selling and Sales Management	Fall	3	0	3	6

This catalog is for information purposes. Course status is determined by the relevant department at the beginning of semester.

Basic information

Language of instruction:	English
Type of course:	Departmental Elective
Course Level:	Bachelor’s Degree (First Cycle)
Mode of Delivery:	Face to face
Course Coordinator :	Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN
Course Lecturer(s):	Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN
Recommended Optional Program Components:	None
Course Objectives:	To provide an introduction to personal selling as a systematic process; insights into how people, both salespeople and prospective buyers, are motivated; an introduction to the basic activities of sales management: evaluation, compensation, forecasting, budgeting, time and territory management.

Learning Outcomes

The students who have succeeded in this course;
1 Being able to comprehend the place of personal sales within the marketing process
2 Being able to describe the advantages and disadvantages of personal sales
3 Being able to use body language, empathy and efficient communication process in personal sales
4 Being able to comprehend and apply the characteristics of personal sales
5 Being able to manage CRM based studies
6 Being able to constitute and apply a Customer Complaint Management system
7 Being able to follow up the process between order processing and product delivery date
8 Being able to constitute and direct sales techniques required in crisis periods
9 Being able to manage the process of after sales - customer loyalty

Course Content

1 The Concept of Personal Selling
2 Development of Personal Selling
3 The Features of Personal Selling
4 Personal Selling according to Selling Efforts
5 Advantages and Disadvantages of Personal Selling
6 The Concept of Sales Management
7 Sales Management Process
8 Sales Technques
9 Course review and Mid-term
10 Sales Meeting and communication
11 Objection of Buyers,
12 Closing Sale
13 Consumer Follow up After Sale
14 Customer Relation Management

Weekly Detailed Course Contents

Week	Subject	Related Preparation
1)	General Review	None
1)	The Concept of Personal Selling	None
2)	Development of Personal Selling	None
3)	The Features of Personal Selling	None
4)	Personal Selling according to Selling Efforts	None
5)	Advantages and Disadvantages of Personal Selling	None
6)	The Features of Personal Selling	None
7)	Sales Management Process	None
8)	Sales Technques	None
9)	Mid term	None
10)	Sales Meeting and communication	None
11)	Objection of Buyers	None
12)	Closing Sale	None
13)	Consumer Follow up After Sale	None
14)	Customer Relation Management	None
15)	General Review	None
16)	Final Exam	None

Sources

Course Notes / Textbooks:	Sales Management: Concepts, Practices and Cases, Eugene M. Johnson (Author), David L. Kurtz (Author), Eberhard Scheuing (Author), McGraw-Hill Education (ISE Editions);
References:	Mevcut Değil

Evaluation System

Semester Requirements	Number of Activities	Level of Contribution
Presentation	1	% 20
Midterms	1	% 30
Final	1	% 50
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 50
PERCENTAGE OF FINAL WORK		% 50
Total		% 100

ECTS / Workload Table

Activities	Number of Activities	Duration (Hours)	Workload
Course Hours	16	3	48
Application	13	3	39
Study Hours Out of Class	15	3	45
Presentations / Seminar	15	3	45
Midterms	1	2	2
Final	1	2	2
Total Workload			181

Contribution of Learning Outcomes to Programme Outcomes

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	Has theoretical and practical knowledge on management, business, trade, economy, entrepreneurship, innovation, sustainable development related to International Trade and Business and can use this information	3
2)	Can collect data from different sources in the global business world and successfully apply research techniques, use information and communication technologies.	3
3)	Can analyze opportunities and threats with strategic thinking skills by using different resources and channels in the ever-changing global business world.	3
4)	Can communicate orally and in writing with a good knowledge of English grammar.	4
5)	He / she can transfer the knowledge and skills he / she has acquired in the field to the relevant people in written and oral form and evaluate them critically.	3
6)	Adopts the principles of business ethics with the awareness of professional responsibility and can apply these principles within the framework of legal rules in the field of global trade and business.	3
7)	He / she can collaborate in and out of the field, take responsibility, respect cultural differences and have ethical values.	3
8)	Has sufficient awareness of social rights, justice, cultural values, environmental awareness, occupational health and safety.	2
9)	With the lifelong learning skill acquired, she/he can identify learning needs and improve herself/himself	3