| Week |
Subject |
Related Preparation |
| 1) |
The concept of sales and its types |
|
| 2) |
Limits and elements of sale |
|
| 3) |
Definition and features of personal selling, the development of personal selling |
|
| 4) |
The advantages and disadvantages of personal selling, communication in personal selling |
|
| 5) |
The concept and the importance of sales representative |
|
| 6) |
The professional development of sales representative, types of personal sales representative |
|
| 7) |
Midterm Exam |
|
| 8) |
Sale types - Sales done by going to the customer |
|
| 9) |
Sales techniques - Sales done to the customer who arrives at the salesroom |
|
| 10) |
Customer relations and management in selling |
|
| 11) |
Sales through retailers and personal selling in family businesses |
|
| 12) |
After-sale services |
|
| 13) |
Principal rules of personal selling |
|
| 14) |
Case studies |
|
| |
Program Outcomes |
Level of Contribution |
| 1) |
Broadening and deepening the knowledge about business administration at the master’s level based on the undergraduate level qualifications, |
|
| 2) |
Comprehending the interaction across various disciplines related to the field of business administration, and evaluating the knowledge and skills gained on an interdisciplinary dimension, |
|
| 3) |
Using theoretical and practical information and skills gained at the expertise level in the field business administration, |
|
| 4) |
Analyzing problems requiring expertise in the field business administration by using scientific research methods, |
|
| 5) |
Evaluating a problem in the business administration field independently, developing a way for solution, solving the problem and evaluating the results, |
|
| 6) |
Developing new strategic approaches to solve unforeseen complex issues in the business administration field through integrative and creative elaboration, |
|
| 7) |
Evaluating the knowledge related to the field of business administration through critical perspective, |
|
| 8) |
Communicating systematically the recent developments and one’s s individual studies in the field of business administration to the groups within and outside the field via written, oral and visual presentations, |
|
| 9) |
Analyzing the social relations and the norms through critical perspective, developing effective relations, training leaders who are capable of sustaining these social relations, applying teamwork and managing risk and change in the field of business administration. |
|
| 10) |
Developing strategies, policies and implementation plans to address the issues in the fields of business administration and management, and evaluating the consequences according to the processes of quality, |
|