MBA (TURKISH, THESIS)
Master	TR-NQF-HE: Level 7	QF-EHEA: Second Cycle	EQF-LLL: Level 7

Course Introduction and Application Information

Course Code	Course Name	Semester	Theoretical	Practical	Credit	ECTS
ISL5294	Personal Sales Techniques	Spring	3	0	3	8

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

Basic information

Language of instruction:	Turkish
Type of course:	Departmental Elective
Course Level:
Mode of Delivery:	Face to face
Course Coordinator :	Assist. Prof. SERKAN YEŞİLYURT
Course Lecturer(s):	Assoc. Prof. ÖZLEN ONURLU Instructor YÜCEL UYGUN
Recommended Optional Program Components:	none
Course Objectives:	The course has the aim of improving the ability to apply sales techniques and the role of the individual salesperson in market conditions.

Learning Outcomes

The students who have succeeded in this course;
Learning sales techniques, students distinguish between different personality types and they direct their sales according to their analysis of their customers' personality. When they promote in sales level, they learn how to manage their subordinates.

Course Content

The course includes topics such as; sales concept, sale types, limits and elements, personal selling, goals and communication in personal sale, salesperson and its importance in personal sale, salesperson's characteristics, the role of sales managers, dealers. Sales concept in family businesses and after-sale activities.

Weekly Detailed Course Contents

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

Sources

Course Notes / Textbooks:	Kişisel satış ve satış yönetimi konusunda yazılmış, makale, kitap, tez ve projeler. Ayrıca örnek olayların yer aldığı diyaloglar.
References:	Kişisel satış ve satış yönetimi konusunda yazılmış, makale, kitap, tez ve projeler. Ayrıca örnek olayların yer aldığı diyaloglar.

Evaluation System

Semester Requirements	Number of Activities	Level of Contribution
Attendance	14	% 10
Project	1	% 20
Midterms	1	% 30
Final	1	% 40
Total		% 100
PERCENTAGE OF SEMESTER WORK		% 40
PERCENTAGE OF FINAL WORK		% 60
Total		% 100

ECTS / Workload Table

Activities	Number of Activities	Duration (Hours)	Workload
Course Hours	14	3	42
Study Hours Out of Class	14	10	140
Project	1	8	8
Midterms	1	2	2
Final	1	2	2
Total Workload			194

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)	Being able to develop and deepen their knowledge at the level of expertise in the same or a different field, based on undergraduate level qualifications.	5
2)	To be able to use the theoretical and applied knowledge at the level of expertise acquired in the field.	4
3)	To be able to develop new strategic approaches for the solution of complex and unpredictable problems encountered in applications related to the field and to produce solutions by taking responsibility.	4
4)	To be able to interpret and create new knowledge by integrating the knowledge gained in the field with the knowledge from different disciplines,	5
5)	To be able to systematically transfer current developments in the field and their own studies to groups in and outside the field, in written, verbal and visual forms, by supporting them with quantitative and qualitative data.	4
6)	To be able to develop strategy, policy and implementation plans in the fields related to the field and to evaluate the obtained results within the framework of quality processes.	4