| MATHEMATICS (TURKISH, PHD) | |||||
| PhD | TR-NQF-HE: Level 8 | QF-EHEA: Third Cycle | EQF-LLL: Level 8 | ||
| Course Code | Course Name | Semester | Theoretical | Practical | Credit | ECTS |
| ISL5294 | Personal Sales Techniques | Fall | 3 | 0 | 3 | 8 |
| The course opens with the approval of the Department at the beginning of each semester |
| Language of instruction: | Tr |
| Type of course: | Departmental Elective |
| Course Level: | |
| Mode of Delivery: | Face to face |
| Course Coordinator : | Dr. Öğr. Üyesi GÜLBERK GÜLTEKİN SALMAN |
| Course Lecturer(s): |
Dr. Öğr. Üyesi ÖZLEN ONURLU Instructor YÜCEL UYGUN |
| 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. |
|
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. |
| 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. |
| 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 | ||
| Course Notes: | 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. |
| Semester Requirements | Number of Activities | Level of Contribution |
| Attendance | 14 | % 10 |
| Laboratory | % 0 | |
| Application | % 0 | |
| Field Work | % 0 | |
| Special Course Internship (Work Placement) | % 0 | |
| Quizzes | % 0 | |
| Homework Assignments | % 0 | |
| Presentation | % 0 | |
| Project | 1 | % 20 |
| Seminar | % 0 | |
| Midterms | 1 | % 30 |
| Preliminary Jury | % 0 | |
| Final | 1 | % 40 |
| Paper Submission | % 0 | |
| Jury | % 0 | |
| Bütünleme | % 0 | |
| Total | % 100 | |
| PERCENTAGE OF SEMESTER WORK | % 40 | |
| PERCENTAGE OF FINAL WORK | % 60 | |
| Total | % 100 | |
| Activities | Number of Activities | Workload | |
| Course Hours | 14 | 42 | |
| Laboratory | |||
| Application | 13 | 48 | |
| Special Course Internship (Work Placement) | |||
| Field Work | |||
| Study Hours Out of Class | 14 | 81 | |
| Presentations / Seminar | |||
| Project | |||
| Homework Assignments | |||
| Quizzes | |||
| Preliminary Jury | |||
| Midterms | 1 | 2 | |
| Paper Submission | |||
| Jury | |||
| Final | 1 | 2 | |
| Total Workload | 175 | ||
| No Effect | 1 Lowest | 2 Low | 3 Average | 4 High | 5 Highest |
| Program Outcomes | Level of Contribution |