PAÜ .:. Eğitim Öğretim Bilgi Sistemi

COURSE INFORMATION

Course Code	Course Title	L+P Hour	Semester	ECTS
PZR 136	SALES POWER TRAINING	3 + 1	2nd Semester	3

COURSE DESCRIPTION

Course Level	Associate's Degree
Course Type	Compulsory
Course Objective	It provides to students; following publishes that are about personal sales, analyzing programmes that are used in personal selling and to choose, determine motivation need according to performance evaluating results, carrying out sales by considering ethics, managing stress and time during sales.
Course Content	Concept of Salesperson - Salesperson’s Career Development Process - Training Programmes for Salesperson - Publishes that are about salesperson - Selling process, determining and analyzing of programmes that are used during selling - Stress and time management during selling – Determining performance criteria and its measuring – Motivation of Salesperson – Personal Selling and Ethics
Prerequisites	No the prerequisite of lesson.
Corequisite	No the corequisite of lesson.
Mode of Delivery	Face to Face

COURSE LEARNING OUTCOMES

1	To use computer programmes about saling product
2	To assist salesperson in their career planning and career development,
3	To consider professional ethics in sales
4	To Manage stress and to plan time
5	To learn principle of sales and its tactics

COURSE'S CONTRIBUTION TO PROGRAM

	PO 01	PO 02	PO 03	PO 04	PO 05	PO 06	PO 07	PO 08	PO 09	PO 10	PO 11	PO 12	PO 13
LO 001	4	5	5		5	5				4		5
LO 002		4	5	2	4	5	3	2		3
LO 003	2	4	5	3	2	4	3	2	2
LO 004		3	5			2		3		3		2
LO 005	2	4	5		3	3				4
Sub Total	8	20	25	5	14	19	6	7	2	14		7
Contribution	2	4	5	1	3	4	1	1	0	3	0	1	0

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	4	56
Mid-terms	1	10	10
Final examination	1	12	12
Total Work Load ECTS Credit of the Course			78 3

COURSE DETAILS

Select Year

Course Details

Course Code	Course Title	L+P Hour	Course Code	Language Of Instruction	Course Semester
PZR 136	SALES POWER TRAINING	3 + 1	1	Turkish	2015-2016 Spring

Course Coordinator	E-Mail	Phone Number	Course Location	Attendance
Asts. Prof. Dr. ALİ ALPER AKGÜN	aakgun@pau.edu.tr		BEMYO E0203	%70

Goals		It provides to students; following publishes that are about personal sales, analyzing programmes that are used in personal selling and to choose, determine motivation need according to performance evaluating results, carrying out sales by considering ethics, managing stress and time during sales.
Content		Concept of Salesperson - Salesperson’s Career Development Process - Training Programmes for Salesperson - Publishes that are about salesperson - Selling process, determining and analyzing of programmes that are used during selling - Stress and time management during selling – Determining performance criteria and its measuring – Motivation of Salesperson – Personal Selling and Ethics

Topics

Weeks	Topics
1	Definition and Chracteristics of Personal Selling and its differences from the other promotion facilities, Advantages and disadvantages of Personal Selling
2	Salesperson Concept, Responsibilities of a Salesperson, and the chrateristics that a salesperson needs to have
3	Salesperson’s Professional Development Process, Education Programmes for of Salesperson, Publishes about Salesperson and following them
4	Analyzing the programmes that are used in during sales and choosing the appropriate programme
5	Motivation of salesperson- determining and measuring performance criteria of salesperson’s
6	Ethics in Personal Selling
7	Mid-term exam
8	Communicaton at Personal Selling, Importance of Communication, Verbal Communicatio, Non-Verbal Communication at Personal Selling and Body Language
9	Personal Selling Process and its stages, Data Collection at Personal Selling and preperation for personal selling
10	Demonstration and Demonstration Strategies at Personal Selling
11	Customer Objections at personal selling and reasons of objections and proposals for solution
12	Closing personal selling process, techniques at this stage and its timing
13	Management of stress and time
14	Final Exam

Materials

Materials are not specified.

Resources

Resources	Resources Language
Satış Teknikleri, Prof.Dr.Aypar USLU, Beta Basım Yayın Dağıtım	Türkçe
Satış Yönetimi Eğitimi, Erdoğan TAŞKIN	Türkçe

Course Assessment

Assesment Methods	Percentage (%)	Assesment Methods Title
Final Exam	60	Final Exam
Midterm Exam	40	Midterm Exam

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

Prospective Student