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COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
IUP 506SALES MANAGEMENT AND TECHNIQUES3 + 02nd Semester6

COURSE DESCRIPTION
Course Level Master's Degree
Course Type Elective
Course Objective The main objectives of this course are to provide an understanding of the tools and techniques necessary to effectively manage the sales activities, the sales organization and sales techniques, develop skills required to plan, organize, implement and control selling activities and examine managerial issues surrounding sales management. The course uses lectures and case discussions, student presentations, and a long final examination to achieve these objectives.
Course Content The importance of selling and sales management, sellers, sales function, consumption psychology and buying behaviors, marketing and sales, sales processes and sales techniques, taking decisions about sales activities, international sales management
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to Face

COURSE LEARNING OUTCOMES
1Students define managerial issues surrounding sales management,
2Students prepare sales programs for a product or service,
3Students take decisions about sales activities,
4Students define sales techniques,
5Students organize sales activities for domestics and international companies,

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04
LO 0015555
LO 0025454
LO 0035353
LO 0045354
LO 0055333
Sub Total25182319
Contribution5454

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)14342
Hours for off-the-classroom study (Pre-study, practice)14342
Assignments21020
Final examination12020
Presentation / Seminar Preparation21632
Total Work Load

ECTS Credit of the Course






156

6
COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2009-2010 Spring1SÜLEYMAN BARUTÇU


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Course Details
Course Code Course Title L+P Hour Course Code Language Of Instruction Course Semester
IUP 506 SALES MANAGEMENT AND TECHNIQUES 3 + 0 1 Turkish 2009-2010 Spring
Course Coordinator  E-Mail  Phone Number  Course Location Attendance
Prof. Dr. SÜLEYMAN BARUTÇU sbarutcu@pau.edu.tr Course location is not specified. %
Goals The main objectives of this course are to provide an understanding of the tools and techniques necessary to effectively manage the sales activities, the sales organization and sales techniques, develop skills required to plan, organize, implement and control selling activities and examine managerial issues surrounding sales management. The course uses lectures and case discussions, student presentations, and a long final examination to achieve these objectives.
Content The importance of selling and sales management, sellers, sales function, consumption psychology and buying behaviors, marketing and sales, sales processes and sales techniques, taking decisions about sales activities, international sales management
Topics
Materials
Materials are not specified.
Resources
Course Assessment
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes