1. SHORT CYCLE - ASSOCIATE'S DEGREE
  2. KALE VOCATIONAL SCHOOL
  3. TRAVEL-TOURISM AND ENTERTAINMENT DEPARTMENT
  4. 773 TOURISM AND VOYAGE SERVICES
Course Information Course Learning Outcomes Course's Contribution To Program ECTS Workload Course Details
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COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
PAZA 226 SALES MANAGEMENT2 + 04th Semester5,5

COURSE DESCRIPTION
Course Level Associate's Degree
Course Type Compulsory
Course Objective giving information about sales functions.
Course Content planning selling functions and facilities. organizing sales personell. coordination of selling facilities. choosing sales representatives and education. charging of sales person. responsibilities of sales person. sales speech and its stages. controlling of sales facility. Moral, culturel and legal aspects of selling.
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to Face

COURSE LEARNING OUTCOMES
1-

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06PO 07PO 08PO 09PO 10PO 11PO 12PO 13PO 14PO 15
LO 001               
Sub Total               
Contribution000000000000000

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration (14 weeks/theoric+practical)14228
Assignments13030
Mid-terms13030
Final examination14343
Report / Project11212
Total Work Load

ECTS Credit of the Course





143

5,5
COURSE DETAILS
 Select Year   


 Course TermNoInstructors
Details 2023-2024 Spring3TAMER BARAN
Details 2022-2023 Spring4TAMER BARAN
Details 2021-2022 Spring5TAMER BARAN
Details 2020-2021 Spring5TAMER BARAN
Details 2019-2020 Spring2AYÇA KARAHAN
Details 2018-2019 Spring2TAMER BARAN


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Course Details
Course Code Course Title L+P Hour Course Code Language Of Instruction Course Semester
PAZA 226 SALES MANAGEMENT 2 + 0 3 Turkish 2023-2024 Spring
Course Coordinator  E-Mail  Phone Number  Course Location Attendance
Assoc. Prof. Dr. TAMER BARAN tbaran@pau.edu.tr KMYO A0302 %60
Goals giving information about sales functions.
Content planning selling functions and facilities. organizing sales personell. coordination of selling facilities. choosing sales representatives and education. charging of sales person. responsibilities of sales person. sales speech and its stages. controlling of sales facility. Moral, culturel and legal aspects of selling.
Topics
WeeksTopics
1 Marketing Concept
2 Sales and Salesmanship Profession
3 Place in the definition of Sales and Marketing
4 Conflict Between Marketing and Sales Department
5 Personel Selling and Salesperson Job Types
6 Essential Duties of the salesman
7 Salesperson Wanted Features in
8 Consumer Psychology and Buying Motives
9 What are people to Buy
10 People are How to Buy
11 Theories of Motivation
12 Theories of Motivation
13 The Role of Communication with Sales
14 Selling Process
Materials
Materials are not specified.
Resources
Course Assessment
Assesment MethodsPercentage (%)Assesment Methods Title
Final Exam60Final Exam
Midterm Exam40Midterm Exam
L+P: Lecture and Practice
PQ: Program Learning Outcomes
LO: Course Learning Outcomes