Print

COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
BUSI 328SALES FORCE MANAGEMENT3 + 06th Semester5

COURSE DESCRIPTION
Course Level Bachelor's Degree
Course Type Elective
Course Objective The objective of this course is to introduce essential concepts, methods, strategies and processes that are used in sales management.
Course Content Marketing and sales, sales and sales careers, consumption psychology and buying behaviors, communications and body language in selling, sales process, sales presentation, overcoming objections and closing the sales, the process of sales management, sales planning and budgeting, sales force recruitment and selection, sellers motivation, evaluating sales performance, sales in retail points, sales careers in the future and international sales management
Prerequisites No the prerequisite of lesson.
Corequisite No the corequisite of lesson.
Mode of Delivery Face to Face

COURSE LEARNING OUTCOMES
1Plans sales activities
2Gains the abilities of verbal and body language in selling process.
3Defines potential customers’ objections in their shopping activities.
4Defines successful sales closing methods.
5Defines strategies for sales force recruitment and selection, sellers motivation, evaluating sales performance.
6Learns decisions for firms’ selling activities.
7Interprets legal regulations related to consumer protection.

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04PO 05PO 06PO 07PO 08PO 09PO 10PO 11PO 12
LO 001            
LO 002            
LO 003            
LO 004            
LO 005            
LO 006            
LO 007            
Sub Total            
Contribution000000000000

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)13339
Assignments11010
Mid-terms11313
Final examination12626
Total Work Load

ECTS Credit of the Course






130

5
COURSE DETAILS
 Select Year   


This course is not available in selected semester.


Print

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