COURSE INFORMATION
Course CodeCourse TitleL+P HourSemesterECTS
PZR 504SALES MANAGEMENT PROCESSES 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.
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 prerequisites.
Corequisite No corequisites.
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

COURSE'S CONTRIBUTION TO PROGRAM
PO 01PO 02PO 03PO 04
LO 05    
Sub Total    
Contribution0000

ECTS ALLOCATED BASED ON STUDENT WORKLOAD BY THE COURSE DESCRIPTION
ActivitiesQuantityDuration (Hour)Total Work Load (Hour)
Course Duration14342
Hours for off-the-classroom study (Pre-study, practice)14456
Assignments2816
Mid-terms11010
Final examination11212
Report / Project21020
Total Work Load

ECTS Credit of the Course






156

6

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