Iğdır University Lifelong Learning Programme

Description of Individual Course Units

Course Unit Code	Course Unit Title	Type of Course Unit	Year of Study	Semester	Number of ECTS Credits
162200104111	SALES MANAGEMENT	Elective	2	4	3

Level of Course Unit

Short Cycle

Objectives of the Course

place in the marketing concept of sales, effective communication and sales techniques to teach theoretical and practical

Name of Lecturer(s)

Learning Outcomes

1	Today, business life and the most effective marketing role within the 'dealer' effective creation of identity.
2
3
4
5

Mode of Delivery

Daytime Class

Prerequisites and co-requisities

None

Recommended Optional Programme Components

None

Course Contents

The concept of marketing, sales and economic importance within the definition of marketing and communications katkısı.etk roads, the stages of sales, effective presentation and sales techniques, methods meet the challenge.

Weekly Detailed Course Contents

Week	Theoretical	Practice	Laboratory
1	The definition and importance of marketing
2	Marketing concepts and stages
3	Introduction to Sales and Sales Management
4	The stages of sales process
5	make an appointment
6	pre-interview preparation
7	pre-interview preparation
8	Midterm
9	effective Presentations
10	Sales techniques
11	Sales techniques and sales closing
12	Objection identifying and meeting
13	features expected from sellers and sales managers
14	Final Exam
15
16

Recommended or Required Reading

AKBEN Feyzullah-PRINTER Rashad, Folklore; Özkan Press Ankara, Turkey, 1995, EKİCİ text PROF.DR.HALİM Science, Traditional Publishing, Ankara, 2004

Planned Learning Activities and Teaching Methods

Assessment Methods and Criteria

Term (or Year) Learning Activities	Quantity	Weight
Midterm Examination	1	100
SUM		100
End Of Term (or Year) Learning Activities	Quantity	Weight
Final Examination	1	100
SUM		100
Term (or Year) Learning Activities		40
End Of Term (or Year) Learning Activities		60
SUM		100

Language of Instruction

Turkish

Work Placement(s)

None

Workload Calculation

Activities	Number	Time (hours)	Total Work Load (hours)
Midterm Examination	1	1	1
Final Examination	1	1	1
Attending Lectures	14	3	42
Self Study	14	2	28
Individual Study for Mid term Examination	1	8	8
Individual Study for Final Examination	1	8	8
TOTAL WORKLOAD (hours)			88

Contribution of Learning Outcomes to Programme Outcomes

	PO 1	PO 2	PO 3	PO 4	PO 5	PO 6	PO 7	PO 8	PO 9	PO 10	PO 11	PO 12	PO 13	PO 14
LO1	3		3				3		3		3
LO2	3		3				3		3		3
LO3	3		3				3		3		3
LO4	3		3				3		4		3
LO5	3		4				3		4		4

* Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High