| Course Unit Code | Course Unit Title | Type of Course Unit | Year of Study | Semester | Number of ECTS Credits | | 190500308107 | INTERNATIONAL SALES MANAGEMENT | Elective | 4 | 8 | 3 |
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| Level of Course Unit |
| First Cycle |
| Objectives of the Course |
| The aim of this course is to examine the process of building an effective sales force as an important element of an organisation's international marketing efforts. |
| Name of Lecturer(s) |
| Dr. Öğr. Üyesi Turgay OYMAN |
| Learning Outcomes |
| 1 | Evaluate sales management in an international environment, | | 2 | Explain the relationship between culture and sales | | 3 | Will be able to comprehend intercultural communication and negotiation process | | 4 | Explain the selection and procurement process of the sales force | | 5 | Evaluate international sales force planning and sales organization |
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| Mode of Delivery |
| Daytime Class |
| Prerequisites and co-requisities |
| None |
| Recommended Optional Programme Components |
| None |
| Course Contents |
| Definition and content of sales management
Sales process and relationship management
Defining sales forecasting methods and sales quotas
Selection of sales force
Training of the salesperson
Organisation of the sales force
Motivating the sales force
Rewarding the sales force
Control of sales management
Performance evaluation |
| Weekly Detailed Course Contents |
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| 1 | Introduction | | | | 2 | International Sales Force | | | | 3 | International Sales Force (Continued) | | | | 4 | Sales Management and Content | | | | 5 | Sales Process and Relationship Management | | | | 6 | Sales Forecasting Methods | | | | 7 | Sales Forecasting Methods (Continued) | | | | 8 | Selection of the Sales Force | | | | 9 | Training the Sales Force | | | | 10 | Organization of the Sales Force | | | | 11 | Sales Force Motivation | | | | 12 | Rewarding the Sales Force | | | | 13 | Control Processes of the Sales Force | | | | 14 | Performance Evaluation | | |
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| Recommended or Required Reading |
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| Planned Learning Activities and Teaching Methods |
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| Assessment Methods and Criteria | |
| Midterm Examination | 1 | 100 | | SUM | 100 | |
| 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) | | Yok |
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| Workload Calculation |
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| Midterm Examination | 1 | 1 | 1 |
| Final Examination | 1 | 1 | 1 |
| Makeup Examination | 4 | 1 | 4 |
| Attending Lectures | 42 | 1 | 42 |
| Project Presentation | 5 | 1 | 5 |
| Self Study | 1 | 1 | 1 |
| Individual Study for Mid term Examination | 12 | 1 | 12 |
| Individual Study for Final Examination | 24 | 1 | 24 |
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| Contribution of Learning Outcomes to Programme Outcomes |
| LO1 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 4 | 5 | 5 | 3 | 3 | 3 | 3 | | LO2 | 4 | 5 | 3 | 4 | 3 | 4 | 4 | 3 | 4 | 4 | 4 | 5 | 3 | 4 | 4 | 3 | 4 | 4 | 4 | 4 | | LO3 | 4 | 4 | 4 | 5 | 4 | 4 | 4 | 3 | 3 | 3 | 4 | 3 | 3 | 4 | 4 | 3 | 4 | 3 | 4 | 4 | | LO4 | 3 | 3 | 3 | 4 | 4 | 4 | 4 | 4 | 3 | 3 | 4 | 4 | 3 | 3 | 5 | 3 | 3 | 4 | 4 | 4 | | LO5 | 4 | 4 | 4 | 4 | 4 | 5 | 4 | 5 | 4 | 5 | 3 | 3 | 3 | 3 | 4 | 3 | 1 | 3 | 4 | 3 |
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| * Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High |
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Iğdır University, Iğdır / TURKEY • Tel (pbx): +90 476
226 13 14 • e-mail: info@igdir.edu.tr
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