Akademik Dersler - İçerik

Weeks	Topics
Week - 1	The role of personal selling in the marketing function
Week - 2	Introducing the various aspects of selling as a carreer
Week - 3	Introduction of the sales management functions
Week - 4	Sales management and the future
Week - 5	Sales tasks and selling activities
Week - 6	Design of the sales organization
Week - 7	Sales forecasts
Week - 8	sales quatas
Week - 9	Sales quatas
Week - 10	sales quatas
Week - 11	Communication styles of sales people and customers
Week - 12	Personal selling process, pre-sale planning, exploring the customer need
Week - 13	Personel selling process; sales presentation techniques, handling customer objections, closing the sales.
Week - 14	Sales and ethics