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