| Language of Instruction |
Türkçe |
| Course Type |
Required Courses |
| Course Instructor(s) |
ÖĞR. GÖR. DR. MEHMET GÖKHAN TURAN |
| Mode of Delivery |
The mode of delivery of this course is Face to face |
| Prerequisites |
There is no prerequisite or co-requisite for this course. |
| Courses Recomended |
There is no recommended optional programme component for this course. |
| Recommended Reading List |
|
| Assessment methods and criteria |
One midterm exam and final exam |
| Work Placement |
N/A |
| Catalog Content |
Concept of Sales Force; Sales Force Management; Sales Management and Planning Activities; Sales ForceOrganizing; Demand Measurement and Sales Calendar; Sales Budgets; Sales Quotas and Regulation, Creation of Sales Territories; Selection and Training of Sales Force Representatives; Remuneration of Salesmen; Motivation of Salesmen; Demand Measurement and Forecasting; Sales Potential; Company Potential; Sales Forecast; Methods Used; Sales Based on Region; Sales by Product Basis; Strategic Sales Planning; Sales Process: Preparation, Sales speech and its stages, Meeting objections, Realizing the sale, Follow-up and control; Ethical and Legal Dimensions of Sales Managemen |
Anadolu Info Package 
Turkish 
English