Akademik Dersler - Tanıtım

Last Updated: 30/09/2026

Code - Course Title	Course Type	Laboratory + Practice	ECTS
PZL247 - Sales Management	III. SEMESTER	2 +0	3.0

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
Place of Delivery
Used Educational Platforms
Prerequisites	There is no prerequisite or co-requisite for this course.
Courses Recomended	There is no recommended optional programme component for this course.
Recommended Resources	OEF Sales Management
Work Placement	N/A
Aims of the Course

Weeks	Learning Outcomes	Topics	Teaching Methods
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

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Assessment Method and Passing Requirements
	Quamtity	Percentage (%)
1.Midterm Exam	1	40
Final Exam	1	60
Toplam (%)		100