Akademik Dersler - Tanıtım

Last Updated: 30/09/2026

Code - Course Title	Course Type	Laboratory + Practice	ECTS
PZL508 - Sales Management	I. SEMESTER	3 +0	6.0

Language of Instruction	Türkçe
Course Type	Elective Courses
Course Instructor(s)	PROF. DR. ENES EMRE BAŞAR
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	Altunışık, R ve İslamoğlu, A.H. (2014). Satış ve Satış Yönetimi, Sakarya Yayıncılık.
Work Placement	N/A
Aims of the Course

Weeks	Learning Outcomes	Topics	Teaching Methods
Week - 1		the role of sales management in the marketing function
Week - 2		ıntroducing 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 quatos
Week - 9		sales quatos
Week - 10		sales quatos
Week - 11		communication styles of sales people and customers
Week - 12		selling process, pre-sale planning, exploring the customer need
Week - 13		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 (%)
Toplam (%)