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SALES MANAGEMENT COURSE IDENTIFICATION AND APPLICATION INFORMATION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
ISL331	SALES MANAGEMENT	5	3	3	5

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	Lecture & Question and Answer Relevant chapters of the coursebook	Introduction to personal sales	Lecture & Question and Answer
2	Lecture & Question and Answer Relevant chapters of the coursebook	Introduction to global sales	Lecture & Question and Answer
3	Lecture & Question and Answer Relevant chapters of the coursebook	Culture and sales	Lecture & Question and Answer
4	Lecture & Question and Answer Relevant chapters of the coursebook	Mutual cultural communication, meeting and global sales	Lecture & Question and Answer
5	Lecture & Question and Answer Relevant chapters of the coursebook	Sales process	Lecture & Question and Answer
6	Lecture & Question and Answer Relevant chapters of the coursebook	Global sales organizations	Lecture & Question and Answer
7	Lecture & Question and Answer Relevant chapters of the coursebook	Management of sales area	Lecture & Question and Answer
8	-	MID-TERM EXAM	-
9	Lecture & Question and Answer Relevant chapters of the coursebook	Predictions and definitions of markets	Lecture & Question and Answer
10	Lecture & Question and Answer Relevant chapters of the coursebook	Global and local markets evaluation	Lecture & Question and Answer
11	Lecture & Question and Answer Relevant chapters of the coursebook	Sales power strategies	Lecture & Question and Answer
12	Lecture & Question and Answer Relevant chapters of the coursebook	Sales power motivation	Lecture & Question and Answer
13	Lecture & Question and Answer Relevant chapters of the coursebook	Introduction to international sales and contracts, content	Lecture & Question and Answer
14	Lecture & Question and Answer Relevant chapters of the coursebook	Sales and ethics	Lecture & Question and Answer
15	Lecture & Question and Answer Relevant chapters of the coursebook	Case Study Analysis	Lecture & Question and Answer
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-