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ISTANBUL GELİŞİM UNIVERSITY INFORMATION SYSTEM

SALES MANAGEMENT COURSE IDENTIFICATION AND APPLICATION INFORMATION

Code Name of the Course Unit Semester In-Class Hours (T+P) Credit ECTS Credit
BUS331 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 Lecture & Question and Answer Relevant chapters of the coursebook Predictions and definitions of markets Lecture & Question and Answer
9 Lecture & Question and Answer Relevant chapters of the coursebook Global and local markets evaluation Lecture & Question and Answer
10 - MID-TERM EXAM -
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 -