Course Code	Semester	Course Name	LE/RC/LA	Course Type	Language of Instruction	ECTS
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Course Goals	To explain students the importance of sales and sales management in the company's attainment of marketing and sales goals To equip students with the necessary theoretical knowledge related to personal sales and salesforce management in the company To apply the theoretical knowledge to real life cases
Prerequisite(s)
Corequisite(s)
Special Requisite(s)
Instructor(s)
Course Assistant(s)
Schedule
Office Hour(s)
Teaching Methods and Techniques
Principle Sources
Other Sources

Course Schedules
Week	Contents	Learning Methods
1. Week	Introduction to sales and sales management	Lecturer Presentations and discussion
2. Week	Development and role of sales in marketing	Lecturer Presentations and discussion
3. Week	Role and function of sales plan in strategic marketing plan	Lecturer Presentations and discussion
4. Week	Individual consumer behaviour in sales management	Lecturer Presentations and discussion
5. Week	Sales environment	Lecturer Presentations and discussion
6. Week	Sales techniques: Responsibilities and preparation	Lecturer Presentations and discussion
7. Week	Personal selling techniques	Lecturer Presentations and discussion
8. Week	Midterm Exam Week	Midterm Exam
9. Week	Midterm Exam Week	Midterm Exam
10. Week	Recruitment and selection in sales management	Lecturer Presentations and discussion
11. Week	Motivation and control in sales management	Lecturer Presentations and discussion
12. Week	Organization and compensation in sales management	Lecturer Presentations and discussion
13. Week	Assessing sales performance and control	Lecturer Presentations and discussion
14. Week	Sales Forecasting & Budgeting	Lecturer Presentations and discussion
15. Week	Final Exam week	Final Exam
16. Week	Final Exam week	Final Exam
17. Week

Assessments
Evaluation tools	Quantity	Weight(%)
Midterm(s)	1	30
Quizzes	4	30
Final Exam	1	40

Program Outcomes PO-1 Comprehends both theoretical and applied subjects in international trade at the advanced level, and uses his/her knowledge when necessary. PO-2 Analyses basic concepts and data related to International Trade and Economics by scientific methods, interprets those with analytically, and evaluates those with regard to economic issues. PO-3 Express his/her thoughts, comments and evaluations related to International Trade discipline both in written and oral forms. PO-4 Defines current problems, and proposes solutions which are supported by evidence and research based quantitative and qualitative data. PO-5 Inspects how public and private sector enterprises engaged in trade activities operates in practice, and evaluates the continuities and the dynamism in these sectors. PO-6 Defines and tracks local, regional (such as European Union or Middle East) and global issues from the point of political economics, and relates these issues to each other. PO-7 Possesses sufficient knowledge in other disciplines related to International Trade (such as Economics, Finance, International Business and Law), and reports this information. PO-8 Follows publications and research in International Trade, Globalisation and Financial Systems in the English language, and communicates with his/her colleagues internationally. PO-9 Uses a second language (Russian, Chinese, etc.) at the intermediate level. PO-10 Possesses ethical principles and scientific values in collection, interpretation and release of data.

Learning Outcomes LO-1 To enable the students to apply their theoretical knowledge and competence to real life cases LO-2 To enable students explain the essential principles of sales management and personal selling LO-3 To enable the students to understand the role and function of selling and sales management in the company's strategic marketing plan LO-4 To acknowledge the students about individual and industrial consumer behaviour in sales context LO-5 To acknowledge the students about the different processes involved in personal selling and salesforce management

Course Assessment Matrix:

LO 1
LO 2
LO 3
LO 4
LO 5
LO 6
LO 7
LO 8
LO 9
LO 10
LO 11
LO 12
LO 13
LO 14
LO 15
LO 16
LO 17
LO 18
LO 19
LO 20
LO 21
LO 22
LO 23
LO 24
LO 25
LO 26
LO 27
LO 28
LO 29
LO 30
LO 31
LO 32
LO 33
LO 34
LO 35
LO 36
LO 37
LO 38
LO 39
LO 40
LO 41
LO 42
LO 43
LO 44
LO 45
LO 46
LO 47
LO 48
LO 49
LO 50