BUSINESS MANAGEMENT MASTER'S PROGRAM (WITH THESIS)
Master TR-NQF-HE: Level 7 QF-EHEA: Second Cycle EQF-LLL: Level 7

General Information about the Course

Course Code: ISL510
Course Title: International Sales Management
Course Semester: 2. Semester / Spring
Course Credits:
Theoretical Practical Credit ECTS
3 0 3 6
Language of instruction: TR
Prerequisite of the course: No
Type of course: Alan İçi Seçmeli
Level of course:
Master TR-NQF-HE:7. Master`s Degree QF-EHEA:Second Cycle EQF-LLL:7. Master`s Degree
Course Lecturer(s): Assoc. Prof. Ayça Can KIRGIZ
Dr.Öğr.Üyesi Serkan AKGÜN

Purpose and content of the course

Course Objectives: Giving the necessary up-to-date information in the field of sales management and gaining the necessary skills for the students about sales presentation.
Course Objective: With this course, students will have information about the processes related to sales, which is one of the marketing tools.
Mode of Delivery: Face to face

Learning Outcomes

Knowledge (Described as Theoritical and/or Factual Knowledge.)
  1) Defines and relates the concepts that form the basis of international sales and sales management.
  2) Explains the international sales process and organizes the elements of the process.
Skills (Describe as Cognitive and/or Practical Skills.)
Competences (Described as "Ability of the learner to apply knowledge and skills autonomously with responsibility", "Learning to learn"," Communication and social" and "Field specific" competences.)

Course Topics

Week Subject
Related Preparation Pekiştirme
1) Marketing and Sales
2) Sales and Sales Profession
3) Consumption psychology and buying motives
4) The role of communication in sales
5) Selling process
6) Sales presentation
7) Meeting objections and closing sales
8) Customer needs in big sales
9) Sales management
10) Cultural Factors Affecting International Sales
11) The Effect of Legal Regulations and Ethics on Sales Management
12) Pricing in Sales Management
13) Sales forecasts and techniques used
14) General evaluation
References:

Ders - Program Öğrenme Kazanım İlişkisi

No Effect 1 Lowest 2 Average 3 Highest
       
Ders Öğrenme Kazanımları

1

2

Program Outcomes
1) To be able to understand and apply professional, legal and ethical principles with a sense of social responsibility in the stages of collecting, interpreting, announcing and applying data related to the field.
2) To be able to understand and manage social and professional relationships.
3) To have advanced theoretical and applied knowledge through course materials and other scientific resources containing the most up-to-date information in the field of business administration, and thus to evaluate a business in its own environment.
4) To comprehend and analyze the basic concepts and functions of business administration at the level of expertise.
5) To be able to follow current and developing trends in business administration with professional English proficiency.
6) To be able to comprehend all aspects of the subjects related to the profession.
7) To be able to take responsibility as a team member in order to solve the problems encountered in practice.
8) To be able to think interdisciplinary and to perform effective teamwork.
9) To be able to plan and manage activities for the professional development of employees under his/her responsibility in professional activities and projects in his/her field.
10) To be able to determine the learning needs with the lifelong learning and self-learning skills gained and to carry out advanced studies to overcome these.
11) To be able to see business opportunities in the economy, to interpret and evaluate them correctly.
12) To be able to inform the relevant people and institutions on the issues related to the field; To be able to convey in writing and orally the solution proposals for the problems supported by qualitative and quantitative data.
13) To be able to use information and communication technologies at the level required by the field.
14) To be able to produce innovative and creative ideas and to put these ideas into practice.

Course Teaching, Learning Methods

Q & A
Case Problem Solving/ Drama- Role/ Case Management
Laboratory
Quantitative Problem Solving
Fieldwork
Group Study / Assignment
Individual Assignment
WEB-based Learning
Internship
Practice in Field
Project Preparation
Report Writing
Seminar
Supervision
Social Activity
Occupational Activity
Occupational Trip
Application (Modelling, Design, Model, Simulation, Experiment et.)
Reading
Thesis Preparation
Field Study
Student Club and Council Activities
Other
Logbook
Interview and Oral Conversation
Research
Watching a movie
Bibliography preparation
Oral, inscribed and visual knowledge production
Taking photographs
Sketching
Mapping and marking
Reading maps
Copying textures
Creating a library of materials
Presentation

Evaluation System

Semester Requirements Number of Activities Level of Contribution
Attendance % 0
Laboratory % 0
Application % 0
Practice Exam % 0
Quizzes % 0
Homework Assignments % 0
Presentation % 0
Project % 0
Special Course Internship (Work Placement) % 0
Field Study % 0
Article Critical % 0
Article Writing % 0
Module Group Study % 0
Brainstorming % 0
Role Playing + Dramatizing % 0
Out of Class Study % 0
Preliminary Work, Reinforcement % 0
Application Repetition etc. % 0
Homework (reading, writing, watching movies, etc.) % 0
Project Preparation + Presentation % 0
Report Preparation + Presentation % 0
Presentation / Seminar Preparation + Presenting % 0
Oral examination % 0
Midterms 1 % 40
Final 1 % 60
Report Submission % 0
Bütünleme % 0
Kanaat Notu % 0
Committee % 0
Yazma Ödev Dosyası % 0
Portfolio % 0
Take-Home Exam % 0
Logbook % 0
Discussion % 0
Participation % 0
total % 100
PERCENTAGE OF SEMESTER WORK % 40
PERCENTAGE OF FINAL WORK % 60
total % 100

Calculation of Workload and ECTS Credits

Activities Number of Activities Workload
Course Hours 14 42
Laboratory
Application
Practice Exam
Special Course Internship (Work Placement)
Field Work
Study Hours Out of Class
Article Critical 14 14
Article Writing
Module Group Study 5 15
Brainstorming 14 14
Role Playing + Dramatizing
Out-of-Class Study (Pre-study, Reinforcement, Practice Review, etc.) 14 14
Homework (reading, writing, watching movies, etc.) 14 21
Project Preparation + Presentation 6 18
Report Preparation + Presentation
Presentation / Seminar Preparation + Presenting 1 10
Oral examination
Preparing for Midterm Exams 1 10
MIDTERM EXAM (Visa) 1 1
Preparing for the General Exam 1 20
GENERAL EXAM (Final) 1 1
Participation
Discussion
Portfolio
Take-Home Exam
Logbook
Total Workload 180
ECTS (30 saat = 1 AKTS ) 6