| INTERNATIONAL BUSINESS MASTER'S PROGRAM (NON-THESIS) | |||||
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| 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: | 1. Semester / Fall | ||||||||
| Course Credits: |
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| Language of instruction: | TR | ||||||||
| Prerequisite of the course: | No | ||||||||
| Type of course: | Alan İçi Seçmeli | ||||||||
| Level of course: |
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| 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.) | ||
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1) Defines and relates the concepts that form the basis of international sales and sales management. |
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2) Explains the international sales process and organizes the elements of the process. |
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| 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 | ||
| 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 | ||
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Ders - Program Öğrenme Kazanım İlişkisi
| No Effect | 1 Lowest | 2 Average | 3 Highest |
| Ders Öğrenme Kazanımları | 1 |
2 |
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| Program Outcomes | |||||||||||||
| 1) Uses the terminology in the field of international business effectively. | |||||||||||||
| 2) Students will be able to comprehend the interdisciplinary nature of international business and deepen their knowledge in one of these disciplines. | |||||||||||||
| 3) They apply the knowledge and techniques acquired in the program in the multinational enterprises where they work. | |||||||||||||
| 4) Students will be able to analyze, interpret and evaluate information related to the field of international business analytically and systematically. | |||||||||||||
| 5) Students will be able to comprehend the importance of the international dimension in managerial decisions and will be able to interpret and analyze data, identify problems and propose solutions by using the knowledge they have acquired. | |||||||||||||
| 6) Students will be able to carry out a study on subjects that require expertise in a specialized field of international business, individually or in teams, who will be able to comprehend all its stages. | |||||||||||||
| 7) Students will be able to take part in various projects carried out in the field of international business as a project manager or participant in accordance with the project objectives. | |||||||||||||
| 8) Evaluates their knowledge and skills with a critical perspective on an international platform. | |||||||||||||
| 9) Can convey the original ideas and suggestions they have produced regarding the field in written/oral form in scientific environments. | |||||||||||||
| 9) You can use the terminology in the field of international business effectively and can communicate verbally and in writing in a foreign language using at least the European Language Portfolio B2 General Level. | |||||||||||||
| 10) Students will be able to evaluate their work in a specific field of international business within the scope of scientific ethics, sustainability, international environmental sensitivity and cultural diversity and will be able to make an original contribution to the field with their thesis or studies. | |||||||||||||
| 11) Analyzes the relations of multinational enterprises with internal-external environmental factors. | |||||||||||||
| 12) Uses a foreign language at least at the B2 General Level of the European Language Portfolio. | |||||||||||||
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 | |