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| ISL5320 | Personal Selling | 3+0+0 | ECTS:7.5 | | Year / Semester | Fall Semester | | Level of Course | Second Cycle | | Status | Elective | | Department | DEPARTMENT of BUSINESS ADMINISTRATION | | Prerequisites and co-requisites | None | | Mode of Delivery | Face to face | | Contact Hours | 14 weeks - 3 hours of lectures per week | | Lecturer | Doç. Dr. Hatice Dilara KESKİN | | Co-Lecturer | None | | Language of instruction | Turkish | | Professional practise ( internship ) | None | | | | The aim of the course: | | To study and research concepts about personal selling at the advanced level. |
| Programme Outcomes | CTPO | TOA | | Upon successful completion of the course, the students will be able to : | | | | PO - 1 : | define the basic concepts of personal selling. | 2,4 | 1,6, | | PO - 2 : | explain the sales representative's characteristics and the stages of personal selling process. | 2,4 | 1,6, | | PO - 3 : | present the targets of the stages in personal selling process. | 2,4 | 1,6, | | PO - 4 : | determine the effect of sales representatives on personal selling process and on consumer behaviours. | 2,4 | 1,6, | | PO - 5 : | summarize the stages reguired for a successful personal selling process. | 2,4 | 1,6, | | CTPO : Contribution to programme outcomes, TOA :Type of assessment (1: written exam, 2: Oral exam, 3: Homework assignment, 4: Laboratory exercise/exam, 5: Seminar / presentation, 6: Term paper), PO : Learning Outcome | | |
| Introduction to personal selling, the concept of sales representative and the characteristic of sales representative, communication and body language in personal selling activity, collecting information and preparation in personal selling process, sales moment in personal selling process, customer's protests and techniques for response in personal selling, process finalization of personal selling process. |
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| Course Syllabus | | Week | Subject | Related Notes / Files | | Week 1 | Introduction to personal selling | | | Week 2 | The concept of sales representative and the characteristics of sales representative | | | Week 3 | The concept of sales representative and the characteristics of sales representative | | | Week 4 | Communication and body language in personal selling activity | | | Week 5 | Collecting information and preparation in personal selling process | | | Week 6 | Sales moment in personal selling process | | | Week 7 | Customer's protests and techniques for response in personal selling | | | Week 8 | Finalization of personal selling process | | | Week 9 | Mid-term exam | | | Week 10 | Personel selling rules | | | Week 11 | Merchandising techniques | | | Week 12 | New developments in sales | | | Week 13 | E-sales via internet | | | Week 14 | Sales through meeting management | | | Week 15 | Evaluation of personal selling | | | Week 16 | End-of-term exam | | | |
| 1 | Uslu, A.T. 2005; Kişisel Satış Teknikleri, Beta Yayınları, 2. Baskı, İstanbul. | | | 2 | Taşkın, E. 2006; Satış Teknikleri Eğitimi, Papatya Yayıncılık, İstanbul. | | | |
| 1 | Karabulut, M. 1998; Profesyonel Satışcılık ve Yönetimi, 2.Baskı, Üniversal Bilimsel Yayınları -4, İstanbul. | | | |
| Method of Assessment | | Type of assessment | Week No | Date | Duration (hours) | Weight (%) | | Mid-term exam | 9 | 20/11/2024 | 1 | 30 | | Homework/Assignment/Term-paper | 12 | 11/12/2024 | | 20 | | End-of-term exam | 16 | 10/01/ 2025 | 1 | 50 | | |
| Student Work Load and its Distribution | | Type of work | Duration (hours pw) | No of weeks / Number of activity | Hours in total per term | | Yüz yüze eğitim | 3 | 14 | 42 | | Sınıf dışı çalışma | 8 | 14 | 112 | | Arasınav için hazırlık | 10 | 2 | 20 | | Arasınav | 1.1 | 1 | 1.1 | | Ödev | 1 | 1 | 1 | | Dönem sonu sınavı için hazırlık | 12 | 3 | 36 | | Dönem sonu sınavı | 1.2 | 1 | 1.2 | | Total work load | | | 213.3 |
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