COURSE UNIT TITLE

Offered By

International Business and Trade

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

ASSOCIATE PROFESSOR ÖZGE ÖZGEN

Offered to

International Business and Trade
International Trade and Business (English)

Course Objective

The main objective of this course is to examine the elements of an effective international sales force as a key component of the organization's total international marketing effort. Course objectives include understanding the sales process in foreign trade, the relationship between foreign sales and international marketing, sales force structure, customer relationship management (CRM), use of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople in foreign trade perspective.

Learning Outcomes of the Course Unit

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Recomended or Required Reading

Sales Management: A Global Perspective 2003 John B Ford, Earl Honeycutt, Antonis Simintiras

Planned Learning Activities and Teaching Methods

Lecture, discussions, audio-visuals, group study.

Assessment Methods

Further Notes About Assessment Methods

None

Assessment Criteria

1. The learner will be fully prepared to discuss reading assignments and cases.
2. The learner will clearly describe the dynamics of sales management in foreign trade in midterm exam.
3. The learner will analyze and interpret the international sales management problems which present in comprehensive case study and will discuss the solution of case with the classmates. In this process, students will be expected to follow the case study analysis methodology.

IN THIS COURSE, THERE WILL BE 1 COMPLICATED CASE STUDY WHICH WILL BE EVALUATED AS TERM PROJECT
The following scale will be used for the assessment of all criteria. The criteria are also presented below the scale with point values.
This particular element is absent or falls short of expectations, and /or it is completely out of place within the given context. Poor (0%)
This particular element is somewhat absent and does not entirely fit the context. Fair (40%)
This particular element is developed satisfactorily and fits the context at an acceptable standard. Good (60%)
This particular element is developed in a good and professional way and fits into the context. Very good (80%)
The way this particular element is developed is noteworthy and fits perfectly into the context. Excellent (100%)

Case Study Assessment (50% of overall grade)
Understanding the context: Identify the problem or situation in the given text/case clearly. (30 points)
Terminology usage: Used the appropriate terminology given in the course related to the topic of the assignment (20 points)
Discussion abilities based on given questions/objectives: Discuss the current situation with its advantages and disadvantages, the critical importance of current implementation for international marketers and if necessary, suggest alternative solutions. (40 points)
Academic writing skills: Correct APA format of citations in paper; correct APA format for bibliography, complete source information; format of the text: single spaced text, proper headings and margins, justified text and professional outlook. (10 points)

Language of Instruction

English

Course Policies and Rules

1. Plagiarism of any type will result in disciplinary action.
2. Attending at least 70 percent of lectures is mandatory.
3. All assignments should be submitted on time. Otherwise will not be accepted.

Contact Details for the Lecturer(s)

To be announced.

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Contribution of Learning Outcomes to Programme Outcomes