Course Learning Outcomes (CLOs) are those describing the knowledge, skills and competencies that students are expected to achieve upon successful completion of the course. In this context, Course Learning Outcomes defined for this course unit are as follows:
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| Knowledge
(Described as Theoritical and/or Factual Knowledge.)
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1) After completing this course, the students will understand the basics of international sales and negotiations and will be able to apply them in international trade.
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2) Be able to understand the relationships of several aspects of doing business globally within an interdisciplinary approach.
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3) Have necessary and sufficient knowledge as well as the analytical ability to evaluate his/her knowledge and information in his/her field.
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4) Be able to propose possible solutions to problems faced within both national and international arena with an understanding of the importance of life-long learning and social responsibilities.
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| Skills
(Describe as Cognitive and/or Practical Skills.)
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| 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.)
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| Week |
Subject |
Materials Sharing * |
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Related Preparation |
Further Study |
| 1) |
Introduction of sales and marketing and negotiations |
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| 2) |
Strategies of sales and marketing |
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| 3) |
Effects of marketing to sales |
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| 4) |
Process and steps of negotiations |
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| 5) |
Application of negotiations |
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| 6) |
Negotiation strategies |
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| 7) |
Case studies |
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| 8) |
Negotiation skills |
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| 8) |
Ending negotiations and reaching agreements |
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| 9) |
General Overview |
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| 9) |
Creating alternative strategies |
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| 10) |
Communication technics and skills |
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| 11) |
Convincing methods in professional sales and negotiations |
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| 12) |
Problem solving technics in sales and negotiations |
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| 13) |
Ending negotiations and reaching agreements |
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| 14) |
Culture in sales management |
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(KPLOs and SPLOs are the abbreviations for Key & Sub- Programme Learning Outcomes, respectively. )
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Programme Learning Outcomes |
Contribution Level (from 1 to 5) |
1) |
Learns and uses the basic information, concepts and theories required in the field of international trade. |
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1.1 Apart from subjects such as finance, business, economics, management-organization, marketing, sales management, human resources management, which constitute the main subjects of business management, it is also necessary for foreign trade, logistics, supply chain management, customs, insurance and risk management. have the necessary basic information. |
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1.2 Except the core subjects of the business, students have knowledge about leadership, behavioral sciences, communication and entrepreneurship; in the field of service, mathematics, statistics, law, operations research, information processing and management information systems. |
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2) |
Use information and communication technologies and business applications and international trade in information systems effectively. |
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2.1 Students will be able to benefit from contemporary information technologies and tools in business life, are willing to learn continuously, are open to innovations and can easily adapt to changes. |
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3) |
Can develop effective management strategies using appropriate theory and methods; plan, co-ordinate, implement and control management processes |
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3.1 Improves analytical thinking, problem solving in organizational issues, time management, self-discipline and communication skills. |
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3.2 Uses problem solving, time management, self-discipline and effective communication skills at work. |
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4) |
Applies the theoretical knowledge in business life during a semester. |
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4.1 Experiences all processes in business life. |
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4.2 Takes part in activities related to the field of education in a business operating in the field. |
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4.3 Questions the application with theoretical knowledge. |
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4.4 Compiles the knowledge and experience gained in the field. |
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5) |
S/he acquires the competencies that develop by the expectations of business world and the society defined as the institutional outcomes of our university on the advanced level in relation with his/her field. |
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5.1 Acquires the analyzing solving the problems and managing the conflicts. |
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5.2 Participates as a team member and takes responsibility in the environments that require the solving of the conflicts and acts as a leader when necessary. |
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5.3 Has awareness for ethical and social responsivity. |
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5.4 By supporting the learnt courses with quantitative and qualitative data; and by using verbal and visual communication means, s/he transfers them to the groups within and outside his/her group in a systematical and effective way. |
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5.5 Evaluates the norms and standards present in the works in which s/he takes responsibility in a critical point of view. |
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5.6 Develops strategical, innovative and entrepreneurial ideas. |
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5.7 Acquires competence of managing the change. |
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5.8 Shows development personally and socially with and awareness for lifelong learning. |
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5.9 Follows advanced technologies and developments about digital transformation. |
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5.10 Has cultural awareness and s/he transfers this to the groups within and outside his/her field. |
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5.11 Has awareness about citizenship competency. |
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5.12 Acquires communication in a Foreign Language (English) competence defined on the level of at least B1 in European Language Portfolio. (In programs whose medium of instruction is English, on the level of B2/B2+). |
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ECTS Information Package / Course Catalogue