The aim of this course is to provide both theoretical and practical information about sales, which is part of the marketing concept for the students. For this reason, the course will first provide comprehensive theoretical information about the basics of marketing, then move on to sales techniques. With the techniques to be explained, students will be able to apply sales effectively in their daily lives.
Prerequisite(s)
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Corequisite(s)
-
Special Requisite(s)
-
Instructor(s)
Lecturer Fatma KÖMÜRCÜOĞLU SOYTÜRK
Course Assistant(s)
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Schedule
Wednesday,15:00-16:50 CATS
Office Hour(s)
Wednesday,17:00-17:30CATS
Teaching Methods and Techniques
Lecture, discussion, research, application,
In the fall term of 2020-2021 Academic Year, although that lesson has been planned in a formal learning way in advance, it has been decided to practice digital distant learning (online sessions) method rather than formal learning method because of the COVID-19 for the lesson regarding the recommendations by Council of Higher Education. Theoretical parts of the lesson will be given via system of CATs V3.0 and supported by academic and sectoral webinars. If it is possible, applied courses about the lesson will be given via system of CATs V3.0, digitally too. If it is not, they will be given in a way of hybrid model alternately according to the changes in the pandemic conditions in the last part of fall term of 2020-2021.
Principle Sources
PAZARLAMA, Yrd. Doç. Dr. Mesut Bozkurt, Paradigma Akademi Yayınları, 2014
PAZARLAMA İLKELERİ, İsmet mucuk, Türkmen Yayınevi, 2011
Other Sources
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Course Schedules
Week
Contents
Learning Methods
1. Week
Introduction to the course and general introduction to marketing principles and sales
Lecture, discussion, research, application, homework and project preparation
2. Week
Marketing principles and theories
Lecture, discussion, research, application, homework and project preparation
3. Week
Market segmentation, target market selection and positioning
Lecture, discussion, research, application, homework and project preparation
4. Week
Value of marketing and especially sales to consumers, firm and collective
Lecture, discussion, research, application, homework and project preparation
5. Week
Principles of sales, theories of sales, sales techniques
Lecture, discussion, research, application, homework and project preparation
6. Week
Features that should be in an active salesperson
Lecture, discussion, research, application, homework and project preparation
7. Week
Midterm
8. Week
Customer recognition: Consumers' desires and needs, motivation and personality concepts
Lecture, discussion, research, application, homework and project preparation
9. Week
Customer engaging: Consumer and brand loyalty
Lecture, discussion, research, application, homework and project preparation
10. Week
Applied sales techniques and communication skills
Lecture, discussion, research, application, homework and project preparation
11. Week
Applied sales techniques and communication skills
Lecture, discussion, research, application, homework and project preparation
12. Week
Term Paper Presentations
Lecture, discussion, research, application, homework and project preparation
13. Week
Term Paper Presentations
Lecture, discussion, research, application, homework and project preparation
14. Week
Term Paper Presentations
Lecture, discussion, research, application, homework and project preparation
15. Week
Final exam
Final exam
16. Week
Final exam
Final exam
17. Week
Final exam
Final exam
Assessments
Evaluation tools
Quantity
Weight(%)
Midterm(s)
1
20
Final Exam
1
80
Program Outcomes
PO-1
Effective communication skills
PO-2
Ability to know protocol types
PO-3
The awareness of the necessity of lifelong learning and the ability to do so
PO-4
Ability to have knowledge about sectoral problems
PO-5
Ability to monitor technological, cultural and social changes
PO-6
The ability to effectively manage time and resources by improving management and leadership skills
PO-7
The ability to gather and organize ideas and information needed to make ideas and projects effective, persuasive in written, verbal or other forms
PO-8
The ability to use the tools and equipment necessary for their profession in the right place and at the right time
PO-9
Awareness of professional and ethical responsibility
PO-10
Ability to collect and organize data and to know how to organize them
Learning Outcomes
LO-1
Define marketing and sales concepts
LO-2
Explain the place and importance of sales in marketing
LO-3
Define sales principles and theories
LO-4
To be able to evaluate what customer wishes may be through sociological and psychological theoretical knowledge
LO-5
He will be able to apply sales principles and theories
