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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS MAR 2026 SALES TECHNIQUES FOR MARINAS ELECTIVE 3 0 0 3

Offered By

Marina Management

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

INSTRUCTOR ÇAĞLAR ALTUNTAŞ

Offered to

Marina Management

Course Objective

This course aims to give information on sales procedure, basic elements, stages, fundamental techniques and principles to be followed during and following the sales in the marinas and to develop the skill of students in applying sales techniques.

Learning Outcomes of the Course Unit

1   To list the basic goals and characteristics of sales activities in marinas 2   To define the target customer group and its characteristics for marinas 3   To analyze the sales process in marinas 4   To apply efficient communication principles in the sales process in marinas 5   To answer customer complaints efficiently in the sales process in marinas

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Sales in the Marinas: aims, characteristics 2 Target Customer Group in Marinas and Market Segment 3 Pricing in Marinas and Its Importance in terms of Sales 4 Sales Process and its Elements in Marinas 5 Principles and work and behavioural requirements of sales 6 Customer Relations Management in the Sales Process in Marinas 7 Communication and Body Language in the Sales Activities in Marinas 8 Midterm exam 9 Information Gathering and Preparation in the Sales Process in Marinas 10 The Stage of Sales in Marinas -I 11 The Stage of Sales in Marinas -II 12 Payment Collection in Marinas 13 Customer Complaints in the Sales Process in Marinas 14 Techniques of Answering Customer Complaints in the Sales Process in Marinas 15 Final exam 16 Final exam

Recomended or Required Reading

Course notes

Planned Learning Activities and Teaching Methods

Lectures and student assignments

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 FCGR FINAL COURSE GRADE 3 ASG ASSIGNMENT VZ * 0.40 + FN * 0.60 4 RST RESIT 5 FCGR FINAL COURSE GRADE (RESIT) VZ * 0.40 + BUT * 0.60 *** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

To be announced.

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

e-mail: caglar.altuntas@deu.edu.tr

Office Hours

Thursday, 13:00 - 15:00

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 13 3 39 Preparations before/after weekly lectures 13 1 13 Preparation for midterm exam 1 6 6 Preparation for final exam 1 20 20 Midterm 1 1 1 Final 1 1 1 TOTAL WORKLOAD (hours) 80

Contribution of Learning Outcomes to Programme Outcomes

PO/LO PO.1 PO.2 PO.3 PO.4 PO.5 PO.6 PO.7 PO.8 PO.9 PO.10 PO.11 PO.12 LO.1 5 5 LO.2 5 5 LO.3 5 5 LO.4 5 5 5 LO.5 5 5 5 5