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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS PAZ 4202 SALES MANAGEMENT COMPULSORY 4 2 0 5

Offered By

Marketing

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

ASISTANT PROFESSOR SERPIL KESTANE

Offered to

Marketing Marketing

Course Objective

The main purpose of course is to develop individual skills for the application sales techniques, in a team

Learning Outcomes of the Course Unit

1   Being able to identify sales techniques and methods 2   Being able to plan and execution of the customer visit process 3   Being able to make applications of sales meeting stages 4   Being able to express the sales techniques for different product groups 5   Being able to design sales techniques for different product groups

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Personal sales and being a sales representative, qualities a successful sales representative must have and training of sales representatives 2 Collecting information about customers-preparation for meeting and making an appointment 3 Presentation of personal sales and presentation strategies 4 Customer objections and techniques to meet them 5 Closing of the personal sales process 6 Communication and body language in personal sales activities 7 Midterm Exam 8 Midterm Exam 9 Personal sales presentations. Student "role playing" applications 10 Personal sales presentations. Student "role playing" applications 11 Personal sales presentations. Student "role playing" applications 12 Personal sales presentations. Student "role playing" applications 13 Personal sales presentations. Student "role playing" applications 14 Personal sales presentations. Student "role playing" applications

Recomended or Required Reading

Textbook(s): Erdoğan Taşkın, Satış Teknikleri Eğitimi, 9th. Ed., Papatya Yayınları, 2012, Istanbul Other materials: Videos, decors and examples for product groups. Recent student reports. Interviews with sales managers

Planned Learning Activities and Teaching Methods

1) Lecture 2) Watching a video 3) Writing and staging sales scenarios 4) Acting 5) Developing methods through criticism and interpretation

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA 1 MTE MIDTERM EXAM 2 RP REPORT 3 FN FINAL EXAM 4 FCG FINAL COURSE GRADE VZ*0.30 + RO*0.10 + FN* 0.60 5 RST RESIT 6 FCGR FINAL COURSE GRADE (RESIT) VZ*0.30 + RO*0.10 + BUT* 0.60

Further Notes About Assessment Methods

None

Assessment Criteria

The five learning outcomes will be assessed by mid-term exam, homework and final exams.

Language of Instruction

Turkish

Course Policies and Rules

70% attendance to the course is compulsory .

Contact Details for the Lecturer(s)

E-mail: muazzez.babacan@deu.edu.tr Phone: 0.232. 3012548

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 12 4 48 Tutorials 12 2 24 Preparations before/after weekly lectures 12 1 12 Preparation for midterm exam 1 6 6 Preparation for final exam 1 8 8 Preparing assignments 3 4 12 Preparing presentations 1 20 20 Midterm 1 1 1 Final 1 1 1 TOTAL WORKLOAD (hours) 132

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 PO.13 PO.14 PO.15 LO.1 1 1 LO.2 1 1 1 LO.3 1 1 1 LO.4 1 1 1 LO.5 1 1 1 1