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Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS MSH 0088 SALES TECHNIQUES ELECTIVE 3 0 0 3

Offered By

Efes Vocational School

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

INSTRUCTOR HAKAN SÖNMEZ

Offered to

Catering Services Programme Program Of Civil Aviation Management Program of Tourismand Hotel Manegement

Course Objective

The main aim ofthis course is to convey theoretical and practical information about current sales techniques.

Learning Outcomes of the Course Unit

1   Students will be informed about foundations of sales 2   Students will learn different sales techniques 3   Students will learn current sales techniques 4   Students will be able to manage customer complaints 5   Students will be able to use efficient sales techniques which answer changing customer requests

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description 1 Marketing and sales 2 Principles of sales 3 Theory and techniques of sales 4 Preparation for selling 5 Must-have features for a successful seller 6 Must-have features for a successful seller 7 Mid-Term 8 Persuading in selling process 9 Communication with customer 10 Managing customer complaints 11 Student presentations 12 Student presentations 13 Student presentations 14 Final

Recomended or Required Reading

Kişisel Satış Teknikleri - Prof. Dr. Aypar Uslu Örnek Olaylarla Satış Yönetimi - Mehmet Karafakıoğlu Satışın Kutsal Kitabı - Jeffrey Gitomer

Planned Learning Activities and Teaching Methods

Lecturing and getting prepared to the class

Assessment Methods

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

Further Notes About Assessment Methods

To be announced

Assessment Criteria

to be announced

Language of Instruction

Turkish

Course Policies and Rules

%70 attendance is obligatory

Contact Details for the Lecturer(s)

ceren.oksal@deu.edu.tr

Office Hours

To be announced

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours) Lectures 11 3 33 Student Presentations 3 3 9 Preparations before/after weekly lectures 11 3 33 Preparation for midterm exam 1 2 2 Preparation for final exam 1 2 2 Final 1 2 2 Midterm 1 2 2 TOTAL WORKLOAD (hours) 83

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 PO.16 PO.17 PO.18 PO.19 PO.20 LO.1 1 1 LO.2 1 1 LO.3 1 1 LO.4 1 1 LO.5 1 1