TÜRKÇE
ENGLISH
Information
| Code | PZR263 |
| Name | Sales Techniques |
| Term | 2022-2023 Academic Year |
| Semester | 3. Semester |
| Duration (T+A) | 2-1 (T-A) (17 Week) |
| ECTS | 4 ECTS |
| National Credit | 2.5 National Credit |
| Teaching Language | Türkçe |
| Level | Ön Lisans Dersi |
| Type | Normal |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Öğr. Gör.Dr. ARZU SANDALLIOĞLU |
| Course Instructor |
Öğr. Gör.Dr. ARZU SANDALLIOĞLU
(A Group)
(Ins. in Charge)
|
Course Goal / Objective
Understanding of sales techniques, acquisition and personal sales process for sales representatives
Course Content
1) Personal sales, the sales force definition, characteristics, objectives, advantages and disadvantages to comprehend, 2) communication and emotional state in personal sales, verbal and nonverbal communication, understand the factors that affect communication development, 3) Understanding the principles and tactics of sales, sales presentation, presentation strategies, customer behavior patterns and understand the openness of customer relationships, 4) to make preparation for sales meetings, communicate with customers, learning their personal sales persuasion techniques, 5) appeal the causes and the solutions to customers, the types of customer objections, at the right time response methods, answering process, attitude and appeal to comprehend the meeting rules, 6) Personal sales closing techniques, the termination of the closing time and duration, evaluation negotiation, understanding the importance of after-sales customer service
Course Precondition
None
Resources
Satış Teknikleri Eğitimi, Erdoğan Taşkın, Papatya Yayıncılık, 2003
Notes
Satış Teknikleri Eğitimi, Erdoğan Taşkın, Papatya Yayıncılık, 2003
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | To have basic theoretical and practical knowledge supported by up-to-date information in the field of marketing. |
| LO02 | Gaining the ability to use theoretical and practical knowledge at the basic level in the field of marketing, at the advanced level of the same field or at the same level |
| LO03 | Having the ability to analyze, interpret, question, criticize and search for solutions to any marketing problem at a basic level using the knowledge and skills gained in the field of marketing |
| LO04 | Gain competency to independently perform a basic level of marketing related work |
| LO05 | To be able to take responsibility as individual team member to solve the problems encountered in marketing related applications. |
| LO06 | Be able to carry out activities for the development of the personnel in charge. |
| LO07 | To be able to criticize basic knowledge and skills in marketing, to be able to identify deficiencies and to have the ability to meet these deficiencies |
| LO08 | Having a life-long learning conscious competency. |
| LO09 | To be able to convey the basic knowledge and skills at the level of marketing which are related to marketing through written, oral and visual communication. |
| LO10 | To share ideas and suggestions for solutions to issues related to marketing with experts and non-experts. |
| LO11 | Ability to track information in the field of marketing, to have basic knowledge of foreign languages to communicate with colleagues and individuals, institutions or organizations not of their own nationality |
| LO12 | To be able to use internet technologies, office software at basic level with basic computer usage required by marketing field. |
| LO13 | Having social, scientific, cultural and ethical values in the process of collecting, implementing and reporting any data in the field of marketing |
| LO14 | Having sufficient consciousness about the universality of social rights, social justice, quality and cultural values and environmental protection, business health and security. |
| LO15 | Identify problem areas for marketing and take necessary precautions |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | Have basic theoretical knowledge supported by up-to-date information in the field of marketing. | 5 |
| PLO02 | Bilgi - Kuramsal, Olgusal | Gains the skills to use the basic theoretical and applied knowledge acquired in the field of marketing at an advanced education level in the same field or in a field at the same level. | 3 |
| PLO03 | Bilgi - Kuramsal, Olgusal | Using the knowledge and skills acquired in the field of marketing, he/she will be able to analyze, interpret, question, criticize and find solutions to any marketing problem at a basic level. | 4 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Gains the ability to independently carry out a basic level of marketing related work. | 3 |
| PLO05 | Bilgi - Kuramsal, Olgusal | Take responsibility individually or as a team member to solve problems encountered in marketing-related applications. | 4 |
| PLO06 | Bilgi - Kuramsal, Olgusal | He/she can carry out activities for the development of the personnel he/she is responsible for. | 3 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | They can criticize the basic knowledge and skills acquired in marketing, have the ability to identify their deficiencies and meet these deficiencies. | 4 |
| PLO08 | Beceriler - Bilişsel, Uygulamalı | Gains lifelong learning awareness. | 3 |
| PLO09 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can convey his/her thoughts through written, verbal and visual communication at the level of basic knowledge and skills on marketing-related issues. | 4 |
| PLO10 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can share his/her thoughts on marketing-related issues and solutions to problems with experts and non-experts. | 5 |
| PLO11 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | Obtains a basic level of foreign language knowledge to monitor information in the field of marketing and communicate with colleagues and non-nationals. | |
| PLO12 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | With the basic computer use required by the marketing field, internet technologies can use office software at a basic level. | 2 |
| PLO13 | Yetkinlikler - Öğrenme Yetkinliği | Have social, scientific, cultural and ethical values in the stages of collecting any data in the field of marketing, applying it and announcing the results. | 4 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Definition of sales, recognition of the sales process, sales Advantages / Disadvantages | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 2 | History of Sales | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 3 | The Concept of Sales Representative and Characteristics of the Sales Representatives | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 4 | Purchasing Process | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 5 | Communication and Body Language in Sales Operations | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 6 | Sales Process Data Acquisition | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 7 | Sales Interview Preparation | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 8 | Mid-Term Exam | Midterm exam | Ölçme Yöntemleri: Yazılı Sınav |
| 9 | Sales Proposal and Implementation of Sales | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 10 | Selling Rules and Communicating with Customers | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 11 | Sales in Persuasion Technique | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 12 | Sales in Persuasion Techniques | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 13 | Customer Objections and Appeals solving techniques | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 14 | Closing of the Sale Process | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 15 | Important Sales Tactics | Reading the subject of textbooks | Öğretim Yöntemleri: Anlatım, Soru-Cevap, Gösteri |
| 16 | Term Exams | Final Exam | Ölçme Yöntemleri: Yazılı Sınav |
| 17 | Term Exams | Reading the subject of textbooks | Ölçme Yöntemleri: Yazılı Sınav |
Student Workload - ECTS
| Works | Number | Time (Hour) | Workload (Hour) |
|---|---|---|---|
| Course Related Works | |||
| Class Time (Exam weeks are excluded) | 14 | 3 | 42 |
| Out of Class Study (Preliminary Work, Practice) | 14 | 3 | 42 |
| Assesment Related Works | |||
| Homeworks, Projects, Others | 1 | 2 | 2 |
| Mid-term Exams (Written, Oral, etc.) | 1 | 7 | 7 |
| Final Exam | 1 | 18 | 18 |
| Total Workload (Hour) | 111 | ||
| Total Workload / 25 (h) | 4,44 | ||
| ECTS | 4 ECTS | ||