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Information
| Unit | CEYHAN VOCATIONAL SCHOOL |
| Code | PZR263 |
| Name | Sales Techniques |
| Term | 2017-2018 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 |
| Label | C Compulsory |
| Mode of study | Yüz Yüze Öğretim |
| Catalog Information Coordinator | Öğr. Gör. Dr. ARZU SANDALLIOĞLU |
| Course Instructor |
Öğr. Gör. Dr. ARZU SANDALLIOĞLU
(Güz)
(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
Resources
Notes
Course Learning Outcomes
| Order | Course Learning Outcomes |
|---|---|
| LO01 | Creates the stages of the personal selling process. |
| LO02 | Defines the concepts of verbal and non-verbal communication in sales. |
| LO03 | Defines the characteristics of a good salesperson. |
| LO04 | Organizes presentation techniques to be used in sales. |
| LO05 | Evaluates customer objections and proposes solutions. |
| LO06 | Conducts activities for the development of sales team personnel. |
Relation with Program Learning Outcome
| Order | Type | Program Learning Outcomes | Level |
|---|---|---|---|
| PLO01 | Bilgi - Kuramsal, Olgusal | It refers to basic theoretical knowledge supported by current information in the field of marketing. | 4 |
| PLO02 | Bilgi - Kuramsal, Olgusal | It refers to the basic level theoretical and practical knowledge acquired in the field of marketing. | |
| PLO03 | Bilgi - Kuramsal, Olgusal | Discusses any marketing problem at a basic level, using the knowledge and skills acquired in the field of marketing. | 3 |
| PLO04 | Bilgi - Kuramsal, Olgusal | Compares basic level studies on marketing in terms of their similarities and differences. | |
| PLO05 | Bilgi - Kuramsal, Olgusal | Explains the cause/effect of problems encountered in marketing-related applications. | |
| PLO06 | 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. | 3 |
| PLO07 | Beceriler - Bilişsel, Uygulamalı | Gains lifelong learning awareness. | |
| PLO08 | Yetkinlikler - Bağımsız Çalışabilme ve Sorumluluk Alabilme Yetkinliği | He/she can carry out activities for the development of the personnel he/she is responsible for. | |
| 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. | 4 |
| 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. | |
| 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. | 3 |
Week Plan
| Week | Topic | Preparation | Methods |
|---|---|---|---|
| 1 | Definition of sales, recognition of the sales process, sales Advantages / Disadvantages | Reading the subject of textbooks | |
| 2 | History of Sales | Reading the subject of textbooks | |
| 3 | The Concept of Sales Representative and Characteristics of the Sales Representatives | Reading the subject of textbooks | |
| 4 | Purchasing Process | Reading the subject of textbooks | |
| 5 | Communication and Body Language in Sales Operations | Reading the subject of textbooks | |
| 6 | Sales Process Data Acquisition | Reading the subject of textbooks | |
| 7 | Sales Interview Preparation | Reading the subject of textbooks | |
| 8 | Midterm exam | Midterm exam | |
| 9 | Sales Proposal and Implementation of Sales | Reading the subject of textbooks | |
| 10 | Selling Rules and Communicating with Customers | Reading the subject of textbooks | |
| 11 | Sales in Persuasion Techniques | Reading the subject of textbooks | |
| 12 | Sales in Persuasion Techniques | Reading the subject of textbooks | |
| 13 | Customer Objections and Appeals solving techniques | Reading the subject of textbooks | |
| 14 | Closing of the Sale Process | Reading the subject of textbooks | |
| 15 | Important Sales Tactics | Reading the subject of textbooks | |
| 16 | Final Exam | Final Exam | |
| 17 | Final Exam | Final Exam |
Assessment (Exam) Methods and Criteria
| Assessment Type | Midterm / Year Impact | End of Term / End of Year Impact |
|---|---|---|
| 1. Midterm Exam | 100 | 40 |
| General Assessment | ||
| Midterm / Year Total | 100 | 40 |
| 1. Final Exam | - | 60 |
| Grand Total | - | 100 |
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 | ||