TÜRKÇE
ENGLISH
Information
| Unit | CEYHAN VOCATIONAL SCHOOL |
| Code | PZR263 |
| Name | Sales Techniques |
| Term | 2019-2020 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 | 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 |
|---|
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 | Mid-Term 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 | Term Exams | Final Exam | |
| 17 | Term Exams | 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 | ||