SALES TECHNIQUES AND MARKETING PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
OPP211	SALES TECHNIQUES AND MARKETING	3	2	2	4

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	ASSOCIATE DEGREE, TYY: + 5.Level, EQF-LLL: 5.Level, QF-EHEA: Short Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Assist.Prof. NİHAN ÜNLÜ
Instructor(s) of the Course Unit	Assist.Prof. ANIL ÇETİN
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	With these courses, in all processes of marketing, which is one of the business, it is aimed to target the basic goals, development goals, customer and technical features, comprehensively related to the targeted projects and comprehensively related to this planning.
Contents of the Course Unit:	This course examines the definition of marketing, marketing management, marketing mix elements, marketing communication, customers and consumers, customer satisfaction, value-based approach, sales process, sales techniques and after-sales services.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
Knows the marketing mix elements and marketing management
Classifies the historical development of marketing
Knows consumer and customer classifications and features
Carries out necessary activities for customer satisfaction
Uses sources of motivation
Implements customer complaint management activities
Knows the factors affecting the purchasing process and applies the appropriate methods

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	-	Making a Course Introduction Information Presentation	presentation
2	-	Basic Concepts of Marketing, Its Purpose and Importance, Marketing Management	Lecture by presentation, question and answer, research topic for the next week
3	Literature review written and visual resources for the research question	Classical Marketing Approaches and Historical Development/Product Oriented Approach, Production Oriented Approach, Sales Oriented Approach	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
4	Literature review written and visual resources for the research question	Modern Marketing Approaches and Historical Development / Social Marketing Approach, Customer Focused Marketing Approach, Relationship Marketing Approach	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
5	Literature review written and visual resources for the research question	Marketing Mix Elements	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
6	Literature review written and visual resources for the research question	Macro and Micro Environment in Marketing	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
7	Literature review written and visual resources for the research question	Marketing Communication and Management	Answering the research question, presentation, question-answer and repetition for the visa
8	-	MID-TERM EXAM	-
9	Literature review written and visual resources for the research question	Consumer and Customers, Characteristics and Customer Satisfaction	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
10	-Literature review written and visual resources for the research question	Market Types / Consumer Market, Characteristics and Consumer Behaviors	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
11	-Literature review written and visual resources for the research question	Consumer Purchase Decision Process, Factors Affecting Consumer Purchase Decision Process, Purchase Decision Types	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
12	-Literature review written and visual resources for the research question	Industrial Markets, Characteristics, Factors Affecting Industrial Buyer Decision Making Process	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
13	-Literature review written and visual resources for the research question	Value-Based Organizational Structure and Customer Lifetime Value in Marketing	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
14	-Literature review written and visual resources for the research question	Identifying Customer Needs, Market Segmentation, Customer Portfolio	Evaluation questions of the previous week, answering the research question, presentation, research topic for the next week
15	-Literature review written and visual resources for the research question	After Sales Services, Customer/Consumer Complaints and Complaint Management	Evaluation questions of the previous week, answering the research question, presentation, question and answer for the final and repeating
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

SOURCE MATERIALS & RECOMMENDED READING

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description	Examination Method
Mid-Term Exam	1	50		Classical Exam
Final Exam	1	50		Classical Exam
TOTAL	2	100

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Optician profession is equipped with the theoretical and practical knowledge. Optician terminology, health legislation, health Iaw has the knowledge and equipment. Optician profession within the framework of ethical rules, shall exercise the duties and fulfilling their responsibilities. Program graduates in the private sector can directorate responsible in opticianry institution or the institution have the right to become an Optician.					4
2	Basic epidemiological concepts and professional practice in learning to use these concepts appropriately. Optician about the professional is knowledgeable about the powers and responsibilities.				3
3	Eyeglasses, contact lenses and low vision devices (telescopic products, etc.). Has information about the basic vision devices.					4

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Basic vision devices prescribed by the selection and preparation of sales to provide adaptation to the user.		1
2	Prescription glasses and contact lens diopters to measure and make the necessary settings for the installation.				3
3	Glasses for the preparation of the necessary equipment, tools and machines to use.					4

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	The interdisciplinary team work, social responsibility, having to be enterprising individuals.						5
2	Opticians opticianry the computer programs used in the program are used in an effective manner.			2

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Turkish language knowledge and ability to use professional development to follow the contemporary level of professional knowledge of foreign languages ​​is to educate individuals.				3
2	Improving the social and cultural sense, to be aware of individual awareness.						5

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Of the obligations to be fulfilled successfully and correctly.		1
2	Knowing the risks to the health sector and industry make the right decisions.						5
3	Health sector and the sector's risk requires knowing the true teamwork in the unit, compatible and effective to çalışır.al.						5

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Regular training programs for professional and personal development will follow.					4
2	Optician keeps track of current events related to the industry.						5
3	Regarding Optician keeps pace with national and international developments.						5
4	The official institutions of health care institutions is subject knows.					4

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Patients and relatives will communicate correctly with.						5
2	Issues of workplace privacy and patient confidentiality is authoritative.				3
3	Information about the effective use of communication technologies.			2

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Is knowledgeable about the health care industry.						5
2	Terminology specific to the health sector is dominant.			2
3	Health ethics in the context of universal ethical values ​​by internalizing the work and knows that they need to act.			2

WORKLOAD & ECTS CREDITS OF THE COURSE UNIT
Workload for Learning & Teaching Activities
Type of the Learning Activites	Learning Activities (# of week)	Duration (hours, h)	Workload (h)
Lecture & In-Class Activities	14	2	28
Preliminary & Further Study	12	2	24
Land Surveying	0	0	0
Group Work	0	0	0
Laboratory	0	0	0
Reading	0	0	0
Assignment (Homework)	0	0	0
Project Work	0	0	0
Seminar	0	0	0
Internship	0	0	0
Technical Visit	0	0	0
Web Based Learning	0	0	0
Implementation/Application/Practice	0	0	0
Practice at a workplace	0	0	0
Occupational Activity	0	0	0
Social Activity	0	0	0
Thesis Work	0	0	0
Field Study	0	0	0
Report Writing	0	0	0
Final Exam	1	1	1
Preparation for the Final Exam	14	2	28
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	7	2	14
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	49	0	96