MARKETING AND SALES TECHNIQUES PROGRAMME COURSE DESCRIPTION

Code	Name of the Course Unit	Semester	In-Class Hours (T+P)	Credit	ECTS Credit
MIY328	MARKETING AND SALES TECHNIQUES	5	3	3	5

GENERAL INFORMATION
Language of Instruction :	Turkish
Level of the Course Unit :	BACHELOR'S DEGREE, TYY: + 6.Level, EQF-LLL: 6.Level, QF-EHEA: First Cycle
Type of the Course :	Elective
Mode of Delivery of the Course Unit	-
Coordinator of the Course Unit	Assoc.Prof. EMEL TOZLU ÖZTAY
Instructor(s) of the Course Unit
Course Prerequisite	No

OBJECTIVES AND CONTENTS
Objectives of the Course Unit:	This course aims to describe the requirements and techniques of the sales pace which constitutes the final stage of the marketing process.
Contents of the Course Unit:	Contents of the course include the subjects such as the definition of marketing, marketing management, marketing mix, relationship of marketing with other disciplines, sales process and sales techniques.

KEY LEARNING OUTCOMES OF THE COURSE UNIT (On successful completion of this course unit, students/learners will or will be able to)
Enounce the definition and scope of marketing.
Find out the effect of marketing mix elements on targeted sales objectives.
Exemplify the relationship between target audience and marketing management strategies with sales activities.
Produce medium-sized marketing campaigns for sales.

WEEKLY COURSE CONTENTS AND STUDY MATERIALS FOR PRELIMINARY & FURTHER STUDY
Week	Preparatory	Topics(Subjects)	Method
1	Reading	Definition of marketing	Presentation and Lecture
2	Reading	Basic concepts of marketing	Presentation and Lecture
3	Reading	Objectives and management in marketing	Presentation and Lecture
4	Reading	Marketing management	Presentation and Lecture
5	Reading	Marketing scope	Presentation and Lecture
6	Reading	Marketing mix	Presentation and Lecture
7	Reading	Change faced in marketing	Presentation and Lecture
8	-	MID-TERM EXAM	-
9	Reading	Importance of target group in marketing	Presentation and Lecture
10	Reading	Sales concept	Presentation and Lecture
11	Reading	Relations between sales and marketing mix elements	Presentation and Lecture
12	Reading	Relations between sales phase and target group	Presentation and Lecture
13	Reading	Sales techniques	Presentation and Lecture
14	Reading	Practice	Presentation and Lecture
15	Reading	General Revision	Presentation and Lecture
16	-	FINAL EXAM	-
17	-	FINAL EXAM	-

SOURCE MATERIALS & RECOMMENDED READING
Mucuk, I. (2006). Pazarlama Ilkeleri. Turkmen Bookstore.
Brooks, W. and Brooks, B. (2004). Sales Techniques (Briefcase Books Series). McGraw Hill Companies. (USA).

ASSESSMENT
Assessment & Grading of In-Term Activities	Number of Activities	Degree of Contribution (%)	Description

Level of Contribution
0	1	2	3	4	5

KNOWLEDGE
Theoretical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Explain the basic concepts in the field and the basic disciplines arising from these concepts.				3
2	Compare current theories in the field and communication theories.		1

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Solve problems related to the field by identifying problems related to the field.		1
2	Compares the information and facts in the field with the fields of social sciences such as Sociology, Journalism, Television and Media.				3

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	By graduating from this department, conduct analysis in fields like public relations, advertisement and marketing.						5
2	Using field knowledge, identify and solve problems related to field.		1

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Apply the projects in line with the field of campaign analysis, in line with the communication plan to be prepared.	0
2	By using theoretical and practical knowledge gained in his field, solve the problems of public relations and advertising industry.		1

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Taking part in public relations campaigns and advertising projects, implements the duties assigned to them within the team.	0
2	Create original and innovative strategies by approaching the field dynamics creatively and critically with an integrated viewpoint.			2
3	Designs a communication plan by taking responsibility in case of problems related to the field.	0

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Describe creative production, presentation and persuasion techniques to support the professional expertise.		1
2	Analyze the developments, changes and innovations in his field and gices an example.			2

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Effectively explain his/her opinion in the context of advertising, public relations, marketing, etc. to related persons and institutions in writing and verbal.		1
2	Designs projects and activities for the social environment in which they live with the consciousness of social responsibility.	0

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Determine career goals by establishing cooperation with the sector in line with the information he/she has.			2
2	Analyze and interpret the social and global impacts of issues related with communication.	0
3	Design new knowledge and techniques using technical and theoretical knowledge and skills related to his / her field.		1

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	3	42
Preliminary & Further Study	13	2	26
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	7	4	28
Mid-Term Exam	1	1	1
Preparation for the Mid-Term Exam	5	6	30
Short Exam	0	0	0
Preparation for the Short Exam	0	0	0
TOTAL	41	0	128