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	Assist.Prof. HANDE ULUSOY
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	Interpret basic concepts, fields of study, theories and approaches in media.		1
2	Describe current information in the field by relating them with communication theories.	0
3	Explain basic concepts regarding communication sciences.		1

KNOWLEDGE
Factual
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Interpret current events, political, cultural and economic developments by using the theoretical knowledge gained in the field within a critical context.	0
2	Associate knowledge and facts in the field with Law, Sociology, Advertisement, Cinema and Economy.	0

SKILLS
Cognitive
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Identify new strategy and methods for the technical infrastructure and content of the types of television news and programs.	0
2	Assemble theoretical knowledge gained in the field to the technology in present day.	0

SKILLS
Practical
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Create creative contents in the field.			2
2	Interpret theoretical and applied knowledge gained in the field.		1

OCCUPATIONAL
Autonomy & Responsibility
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Create TV Programs for several audiences by sharing the knowledge and experiences on it.	0
2	Perform as a leader or a team member in teamwork from the news production to presentation stage by fulfilling assigned tasks.	0

OCCUPATIONAL
Learning to Learn
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Identify basic knowledge regarding the production stages of media and technical infrastructure and creative approaches.		1
2	Research for developments, changes and innovations in the field by taking the lifelong learning as a principle.		1

OCCUPATIONAL
Communication & Social
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Create new ideas and new products in collaboration with the stakeholders in the field of programming and journalism.	0
2	Organize projects and activities for the social environment with the awareness of social responsibility following the national and international cases.	0
3	Explain written, verbal and visual studies in the field by following the agenda.	0

OCCUPATIONAL
Occupational and/or Vocational
	Programme Learning Outcomes	Level of Contribution
		0	1	2	3	4	5
1	Apply knowledge and skills gained in the field by taking legal, social and ethical responsibilities into consideration.		1
2	Show skills as in using camera, editorial process control, team leadership and producing creative content that are features of a professional.	0

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