TR EN

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 : , TYY: + , EQF-LLL: , QF-EHEA:
Type of the Course : Elective
Mode of Delivery of the Course Unit -
Coordinator of the Course Unit
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

CONTRIBUTION OF THE COURSE UNIT TO THE PROGRAMME LEARNING OUTCOMES

KNOWLEDGE

Theoretical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Define the basic concepts of aeronautical standards and rules. (Bloom 1)
0

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Organize teamwork during the collection, interpretation, announcement and application of data related to the field. (Bloom 6)
0

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Perform theoretical and practical knowledge related to his/her field in business life using analytical methods and modeling techniques. (Bloom 4)
0
2
Choose updated documents, modern techniques and tools required for maintenance applications. (Bloom 2)
0
3
Use maintenance manuals and other sources of information in business life to obtain information about the field
0
4
Determine the actualities of all technical and administrative documents related with the field. (Bloom 1)
0

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use computer software, information and communication technologies at the level required by the field
0
2
Interpret the sketches, scheme, graphics that describe the subject. (Bloom 2)
0

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Develop solutions for problems faced during application. (Bloom 6)
0

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Determine the learning requirements related with his/her field. (Bloom 3)
0
2
Use the lifelong learning principles in occupational development. (Bloom 3)
1

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Apply the technical drawing knowledge effectively in business life. (Bloom 3)
0
2
By informing the relevant persons and institutions about the related field; state his / her thoughts and suggestions for solutions in the field.
0
3
Debate his/her ideas and solution suggestions with experts by supporting them with quantitative and qualitative data. (Bloom 2)
0
4
Participate in training related to the field at international level. (Bloom 3)
0
5
Organize activities for the professional development of employees under his/her responsibility. (Bloom 6).
0

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use the knowledge and skills obtained during undergraduate education in work life. (Bloom 3)
0
2
Solve the problems encountered in his/her field. (Bloom 3)
0
3
Apply the necessary culture of behavior in the areas of quality management and processes and environmental protection and occupational safety (Bloom 3)
0
4
Locate the awareness of safety factor to himself and to the team. (Bloom 1
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
Total Workload of the Course Unit 128
Workload (h) / 25.5 5
ECTS Credits allocated for the Course Unit 5,0