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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 Face to face
Coordinator of the Course Unit Assist.Prof.Dr. LOKMAN KANTAR
Instructor(s) of the Course Unit

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 basic concepts related with banking, insurance and finance.
0
2
Relates the theoretical and practical knowledge in the field to economics, business, law, statistics, accounting and marketing
2

KNOWLEDGE

Factual

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Relate banking and insurance applications to financial theories, mathematical and statistical methods.
0
2
Relate the information and facts in the field with other social sciences such as law, sociology, philosophy and history.
0

SKILLS

Cognitive

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Explain the planning and implementation process in banking and insurance transactions.
0
2
Provide solutions for the problems encountered in banking and insurance transactions.
0

SKILLS

Practical

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Use theoretical and practical knowledge in the field of banking and insurance transactions.
0
2
By analyzing economic data accurately, manage savings and portfolio investments to minimize financial risks.
0

OCCUPATIONAL

Autonomy & Responsibility

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
He/She works as a leader or a team member in a teamwork from the planning of the banking transactions to the implementation and performs the task assigned to them within the team.
2

OCCUPATIONAL

Learning to Learn

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Gain the basic knowledge necessary for the planning process of banking and insurance activities and human resources performance management.
2
2
Use the computer programs related with field in banking and insurance transactions.
0

OCCUPATIONAL

Communication & Social

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Cooperate to bring innovative ideas to the stakeholders in the sector using banking insurance-related databases, information and communication technologies.
0
2
Research on scientific, sectoral developments and innovations related to the field with lifelong learning as a principle.
2

OCCUPATIONAL

Occupational and/or Vocational

Programme Learning Outcomes Level of Contribution
0 1 2 3 4 5
1
Analyze financial data related to his / her field.
0
2
Apply knowledge and skills related to his / her field by taking into account his legal, social and ethical responsibilities.
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 0 0 0
Preliminary & Further Study 0 0 0
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 0 0 0
Preparation for the Final Exam 0 0 0
Mid-Term Exam 0 0 0
Preparation for the Mid-Term Exam 0 0 0
Short Exam 0 0 0
Preparation for the Short Exam 0 0 0
TOTAL 0 0 0
Total Workload of the Course Unit 0
Workload (h) / 25.5 0
ECTS Credits allocated for the Course Unit 0,0