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. HAKAN ÖZCAN
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	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	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