Dokuz Eylül University Information Package / Courses Catalog

Description of Individual Course Units

Course Unit Code	Course Unit Title	Type Of Course	D	U	L	ECTS
PAZ 4228	SALES TECHNIQUES	COMPULSORY	1	2	0	2

Offered By

Marketing

Level of Course Unit

Short Cycle Programmes (Associate's Degree)

Course Coordinator

ASSOCIATE PROFESSOR SERPIL KESTANE

Offered to

Marketing
Marketing

Course Objective

The main purpose of course is to develop individual skills for the application sales techniques, in a team

Learning Outcomes of the Course Unit

1	Being able to identify sales techniques and methods
2	Being able to plan and execution of the customer visit process
3	Being able to make applications of sales meeting stages
4	Being able to express the sales techniques for different product groups
5	Being able to design sales techniques for different product groups

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week	Subject	Description
1	Personal sales and being a sales representative, qualities a successful sales representative must have and training of sales representatives
2	Collecting information about customers-preparation for meeting and making an appointment
3	Presentation of personal sales and presentation strategies
4	Customer objections and techniques to meet them
5	Closing of the personal sales process
6	Communication and body language in personal sales activities
7	Midterm Exam
8	Midterm Exam
9	Personal sales presentations. Student "role playing" applications
10	Personal sales presentations. Student "role playing" applications
11	Personal sales presentations. Student "role playing" applications
12	Personal sales presentations. Student "role playing" applications
13	Personal sales presentations. Student "role playing" applications
14	Personal sales presentations. Student "role playing" applications

Recomended or Required Reading

Ana kaynak:
Serpil Ünal Kestane, Satış Teknikleri Uygulama Örnekleri Ile Birlikte, Nobel Yayınevi, ankara 2019.
Yardımcı Kaynaklar
Aypar Uslu, Kişisel Satış Teknikleri, Beta Yayınları, 7. Baskı, 2016
Bahçe, A.S., Uslu,A., Sevim, N. , Kişisel Satış Teknikleri, Editör: Mehmet Gökhan Turan, T.C.Anadolu Üniversitesi Açıköğretim Fakültesi Yayını, No:1892, Eskişehir,
Erdoğan Taşkın, Satış Teknikleri Eğitimi, Papatya Yayınları, 2008
Kişisel Satış Süreci Açısından Etkin Müşteri Iletişimi Teknikleri, Beta Yayınevi, Istanbul,2016.
Diğer ders materyalleri:
Sahneleme için ürün gruplarına ait örnek ve dekorlar, videolar

Planned Learning Activities and Teaching Methods

1) Lecture
2) Watching a video
3) Writing and staging sales scenarios
4) Acting
5) Developing methods through criticism and interpretation

Assessment Methods

SORTING NUMBER	SHORT CODE	LONG CODE	FORMULA
1	MTE	MIDTERM EXAM
2	RO	Rapor/Ödev
3	FN	Final
4	FCG	FINAL COURSE GRADE	VZ0.20 + RO0.20 + FN* 0.60
5	RST	RESIT
6	FCGR	FINAL COURSE GRADE (RESIT)	VZ0.20 + RO0.20 + BUT* 0.60

*** Resit Exam is Not Administered in Institutions Where Resit is not Applicable.

Further Notes About Assessment Methods

None

Assessment Criteria

The five learning outcomes will be assessed by mid-term exam, homework and final exams.

Language of Instruction

Turkish

Course Policies and Rules

70% attendance to the course is compulsory .

Contact Details for the Lecturer(s)

E-mail: serpil.kestane@deu.edu.tr
Phone: 0.232. 3012548

Office Hours

To be announced.

Work Placement(s)

None

Workload Calculation

Activities	Number	Time (hours)	Total Work Load (hours)
Lectures	12	1	12
Tutorials	12	2	24
Preparations before/after weekly lectures	10	1	10
Preparation for midterm exam	1	1	1
Preparation for final exam	1	1	1
Preparing presentations	1	10	10
Midterm	1	1	1
Final	1	1	1
TOTAL WORKLOAD (hours)			60

Contribution of Learning Outcomes to Programme Outcomes

PO/LO	PO.5	PO.7	PO.15
LO.1	1	1	1
LO.2	1	1	1
LO.3	1	1	1
LO.4	1	1	1
LO.5	1	1	1

COURSE UNIT TITLE

DEGREE PROGRAMMES

Description of Individual Course Units

Offered By

Level of Course Unit

Course Coordinator

Offered to

Course Objective

Learning Outcomes of the Course Unit

Mode of Delivery

Prerequisites and Co-requisites

Recomended Optional Programme Components

Course Contents

Recomended or Required Reading

Planned Learning Activities and Teaching Methods

Assessment Methods

Further Notes About Assessment Methods

Assessment Criteria

Language of Instruction

Course Policies and Rules

Contact Details for the Lecturer(s)

Office Hours

Work Placement(s)

Workload Calculation

Contribution of Learning Outcomes to Programme Outcomes

CONTACT INFORMATION