COURSE UNIT TITLE

: SALES AND MARKETING TECHNIQUES IN MINING

DEGREE PROGRAMMES

Description of Individual Course Units

Course Unit Code Course Unit Title Type Of Course D U L ECTS
MDN 3367 SALES AND MARKETING TECHNIQUES IN MINING ELECTIVE 2 0 0 4

Offered By

Mining Engineering

Level of Course Unit

First Cycle Programmes (Bachelor's Degree)

Course Coordinator

PROFESSOR DOCTOR KERIM KÜÇÜK

Offered to

Mining Engineering

Course Objective

Especially in the mining industry used all types of products and machinery-equipment to customer needs and requests, according to the efficient and effective sales and marketing techniques, other than that mutual communication, self-expression, product promotion and marketing and persuasion towards the development of classroom practices in sales and marketing concepts is to be developed.

Learning Outcomes of the Course Unit

1   To define the basic concepts and principles of sales and marketing
2   To use the principles of strategic marketing management
3   To analyze the behaviour of consumer and customer in sales and marketing
4   To organize the marketing activities in companies
5   To manage the marketing process of mining products

Mode of Delivery

Face -to- Face

Prerequisites and Co-requisites

None

Recomended Optional Programme Components

None

Course Contents

Week Subject Description
1 Sales and marketing insights
2 Sales and marketing related concepts
3 Strategic marketing management process and examination of the marketing component
4 Behavior of the supplier and consumer
5 Physical distribution, The communication in hot and cold sales
6 Pricing policies and distribution channels
7 Importance of advertising in marketing, advertising and sales promotion strategies
8 Product policies, determination of target market and growth strategies
9 Communication and persuasion techniques in sales
10 National-International metals prices, machinery, equipment manufacturers and price strategies
11 The walkthroughs way on products sold in domestic and foreign markets
12 In domestic trade and foreign trade documents and correspondence
13 In domestic trade and foreign trade documents and correspondence
14 Evaluation of job opportunities for mining engineers in the field of sales and marketing

Recomended or Required Reading

Textbooks: Lecture Notes
Supplementary Book(s):
Hasan Okay, 2010, Iyi Pazarlamacı Olmak
Acar Baltaş, Ilhan Ürkmez, Idil Sevil Yıldız, 2007, Satışta Iletişim ve Bedenin Dili
A.Taner Özdeş, 2007, Satışın 10 Altın Kuralı
Jeffrey Gitomer, 2009, Satışın Kutsal Kitabı
Y. Odabaşı, 1998, Pazarlama Iletişimi, Anadolu Üniversitesi
Kotler, P., 2000, Marketing Management

Planned Learning Activities and Teaching Methods

Lecture Presentation + Classroom Practice

Assessment Methods

SORTING NUMBER SHORT CODE LONG CODE FORMULA
1 MTE MIDTERM EXAM
2 PRC PRACTICE
3 FIN FINAL EXAM
4 FCG FINAL COURSE GRADE MTE*0.30+PRC *0.20+FIN * 0.50
5 RST RESIT
6 FCGR FINAL COURSE GRADE (RESIT) MTE*0.30+PRC *0.20+RST * 0.50


Further Notes About Assessment Methods

None

Assessment Criteria

MIDTERM + Practice + FINAL EXAM

Language of Instruction

Turkish

Course Policies and Rules

To be announced.

Contact Details for the Lecturer(s)

kerim.kucuk@deu.edu.tr
Tel : 0 232 301 75 38

Office Hours

Thursday 13.00-14.30

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 2 28
Tutorials 5 2 10
Preparations before/after weekly lectures 14 2 28
Preparation for midterm exam 1 8 8
Preparation for final exam 1 10 10
Midterm 1 2 2
Final 1 2 2
TOTAL WORKLOAD (hours) 88

Contribution of Learning Outcomes to Programme Outcomes

PO/LOPO.1PO.2PO.3PO.4PO.5PO.6PO.7PO.8PO.9PO.10PO.11PO.12PO.13PO.14PO.15
LO.133
LO.2333432
LO.34345433
LO.4544543443
LO.5554543443

CONTACT INFORMATION
Dokuz Eylül Üniversitesi Cumhuriyet Bulvarı No: 144 35210 Alsancak / İZMİR
Phone: +90(232) 412 12 12 - Fax: +90 (232) 464 81 35

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