COURSE UNIT TITLE

: SALES TECHNIQUES

DEGREE PROGRAMMES

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

PROFESSOR DOCTOR 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   Ability to meet customer objections
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 Sales in the different sectors (Participation of salespeople from different sectors in the lesson).
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
15 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 VZ*0.20 + RO*0.20 + FN* 0.60
5 RST RESIT
6 FCGR FINAL COURSE GRADE (RESIT) VZ*0.20 + RO*0.20 + BUT* 0.60


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

Tuesday and Friday: 15.30-16.30

Work Placement(s)

None

Workload Calculation

Activities Number Time (hours) Total Work Load (hours)
Lectures 14 1 14
Tutorials 14 2 28
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 5 5
Midterm 1 1 1
Final 1 1 1
TOTAL WORKLOAD (hours) 61

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.11
LO.211
LO.311
LO.4111
LO.51111

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

Copyright 2015 DEÜ. BİD

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