Kocaeli University / European Credit Transfer System (ECTS)

Name of Lecturer(s)

Associate Prof. Dr. Halil SAMET
Lecturer Dr. Bahar AYDIN CAN
Lecturer Dr. Hilal YILMAZ

Learning Outcomes of the Course Unit
Program Competencies-Learning Outcomes Relation

Learning Outcomes of the Course Unit

1) Define basic concepts related to marketing.
2) Describe sales representative and its properties.
3) Apply the communication language used during the sales and marketing.
4) Apply the assessment techniques of client's objection.
5) Make the calculation of a product's value.

Program Competencies-Learning Outcomes Relation

		Program Competencies
		1	2	3	4	5	6	7	8	9	10
Learning Outcomes
	1	Middle	Middle	Middle	Middle	Middle	Middle	Middle	Middle	Middle	Middle
	2	High	High	High	High	High	High	High	High	High	High
	3	High	High	High	High	High	High	High	High	High	High
	4	High	Middle	Middle	Middle	Middle	Middle	Middle	Middle	Middle	Middle
	5	High	High	High	High	High	High	High	High	High	High

Mode of Delivery

Face to Face

Prerequisites and Co-Requisites

None

Recommended Optional Programme Components

None

Course Contents

The scope of marketing, development, marketing information systems and marketing research, consumer markets and consumer behavior, industrial markets and industrial buyer behavior, market segmentation, product concept, product classification, branding, packaging, labeling, service, quality strategies, the concept of price, distribution channels , physical distribution, sub-components of promotion; personal sales entry, sales representative and sales representative for the concept of features, personal sales activities communication and body language, gathering personal information and preparation for the sales process, sales moment at individual (personel) sales, personal sales process customer objections and appeals compensation techniques, the closure of the personal selling process.

Weekly Schedule

1) The scope and development of marketing
2) Marketing information system and marketing research
3) Consumer markets and consumer behavior
4) Industrial markets and industrial buyer behavior
5) Market segmentation
6) Product concept and product classification
7) Brand, packaging, labeling, service, quality strategies
8) Midterm examination/Assessment
9) The concept of price, distribution channels, physical distribution,promotion sub-components
10) Entry to individual sales and concept of sales representative and features about sales representative
11) Communication and body language at individual sales activities
12) Data collection and preparation at individual sales process.
13) Sales moment at individual sales process.
14) Techniques to meet the customer objections and appeals, the closure of the personal selling process at at individual sales process.
15) Techniques to meet the customer objections and appeals, the closure of the personal selling process at at individual sales process.
16) Final examination

Planned Learning Activities and Teaching Methods

1) Lecture
2) Question-Answer

Assessment Methods and Criteria

Contribution of Short Exam / Quiz to Course Grade	40%
Contribution of Final Examination to Course Grade	60%
Total	100%

Language of Instruction

Turkish

Work Placement(s)

Not Required

Course Unit Title	Course Unit Code	Type of Course Unit	Level of Course Unit	Year of Study	Semester	ECTS Credits
Marketing and Selling Techniques	TBP207	Compulsory	Associate degree	2	Fall	4