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Sales and Marketing Techniques

Environmental Cleaning and Auditing

Vocational School of Hereke Asım Kocabıyık
Short Cycle (Associate's Degree)
Course Unit Title Course Unit Code Type of Course Unit Level of Course Unit Year of Study Semester ECTS Credits
Sales and Marketing Techniques OMP206 Elective Associate degree 2 Spring 2

Name of Lecturer(s)

??? Feridun UZUNYOL
Associate Prof. Dr. Özlem Nazan ERDOĞAN
Lecturer Yavuz ARSLAN
Lecturer Emine DEMİRCİLİ
Lecturer Güler DİNÇEL
Lecturer Orkun KONAK
Lecturer Ferit UZUNYOL
Lecturer Dr. Süheyla BAYRAKTAR

Learning Outcomes of the Course Unit

1) Explain the basic concepts of marketing and marketing management.
2) Define market analysis, demand forecasting and factors affecting the selection of target market.
3) Explain retail and wholesales concepts.
4) Explain the issue of personal selling and sales management.
5) Comprehend contemporary marketing approaches, basic information about new developments and applications.

Program Competencies-Learning Outcomes Relation

  Program Competencies
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26
Learning Outcomes
1 No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation Low No relation No relation No relation No relation No relation
2 No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation Low No relation No relation No relation No relation No relation
3 No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation Low No relation No relation No relation No relation No relation
4 No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation Low No relation No relation No relation No relation No relation
5 No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation No relation Low No relation No relation No relation No relation No relation

Mode of Delivery

Face to Face

Prerequisites and Co-Requisites

None

Recommended Optional Programme Components

None

Course Contents

Marketing, product, pricing, distribution channels and promotion activities and includes sales management information.

Weekly Schedule

1) Marketing Concept and Development of The Historical Process
2) Concept Sales, Sales Management and Marketing Location
3) Salesperson of the Basic Tasks and Features
4) Consumer Psychology and Purchasing Motifs
5) Customer Value and Customer Satisfaction
6) The Role of Communication in Sales
7) Sales Process
8) Midterm examination/Assessment
9) Sales Report
10) Objections in Sales and Sales Closing Reception
11) Sales Managmenet
12) Sales Planning and Budgeting
13) Determination of Sales and Sales Personnel Cultivation
14) Sales Performance Measurement
15) Retail Point of Sale
16) Final Examination

Recommended or Required Reading

Planned Learning Activities and Teaching Methods

1) Lecture
2) Question-Answer
3) Group Study
4) Simulation
5) Brain Storming
6) Case Study
7) Problem Solving
8) Project Based Learning


Assessment Methods and Criteria

Contribution of Semester Studies to Course Grade

30%
 

Number

Percentage

Semester Studies

Quiz

1

40%

Other(s)

1

60%
 

Contribution of Final Examination to Course Grade

70%

Total

100%

Language of Instruction

Turkish

Work Placement(s)

Not Required