MYO'ların Yönetim Kurullarının Görevlendirdiği Öğretim Elemanları
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Contactinformation of the Course Coordinator:
Öğr. Gör. İsmail ÇAKMAK B.U.Ü. Orhaneli Meslek Yüksekokulu 0 (224) 294 26 86 - 62424
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Website:
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Objective of the Course:
To ensure that the students shall have detailed knowledge of sales and sales processes.
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Contribution of the Course to Professional Development
The individuals who will work as salespeople to have a command of basic sales techniques, meeting objections, closing sales and basic communication skills.
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Learning Outcomes:
1
Being able to comprehend the place of personal sales within the marketing process;;
2
Being able to describe the advantages and disadvantages of personal sales;;
3
Being able to use body language, empathy and efficient communication process in personal sales;;
4
Being able to comprehend and apply the characteristics of personal sales;;
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Being able to manage CRM based studies;;
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Being able to constitute and apply a Customer Complaint Management system;;
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Being able to follow up the process between order processing and product delivery date;;
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Being able to constitute and direct sales techniques required in crisis periods;;
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Being able to manage the process of after sales - customer loyalty;;
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Course Content:
Week
Theoretical
Practical
1
Introduction to personal selling
2
Sales representative concept and sales representative features
3
Information gathering and preparation in personal selling process
4
Approach to customer candidates and used approach tecniques
5
Presentation techniques in the personal selling process
6
Sales presentation mix and personal sales presentation strategies
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The concept of closing sales and closing sales techniques
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Closing sales approaches
9
Closing question techniques
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Recommended sales
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Termination of the sales process
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After-sales customer service and basic elements of the services provided
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After-sales service approach and methods
14
Customer complaints and complaint management
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Textbooks, References and/or Other Materials:
Personal Sales Techniques, Prof. Dr. Aypar Uslu, Beta Publishing Presentations prepared by the instructor
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Assesment
TERM LEARNING ACTIVITIES
NUMBER
PERCENT
Midterm Exam
1
40
Quiz
0
0
Homeworks, Performances
0
0
Final Exam
1
60
Total
2
100
Contribution of Term (Year) Learning Activities to Success Grade
40
Contribution of Final Exam to Success Grade
60
Total
100
Measurement and Evaluation Techniques Used in the Course
Measurement and evaluation is carried out according to the principles of Bursa Uludag University Associate and Undergraduate Education Regulation.
Information
Results are determined with the lette grade determined by the automation system.
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ECTS / WORK LOAD TABLE
Activites
NUMBER
TIME [Hour]
Total WorkLoad [Hour]
Theoretical
14
1
14
Practicals/Labs
14
2
28
Self Study and Preparation
14
1
14
Homeworks, Performances
0
2
28
Projects
0
0
0
Field Studies
0
0
0
Midtermexams
1
1
1
Others
0
0
0
Final Exams
1
1
1
Total WorkLoad
86
Total workload/ 30 hr
2,87
ECTS Credit of the Course
3
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CONTRIBUTION OF LEARNING OUTCOMES TO PROGRAMME QUALIFICATIONS
