Information Package / Course Catalogue
Sales Techniques and Management
Course Code: HOM342
Course Type: Area Elective
Couse Group: First Cycle (Bachelor's Degree)
Education Language: Turkish
Work Placement: N/A
Theory: 2
Prt.: 0
Credit: 2
Lab: 0
ECTS: 3
Objectives of the Course

Keeping comsumers’ expectations and needs in mind,skills and information needed for marketing techniques and marketing management will be taught.

Course Content

Marketing power planning, education of the salesmen, management of marketing activities, evaloution of it by using five factors, steps of marketing process.

Name of Lecturer(s)
Learning Outcomes
1.Evalouting five basic factors of management activities.
2.2.Selecting marketing power team, educating them,deciding their salaries, motivating, supervising.
3.Efficient marketing techniques.
4.Learning how to communicate with the customer through sales-oriented communication.
5.Having information about e-sales methods
Recommended or Required Reading
Weekly Detailed Course Contents
Week 1 - Theoretical
Place and the importance of sales management and marketing management, evaloution of tourism establishments
Week 1 - Preparation Work
Reading
Week 2 - Theoretical
Consumption psychology and motives
Week 2 - Preparation Work
Reading
Week 3 - Theoretical
Sales process and steps
Week 3 - Preparation Work
Reading
Week 4 - Theoretical
Meeting costumer complaints
Week 4 - Preparation Work
Reading
Week 5 - Theoretical
Sales planning: aims, strategies, form, magnitude
Week 5 - Preparation Work
Reading
Week 6 - Theoretical
Sales satisfaction,quota and budget management
Week 6 - Preparation Work
Reading
Week 7 - Theoretical
Selection process and steps of sales personal
Week 7 - Preparation Work
Reading
Week 8 - Theoretical
Revision
Week 8 - Preparation Work
Reading
Week 9 - Preparation Work
Reading
Week 9 - Intermediate Exam
Marketing personals’ awarding, supervising and deciding their salaries
Week 10 - Theoretical
Evaluotion of sales power performance
Week 10 - Preparation Work
Reading
Week 11 - Theoretical
Efficient sales techniques
Week 11 - Preparation Work
Reading
Week 12 - Theoretical
Role modeling and case study
Week 12 - Preparation Work
Reading
Week 13 - Theoretical
Role modeling and case study
Week 13 - Preparation Work
Reading
Week 14 - Theoretical
Role modeling and case study
Week 14 - Preparation Work
Reading
Assessment Methods and Criteria
Type of AssessmentCountPercent
Midterm Examination1%40
Final Examination1%60
Workload Calculation
ActivitiesCountPreparationTimeTotal Work Load (hours)
Lecture - Theory141356
Lecture - Practice1066
Midterm Examination1516
Final Examination1617
TOTAL WORKLOAD (hours)75
Contribution of Learning Outcomes to Programme Outcomes