Information Package / Course Catalogue
| Course Code | : REH442 |
| 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 |
It is aimed that students will gain enough knowledge, skills and other competences needed in tourism establishments about the topics of sales techniques and sales methods by taking into account the changing consumer expectation, request and needs.
Within the scope of the lesson, firstly, the place and the importance of sales in marketing studies will be explained. Students learn for what purposes they will use “sales” in their professional lives. Subjects will be conveyed according to the working principles of tourism establishments. Planning of sales force, education of salesmen, effective sales techniques, evaluating of management of sales penetrations with regards to the five basis functions and phases of sales process are among the subjects which will be treated
| 1. | To be able to evaluate five basic factors of management activities in terms of sales penetration, |
| 2. | To be able to organize the selection, education, payments, motivation and supervision of the marketing team required for tourism operation. |
| 3. | To be able to apply efficient marketing techniques |
| 4. | Gets information about consumer psychology and buying motives. |
| 5. | To be able to explain with what kind of methods sales force of performance evaluation is carried out. |
| 1. | Yükselen, C. (2010)Satış Yönetimi, 3. Baskı, Ankara, Detay Yayıncılık, |
| 2. | Yamamato, G. T. (2007) Satış ve Satış Gücü Yönetimi, Literatür Yayıncılık. |
| 3. | İslamoğlu, A. H., ve Altunışık, R. (2009). Satış ve Satış Yönetimi, Sakarya, Sakarya Kitabevi. |
| Type of Assessment | Count | Percent |
|---|---|---|
| Midterm Examination | 1 | %40 |
| Final Examination | 1 | %60 |
| Activities | Count | Preparation | Time | Total Work Load (hours) |
|---|---|---|---|---|
| Lecture - Theory | 14 | 1 | 2 | 42 |
| Assignment | 2 | 7 | 0 | 14 |
| Midterm Examination | 1 | 8 | 1 | 9 |
| Final Examination | 1 | 9 | 1 | 10 |
| TOTAL WORKLOAD (hours) | 75 | |||
PÇ-1 | PÇ-2 | PÇ-3 | PÇ-4 | PÇ-5 | PÇ-6 | PÇ-7 | PÇ-8 | PÇ-9 | PÇ-10 | PÇ-11 | PÇ-12 | PÇ-13 | PÇ-14 | PÇ-15 | PÇ-16 | |
OÇ-1 | 5 | 4 | 4 | 5 | 4 | 3 | 1 | 5 | 3 | 5 | 5 | 5 | 5 | 5 | 3 | 4 |
OÇ-2 | 5 | 4 | 4 | 5 | 4 | 3 | 1 | 5 | 3 | 5 | 5 | 5 | 5 | 5 | 3 | 4 |
OÇ-3 | 5 | 4 | 4 | 5 | 4 | 3 | 1 | 5 | 3 | 5 | 5 | 5 | 5 | 5 | 3 | 4 |
OÇ-4 | 5 | 4 | 4 | 5 | 4 | 1 | 1 | 5 | 1 | 5 | 5 | 5 | 5 | 5 | 5 | 4 |
OÇ-5 | 5 | 4 | 5 | 5 | 5 | 1 | 1 | 5 | 3 | 5 | 5 | 5 | 5 | 5 | 4 | 4 |