COURSE INTRODUCTION AND APPLICATION INFORMATION

Course Name
Principles of Marketing and Sale
Code
Semester
Theory
(hour/week)
Application/Lab
(hour/week)
Local Credits
ECTS
OPT 205
Fall
2
0
2
4
Prerequisites
None
Course Language
Turkish
Course Type
Required
Course Level
Short Cycle
Mode of Delivery -
Teaching Methods and Techniques of the Course
Course Coordinator
Course Lecturer(s)
Assistant(s) -
Course Objectives The aim of this course is to provide students theoretical and practical knowledge about sales specifically within the marketing concept. To this end, the course first provides an extensive theoretical knowledge on the basis of marketing, then move on to sales techniques, whereby practical case studies will cover how to use effective sales techniques for the students to use them in their everyday lives.
Learning Outcomes The students who succeeded in this course;
  • Define the concepts on principles of marketing
  • Explain the place and the importance of sales within marketing
  • Define the principles and theories of sales
  • Evaluate the customers' needs through theoretical knowledge on sociology and psychology
  • Apply sales techniques
Course Description The course content firstly covers principles on marketing so that students could answer basic questions on the topic. Sales are going to be held first theoretically, than practically. Within the theoretical part sociological and psychological factors that would surface for being held with customers will be examined. During, there will be quizzes to measure up students so far knowledge. Practical part, which also covers the term paper, will be held through how students use effective sales techniques, under the case study circumstances that the lecturer provides. In this way, students who had their theoretical knowledge, would try to use their knowledge practically within the lesson.
Related Sustainable Development Goals

 



Course Category

 Core Courses
Major Area Courses
X
Supportive Courses
Media and Managment Skills Courses
Transferable Skill Courses

 

WEEKLY SUBJECTS AND RELATED PREPARATION STUDIES

Week Subjects Required Materials
1 Introduction to the course and basic marketing principles and sales
2 Principles and theories of marketing Prof. Dr. İsmet Mucuk, Pazarlama İlkeleri; Türkmen Kitabevi; syf. 174-182.
3 Market segmentation, target market choice and positioning Mahit Nakip, vd., Güncel pazarlama yönetimi, Detay yayıncılık; syf. 1-58.
4 The value of marketing and sales on consumers, firms, and society Prof. Dr. İsmet Mucuk, Pazarlama İlkeleri; Türkmen Kitabevi; syf. 192-193.
5 Principles, theories and techniques of sales Prof. Dr. İsmet Mucuk, Pazarlama İlkeleri; Türkmen Kitabevi; syf. 194-198.
6 Principles, theories and techniques of sales A. Hamdi İslamoğlu, Pazarlama Yönetimi; Beta Yayınları; syf. 447-450. P. Kotler, Pazarlamayı Anlamak; Optimist Yayınevi; syf. 154-164.
7 Features of an effective sales representative Prof. Dr. İsmet Mucuk, Pazarlama İlkeleri; Türkmen Kitabevi; syf. 199-200.
8 Midterm Exam
9 Knowing the consumer: Consumers' wants and needs, motivation and personality concepts Prof. Dr. İsmet Mucuk, Pazarlama İlkeleri; Türkmen Kitabevi; syf. 70-78. Martin Lindstrom, Buyology; Optimist yayınları; syf. 127-160. John S. Gammon, Satın alma ve satış yönetimi; Epsilon yayınevi; syf. 133-146. Doç. Dr. Muhittin Karabulut, Tüketici davranışı; 30. Yıl yayınları; syf. 61-85 & 99-103.
10 Attracting consumers: Consumer loyalty, brand loyalty John S. Gammon; Satın alma ve satış yönetimi, Epsilon yayınları, 1997; tüm bölümler Heinz Goldman, Müşteri kazanmak; İlgi yayınları, 1989; tüm bölümler
11 Implemented sales techniques and communication skills John S. Gammon, Satın alma ve satış yönetimi; Epsilon yayınevi; stf. 147-168. Tuba Üstüner ve David Godes, 2006, Harvard Business Review Makalesi; syf. 101-123.
12 Implemented sales techniques and communication skills Remzi Altunışık vd.; Modern pazarlama; Değişim yayınları; syf. 222-234. Mahit Nakip, vd., Güncel pazarlama yönetimi, Detay yayıncılık; syf. 239-247.
13 Term Paper Presentations The textbooks referenced below and course slides
14 Term Paper Presentations The textbooks referenced below and course slides
15 Review of the semester The textbooks referenced below and course slides
16 Final
Course Notes/Textbooks Lecturer notes
Suggested Readings/Materials Paco Underhill, Neden satın alırız?; Optimist yayınları, 2012 (Ocak)\\nJohn S. Gammon, Satın alma ve satış yönetimi; Epsilon yayınevi, 1997 \\nTuba Üstüner ve David Godes, 2006, Harvard Business Review Makalesi\\nDoç. Dr. Muhittin Karabulut, Tüketici davranışı; İÜ İşletme Fakültesi, 30. Yıl yayınları (10), 1985 (2. Baskı) \\nYavuz Odabaşı, Tüketici davranışı; Mediacat yayınları, 2009 Remzi Altunışık vd.; Modern pazarlama; Değişim yayınları; 2006 (2. Baskı) Mahit Nakip, vd., Güncel pazarlama yönetimi, Detay yayıncılık, 2012 Heinz Goldman, Müşteri kazanmak; İlgi yayınları, 1989

 

EVALUATION SYSTEM

Semester Activities Number Weigthing
Participation
16
10
Laboratory / Application
Field Work
Quizzes / Studio Critiques
-
Portfolio
Homework / Assignments
10
20
Presentation / Jury
1
20
Project
Seminar / Workshop
Oral Exam
Midterm
1
20
Final Exam
1
30
Total

Weighting of Semester Activities on the Final Grade
70
Weighting of End-of-Semester Activities on the Final Grade
30
Total

ECTS / WORKLOAD TABLE

Semester Activities Number Duration (Hours) Workload
Course Hours
(Including exam week: 16 x total hours)
16
2
32
Laboratory / Application Hours
(Including exam week: 16 x total hours)
16
Study Hours Out of Class
15
1
15
Field Work
Quizzes / Studio Critiques
-
Portfolio
Homework / Assignments
10
2
Presentation / Jury
1
15
Project
Seminar / Workshop
Oral Exam
Midterms
1
14
Final Exams
1
14
    Total
110

 

COURSE LEARNING OUTCOMES AND PROGRAM QUALIFICATIONS RELATIONSHIP

#
 Program Competencies/Outcomes
* Contribution Level
1
2
3
4
5
1

To have the required contemporary theoretical and practical knowledge in his/her field

 X
2

To use the material and technology related to his/her field, and make their maintenance, use the information and communication technologies at basic level

 X
3

To have the competency to recognize the problems in his/her field, analyze them, develop evidence-based solutions and have the ability to share their suggestions with others

 X
4

To be aware of legal responsibilities, conduct basic studies in her/his field independently

 X
5

To communicate with patients, relatives and colleagues properly, comprehensively, honestly and explicitly, transfer his/her thoughts and knowledge through written and oral communication

 X
6

To take responsibility as an active team member during the practices in his/her field

 X
7

To commentate and evaluate the scientific information with a critical approach by the help of knowledge gained in his/her field

 X
8

To comprehend the importance of lifelong learning, to determine and meet her/his learning needs, to develop herself/himself by monitoring the development in science and technology

 X
9

To act by considering the universal ethical values, social and cultural characteristics

 X
10

To know the concepts of occupational safety, patient safety, environmental protection and quality, and fulfill the requirements

 X
11

To be able to follow information in his field and communicate with colleagues in English at least a level of European Language Portfolio A2 General Level

 X
12

To have knowledge and skills related to the administrative responsibility and management of an optician’s store

 X
13

To monitor visual health related products, determine the needs of the optician’s store and carry out activities for development

*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest