| Course Title | Code | Semester | L+U Hour | Credits | ECTS |
|---|---|---|---|---|---|
| Basic Sales Techniques | CMH2323 | 3. Semester | 3 + 0 | 3.0 | 5.0 |
| Prerequisites | None |
| Language of Instruction | Turkish |
| Course Level | Associate |
| Course Type | |
| Mode of delivery | Face to face |
| Course Coordinator |
Lect. Semih BAKLAN |
| Instructor(s) |
Semih BAKLAN |
| Assistants | |
| Goals | The purpose of this course is to explain basic concepts related to sales in call centers and to teach sales process and the different sales methods. |
| Course Content | Individual Sales Management in Call Centers, Sales Process in Call Centers and Customer Objections, Closing Sales in Call Centers and Preparing to Future Sales, Management and Organization of Sales Efforts. |
| Learning Outcomes |
- This course will enable the students to effectively manage customer objections. - At the end of this course, students can do tele-sales. - At the end of this course, students can communicate effectively with customers on the phone. |
| Week | Topics | Learning Methods |
|---|---|---|
| 1. Week | Introduction to Individual Sales | Course Hours Preparation, After Class Study Other Activities Research |
| 2. Week | Concept of Sales Representative | Other Activities Course Hours Preparation, After Class Study Research |
| 3. Week | Characteristics of the Sales Representatives | Course Hours Other Activities Research Preparation, After Class Study |
| 4. Week | Communication in Individual Sales Activity | Preparation, After Class Study Course Hours Other Activities Research |
| 5. Week | Communication and Body Language in Individual Sales Activity | Research Other Activities Course Hours Preparation, After Class Study |
| 6. Week | Information Collection and preparation in Individual Sales Process | Course Hours Preparation, After Class Study Research Other Activities |
| 7. Week | Sales time in Individual Sales Process | Preparation, After Class Study Research Other Activities Course Hours |
| 8. Week | Customer Objections in Individual Sales Process | Course Hours Preparation, After Class Study Research Other Activities |
| 9. Week | Customer Objections in Individual Sales Process | Research Other Activities Preparation, After Class Study Course Hours |
| 10. Week | Welcome Techniques of Objections | Research Other Activities Course Hours Preparation, After Class Study |
| 11. Week | Closing of Individual Sales Process | Other Activities Course Hours Preparation, After Class Study Research |
| 12. Week | Practices | Course Hours Preparation, After Class Study Research Other Activities |
| 13. Week | Practices | Preparation, After Class Study Research Course Hours Other Activities |
| 14. Week | Practices | Course Hours Other Activities Research Preparation, After Class Study |
| Değirmenci, Can Hikmet (2008). Satış Teknikleri ve Maksimum Başarı, Bilge Karınca Yayınları, İstanbul. |
| Program Requirements | Contribution Level | DK1 | DK2 | DK3 | Measurement Method |
|---|---|---|---|---|---|
| PY1 | 5 | 5 | 5 | 5 | - |
| PY2 | 4 | 4 | 5 | 4 | - |
| PY3 | 1 | 2 | 0 | 0 | - |
| PY4 | 2 | 2 | 2 | 2 | - |
| PY5 | 2 | 2 | 2 | 2 | - |
| PY6 | 0 | 0 | 0 | 0 | - |
| PY7 | 0 | 0 | 0 | 0 | - |
| PY8 | 0 | 0 | 0 | 0 | - |
| PY9 | 0 | 0 | 0 | 0 | - |
| PY10 | 0 | 0 | 0 | 0 | - |
| PY11 | 3 | 3 | 3 | 4 | - |
| PY12 | 5 | 5 | 4 | 5 | - |
| 0 | 1 | 2 | 3 | 4 | 5 | |
|---|---|---|---|---|---|---|
| Course's Level of contribution | None | Very Low | Low | Fair | High | Very High |
| Method of assessment/evaluation | Written exam | Oral Exams | Assignment/Project | Laboratory work | Presentation/Seminar |
| Event | Quantity | Duration (Hour) | Total Workload (Hour) |
|---|---|---|---|
| Course Hours | 14 | 3 | 42 |
| Preparation, After Class Study | 10 | 2 | 20 |
| Research | 5 | 2 | 10 |
| Other Activities | 5 | 1 | 5 |
| Midterm 1 | 1 | 10 | 10 |
| Final | 1 | 15 | 15 |
| Total Workload | 102 | ||
| ECTS Credit of the Course | 5.0 | ||
