Rapor Tarihi: 15.01.2026 08:53
| Course Title | Code | Language | Type | Semester | L+U Hour | Credits | ECTS |
|---|---|---|---|---|---|---|---|
| Basic Sales Techniques | CMH2323 | Turkish | Compulsory | 3. Semester | 3 + 0 | 3.0 | 5.0 |
| Prerequisite Courses | |
| Course Level | Associate |
| Mode of delivery | Face to face |
| Course Coordinator | Öğr. Gör. Semih BAKLAN |
| Instructor(s) | Öğr. Gör. Semih BAKLAN (Güz) |
| 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. |
| # | Öğrenme Kazanımı |
| 1 | This course will enable the students to effectively manage customer objections. |
| 2 | At the end of this course, students can do tele-sales. |
| 3 | At the end of this course, students can communicate effectively with customers on the phone. |
| Week | Topics/Applications | Method |
|---|---|---|
| 1. Week | Introduction to Individual Sales | Preparation, After Class Study, Research, Other Activities |
| 2. Week | Concept of Sales Representative | Preparation, After Class Study, Research, Other Activities |
| 3. Week | Characteristics of the Sales Representatives | Preparation, After Class Study, Research, Other Activities |
| 4. Week | Communication in Individual Sales Activity | Preparation, After Class Study, Research, Other Activities |
| 5. Week | Communication and Body Language in Individual Sales Activity | Preparation, After Class Study, Research, Other Activities |
| 6. Week | Information Collection and preparation in Individual Sales Process | Preparation, After Class Study, Research, Other Activities |
| 7. Week | Sales time in Individual Sales Process | Preparation, After Class Study, Research, Other Activities |
| 8. Week | Customer Objections in Individual Sales Process | Preparation, After Class Study, Research, Other Activities |
| 9. Week | Customer Objections in Individual Sales Process | Preparation, After Class Study, Research, Other Activities |
| 10. Week | Welcome Techniques of Objections | Preparation, After Class Study, Research, Other Activities |
| 11. Week | Closing of Individual Sales Process | Preparation, After Class Study, Research, Other Activities |
| 12. Week | Practices | Preparation, After Class Study, Research, Other Activities |
| 13. Week | Practices | Preparation, After Class Study, Research, Other Activities |
| 14. Week | Practices | Preparation, After Class Study, Research, Other Activities |
| No | Program Requirements | Level of Contribution | |||||
|---|---|---|---|---|---|---|---|
| 1 | 2 | 3 | 4 | 5 | |||
| 1 | Having sufficient infrastructure in communication, public relations, law, marketing, management and other issues required by the field; To use theoretical and practical knowledge in these areas. | ✔ | |||||
| 2 | To be able to interpret and evaluate data, to identify and analyze data using basic knowledge and skills acquired in the field, and to be able to develop evidence-based solutions. | ✔ | |||||
| 3 | To be open to communication with friends, superiors and the people and groups that they serve in practical studies related to the field and gain organizational learning ability. | ✔ | |||||
| 4 | To have feasibility study related to the field and to have the knowledge and skills to implement the project. | ✔ | |||||
| 5 | Being equipped with the ability to produce solutions when facing situations that are unforeseen in field related applications, and ability to take responsibility in teams or in individual studies. | ✔ | |||||
| 6 | To have effective communication skills and to have a level of foreign language ability to follow innovations in the field. | ||||||
| 7 | Awareness of the necessity of lifelong learning; to monitor devjavascript:void(0)elopments in information and communication technologies, to use office software and to constantly renew themselves. | ||||||
| 8 | Being conscious about Ataturk's Principles and having knowledge about the History of the Revolution. | ||||||
| 9 | Having knowledge and awareness of work safety, worker health and environmental protection in matters related to the field. | ||||||
| 10 | To have knowledge and awareness of social responsibility, ethical values and social security rights in matters related to the field. | ||||||
| 11 | To acquire practical skills by examining the processes related to the field of public and private sector organizations on site. | ✔ | |||||
| 12 | To be able to open and operate a business on its own behalf; to evaluate and supervise the performance of employees and to have knowledge and skills about entrepreneurship. | ✔ | |||||
| Program Requirements | DK1 | DK2 | DK3 |
|---|---|---|---|
| PY1 | 5 | 5 | 5 |
| PY2 | 4 | 5 | 4 |
| PY3 | 2 | 0 | 0 |
| PY4 | 2 | 2 | 2 |
| PY5 | 2 | 2 | 2 |
| PY6 | 0 | 0 | 0 |
| PY7 | 0 | 0 | 0 |
| PY8 | 0 | 0 | 0 |
| PY9 | 0 | 0 | 0 |
| PY10 | 0 | 0 | 0 |
| PY11 | 3 | 3 | 4 |
| PY12 | 5 | 4 | 5 |
| Ders Kitabı veya Notu | Ders Kitabı veya Ders Notu bulunmamaktadır. |
|---|---|
| Diğer Kaynaklar |
|
| Güz Dönemi | |||
| Responsible Personnel | Grup | Evaluation Method | Percentage |
|---|---|---|---|
| Öğr. Gör. Semih BAKLAN | Vize | 20.00 | |
| Öğr. Gör. Semih BAKLAN | Ödev | 20.00 | |
| Öğr. Gör. Semih BAKLAN | Final | 60.00 | |
| Toplam | 100.00 | ||
| ECTS credits and course workload | Quantity | Duration (Hour) | Total Workload (Hour) | |
|---|---|---|---|---|
|
Ders İçi |
Class Hours | 14 | 3 | 42 |
|
Ders Dışı |
Preparation, After Class Study | 10 | 2 | 20 |
| Research | 5 | 2 | 10 | |
| Other Activities | 5 | 1 | 5 | |
|
Sınavlar |
Midterm 1 | 1 | 10 | 10 |
| Final | 1 | 15 | 15 | |
| Total Workload | 102 | |||
| *AKTS = (Total Workload) / 25,5 | ECTS Credit of the Course | 5.0 | ||
