Course Description
Course | Code | Semester | T+P (Hour) | Credit | ECTS |
---|
CUSTOMER RELATIONSHIP and SALES MANAGMENT | ECH2216210 | Spring Semester | 2+0 | 2 | 6 |
Prerequisites Courses | |
Recommended Elective Courses | |
Language of Course | Turkish |
Course Level | Short Cycle (Associate's Degree) |
Course Type | Required |
Course Coordinator | Assist.Prof. Derya TUĞLU |
Name of Lecturer(s) | Lect. İlknur FİL |
Assistant(s) | |
Aim | The aim of this course is to provide an introduction to customer relations and sales management, as well as to establish a basic understanding of the concepts of finding and observing the customer. |
Course Content | This course contains; Consumer behaviours-I,Consumer behaviours-II,Introduction to customer relationship management,Components of customer relationship management,Stages of customer relationship management,Customer keeping models,Customer loyalty,Communication with customers,Customer relationship management in health sector,Sales management-I,Sales management-II,Sales technics-I,Sales technics-II,Motivation and Performance Evaluation of Sales Team. |
Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
2.Explains the importance of communication and customer relations management for the business organisations. | 16, 9 | A, C |
1. Tells the process of customer relationship management. | 16, 9 | A, C |
Teaching Methods: | 16: Question - Answer Technique, 9: Lecture Method |
Assessment Methods: | A: Traditional Written Exam, C: Multiple-Choice Exam |
Course Outline
Order | Subjects | Preliminary Work |
---|
1 | Consumer behaviours-I | |
2 | Consumer behaviours-II | |
3 | Introduction to customer relationship management | |
4 | Components of customer relationship management | |
5 | Stages of customer relationship management | |
6 | Customer keeping models | |
7 | Customer loyalty | |
8 | Communication with customers | |
9 | Customer relationship management in health sector | |
10 | Sales management-I | |
11 | Sales management-II | |
12 | Sales technics-I | |
13 | Sales technics-II | |
14 | Motivation and Performance Evaluation of Sales Team | |
Resources |
Barutçugil, İ. (2009). Müşteri ilişkileri ve satış yönetimi. İstanbul: Kariyer Yayıncılık. |
Bozgeyik, A. (2005). Müşteri ilişkileri yönetimi. İstanbul: Hayat Yayıncılık. |
Course Contribution to Program Qualifications
Course Contribution to Program Qualifications |
No | Program Qualification | Contribution Level |
1 | 2 | 3 | 4 | 5 |
1 | The student acquires theoretical and practical knowledge related to his field at a basic level. | X | | | | |
2 | The student owns information about moral discipline and ethical rules related to his field. | | X | | | |
3 | The student uses theoretical and practical knowledge related to his field at a basic level; basic fundamental computer programs and related technologies. | | X | | | |
4 | The student manages a duty independently by using the knowledge about his field at a basic level. | | | X | | |
5 | The student evaluates the knowledge about his field at a basic level with a critical approach, he designates his learning needs and directs his learning. | | | X | | |
6 | The student uses information and communication technologies with at least at basic level of European Computer Using Licence basic level of computer software which his field of study requires. | | | | | |
7 | The student complies with and contributes to quality management and processes. | | | X | | |
8 | The student has sufficient consciousness about individual and public health, environmental protection and work safety issues. | | X | | | |
9 | The student acts in accordance with laws, regulations, legislations and professional ethics related to individual duties, rights and responsibilities. | | | X | | |
Assessment Methods
Contribution Level | Absolute Evaluation |
Rate of Midterm Exam to Success | | 40 |
Rate of Final Exam to Success | | 60 |
Total | | 100 |
ECTS / Workload Table |
Activities | Number of | Duration(Hour) | Total Workload(Hour) |
Course Hours | 14 | 2 | 28 |
Guided Problem Solving | 2 | 30 | 60 |
Resolution of Homework Problems and Submission as a Report | 0 | 0 | 0 |
Term Project | 0 | 0 | 0 |
Presentation of Project / Seminar | 0 | 0 | 0 |
Quiz | 0 | 0 | 0 |
Midterm Exam | 1 | 30 | 30 |
General Exam | 1 | 50 | 50 |
Performance Task, Maintenance Plan | 0 | 0 | 0 |
Total Workload(Hour) | 168 |
Dersin AKTS Kredisi = Toplam İş Yükü (Saat)/30*=(168/30) | 6 |
ECTS of the course: 30 hours of work is counted as 1 ECTS credit. |
Detail Informations of the Course
Course Description
Course | Code | Semester | T+P (Hour) | Credit | ECTS |
---|
CUSTOMER RELATIONSHIP and SALES MANAGMENT | ECH2216210 | Spring Semester | 2+0 | 2 | 6 |
Prerequisites Courses | |
Recommended Elective Courses | |
Language of Course | Turkish |
Course Level | Short Cycle (Associate's Degree) |
Course Type | Required |
Course Coordinator | Assist.Prof. Derya TUĞLU |
Name of Lecturer(s) | Lect. İlknur FİL |
Assistant(s) | |
Aim | The aim of this course is to provide an introduction to customer relations and sales management, as well as to establish a basic understanding of the concepts of finding and observing the customer. |
Course Content | This course contains; Consumer behaviours-I,Consumer behaviours-II,Introduction to customer relationship management,Components of customer relationship management,Stages of customer relationship management,Customer keeping models,Customer loyalty,Communication with customers,Customer relationship management in health sector,Sales management-I,Sales management-II,Sales technics-I,Sales technics-II,Motivation and Performance Evaluation of Sales Team. |
Dersin Öğrenme Kazanımları | Teaching Methods | Assessment Methods |
2.Explains the importance of communication and customer relations management for the business organisations. | 16, 9 | A, C |
1. Tells the process of customer relationship management. | 16, 9 | A, C |
Teaching Methods: | 16: Question - Answer Technique, 9: Lecture Method |
Assessment Methods: | A: Traditional Written Exam, C: Multiple-Choice Exam |
Course Outline
Order | Subjects | Preliminary Work |
---|
1 | Consumer behaviours-I | |
2 | Consumer behaviours-II | |
3 | Introduction to customer relationship management | |
4 | Components of customer relationship management | |
5 | Stages of customer relationship management | |
6 | Customer keeping models | |
7 | Customer loyalty | |
8 | Communication with customers | |
9 | Customer relationship management in health sector | |
10 | Sales management-I | |
11 | Sales management-II | |
12 | Sales technics-I | |
13 | Sales technics-II | |
14 | Motivation and Performance Evaluation of Sales Team | |
Resources |
Barutçugil, İ. (2009). Müşteri ilişkileri ve satış yönetimi. İstanbul: Kariyer Yayıncılık. |
Bozgeyik, A. (2005). Müşteri ilişkileri yönetimi. İstanbul: Hayat Yayıncılık. |
Course Contribution to Program Qualifications
Course Contribution to Program Qualifications |
No | Program Qualification | Contribution Level |
1 | 2 | 3 | 4 | 5 |
1 | The student acquires theoretical and practical knowledge related to his field at a basic level. | X | | | | |
2 | The student owns information about moral discipline and ethical rules related to his field. | | X | | | |
3 | The student uses theoretical and practical knowledge related to his field at a basic level; basic fundamental computer programs and related technologies. | | X | | | |
4 | The student manages a duty independently by using the knowledge about his field at a basic level. | | | X | | |
5 | The student evaluates the knowledge about his field at a basic level with a critical approach, he designates his learning needs and directs his learning. | | | X | | |
6 | The student uses information and communication technologies with at least at basic level of European Computer Using Licence basic level of computer software which his field of study requires. | | | | | |
7 | The student complies with and contributes to quality management and processes. | | | X | | |
8 | The student has sufficient consciousness about individual and public health, environmental protection and work safety issues. | | X | | | |
9 | The student acts in accordance with laws, regulations, legislations and professional ethics related to individual duties, rights and responsibilities. | | | X | | |
Assessment Methods
Contribution Level | Absolute Evaluation |
Rate of Midterm Exam to Success | | 40 |
Rate of Final Exam to Success | | 60 |
Total | | 100 |
Numerical Data
Ekleme Tarihi: 09/11/2023 - 12:38Son Güncelleme Tarihi: 09/11/2023 - 12:38
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