Akademik Dersler - Tanıtım

Last Updated: 30/09/2026

Code - Course Title	Course Type	Laboratory + Practice	ECTS
PZL257 - Sales and Persuasion Techniques	III. SEMESTER	2 +0	2.0

Language of Instruction	Türkçe
Course Type	Elective Courses
Course Instructor(s)	ÖĞR. GÖR. DR. SEDAT DEMİREL
Mode of Delivery	Face to face.
Place of Delivery
Used Educational Platforms
Prerequisites	There is no prerequisite or co-requisite for this course.
Courses Recomended	There are no other suggested courses related to this course.
Recommended Resources	Lecture notes prepared by the course instructor will be given to the students.
Work Placement	None.
Aims of the Course

Weeks	Learning Outcomes	Topics	Teaching Methods
Week - 1		Fundamental Concepts and Dynamics of Sales
Week - 2		Sales Psychology and Customer Behavior
Week - 3		Effective Sales Techniques: Consulting-focused sales
Week - 4		Effective Sales Techniques: Cross-selling and upselling strategies
Week - 5		Effective Sales Techniques: Value-oriented sales methods
Week - 6		Customer Needs Analysis and Solution Provision
Week - 7		The Art and Strategies of Persuasion: The fundamentals of persuasion psychology
Week - 8		The Art and Strategies of Persuasion: Techniques for handling objections and generating solutions
Week - 9		Communication Skills and Body Language: Effective listening and asking the right questions
Week - 10		Communication Skills and Body Language: Building trust and persuasion through body language
Week - 11		Customer Needs Analysis and Solution Provision: Methods for accurately analyzing needs
Week - 12		Customer Needs Analysis and Solution Proposal: Offering differentiating value propositions
Week - 13		Sales Process Management
Week - 14		Overall Assessment

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Assessment Method and Passing Requirements
	Quamtity	Percentage (%)
1.Midterm Exam	1	40
Final Exam	1	60
Toplam (%)		100