Akademik Dersler - Tanıtım

Last Updated: 19/10/2026

Code - Course Title	Course Type	Laboratory + Practice	ECTS
PZL240 - Sales Techniques	IV. SEMESTER	2 +2	4.0

Language of Instruction	Türkçe
Course Type	Area Elective Courses
Course Instructor(s)	ÖĞR. GÖR. DR. MEHMET GÖKHAN TURAN
Mode of Delivery	Face to face
Place of Delivery	On Campus
Used Educational Platforms	Face-to-face
Prerequisites	There is no prerequisite or co-requisite for this course.
Courses Recomended	Principles of Marketing
Recommended Resources	Satış Teknikleri (Ed.Nurcan TURAN) AÖF,2013
Work Placement	None
Aims of the Course	To provide students with theoretical and practical knowledge and skills regarding the sales process and sales techniques, and to train sales professionals with a strategic mindset.

Weeks	Learning Outcomes	Topics	Teaching Methods
Week - 1	LO-2	The Concept of Personal Selling	Lecture Question & Answer Discussion Case Study
Week - 2	LO-1	Development of Personal Selling	Lecture Question & Answer Discussion Problem Solving Brain Storming Research and Inquiry
Week - 3	LO-1	The Features of Personal Selling	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 4	LO-1	Personal Selling according to Selling Efforts	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 5	LO-1	Advantages and Disadvantages of Personal Selling	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 6	LO-1	Case Study	Case Study
Week - 7	LO-1	The Process of Selling; Determining of Potential Buyers	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Research and Inquiry
Week - 8	LO-1	Determining of Approach, Selling Speech and Body Language	Lecture Question & Answer Discussion Case Study Practice/Practical Work/Workshop
Week - 9	LO-3	Objection of Buyers	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Gamification Practice/Practical Work/Workshop
Week - 10	LO-3	Closing Sale	Lecture Question & Answer Discussion Case Study Practice/Practical Work/Workshop
Week - 11	LO-3	Case Study	Case Study
Week - 12	LO-1	Consumer Relationships After Sale	Lecture Question & Answer Discussion Case Study Problem Solving Gamification Practice/Practical Work/Workshop Research and Inquiry
Week - 13	LO-3	Consumer Follow up After Sale	Lecture Question & Answer Discussion Case Study Problem Solving Practice/Practical Work/Workshop
Week - 14	LO-3	Additional Services; Care and Repair Services	Lecture Question & Answer Discussion Case Study Problem Solving Brain Storming Practice/Practical Work/Workshop

Decent Work and Economic Growth Industry, Innovation and Infrastructure Responsible Production and Consumption

Economics, Finance and Management

Open-Ended Test Homework

Assessment Method and Passing Requirements
	Quamtity	Percentage (%)
Toplam (%)