VOCATIONAL SCHOOL

Department of Call Center Services (Turkish)

MCMH 204 | Course Introduction and Application Information

Course Name
Basic Sales Techniques for Call Centers
Code
Semester
Theory
(hour/week)
Application/Lab
(hour/week)
Local Credits
ECTS
MCMH 204
Spring
1
2
2
4

Prerequisites
None
Course Language
Turkish
Course Type
Required
Course Level
Short Cycle
Mode of Delivery -
Teaching Methods and Techniques of the Course -
Course Coordinator
Course Lecturer(s)
Assistant(s) -
Course Objectives The main aim of this course is to explain the basic concepts of sales made in call centers and to learn the concepts of market and marketing.
Learning Outcomes The students who succeeded in this course;
  • will be able to explain the basic concepts of sales made in call centers,
  • will be able to evaluate the importance of marketing in the call center sector,
  • will be able to apply different sales methods used in call centers,
  • will be able to effectively manage customer complaints,
  • will be able to define market and sales processes.
Course Description The main contents of this course are; Market, Marketing, Sales Management, Personal Sales, Sales Force Planning and Organization, Sales Force Motivation and Reward Development, Evaluation of Sales Force.

 



Course Category

Core Courses
X
Major Area Courses
Supportive Courses
Media and Management Skills Courses
Transferable Skill Courses

 

WEEKLY SUBJECTS AND RELATED PREPARATION STUDIES

Week Subjects Related Preparation
1 Introduction to Basic Sales Techniques for Call Centers
2 Basic Concepts of Sales Management Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072 Chapter - 1
3 Sales Representative Concept Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072 Chapter - 2
4 Sales Representative Features Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072 Chapter - 2
5 Introduction to Personal Sales Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 1
6 Personal Sales Techniques Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 1
7 Communication and Body Language in Personal Sales Activity Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 3
8 Midterm Exam Midterm Exam
9 Information Collection and Preparation in the Personal Sales Process Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 4
10 Personal Sales Process Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 5
11 Customer Appeals and Objections in Personal Sales Process Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 6
12 Cancellation of Personal Selling Process Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul. ISBN 9786053776703 Chapter - 7
13 Evaluation of Sales Force Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072 Chapter - 5
14 Evaluation of Sales Force Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072 Chapter - 5
15 Review of the semester Course Notes
16 Final Exam Final Exam

 

Course Notes/Textbooks

Satış Yönetimi, Prof. Dr. Cemal YÜKSELEN, Detay Publishing, Ankara,2007 ISBN: 9789944223072

Suggested Readings/Materials

Kişisel Satış Teknikleri, Aypar Uslu, Beta Publishing, İstanbul.

ISBN 9786053776703  

Örnek Olaylarla Satış Yönetimi, Mehmet Karafakıoğlu, Literatür Publishing, İstanbul.

ISBN 9789750402845

 

EVALUATION SYSTEM

Semester Activities Number Weigthing
Participation
1
10
Laboratory / Application
Field Work
Quizzes / Studio Critiques
Portfolio
Homework / Assignments
Presentation / Jury
1
10
Project
1
20
Seminar / Workshop
Oral Exams
Midterm
1
30
Final Exam
1
30
Total

Weighting of Semester Activities on the Final Grade
4
70
Weighting of End-of-Semester Activities on the Final Grade
1
30
Total

ECTS / WORKLOAD TABLE

Semester Activities Number Duration (Hours) Workload
Theoretical Course Hours
(Including exam week: 16 x total hours)
16
1
16
Laboratory / Application Hours
(Including exam week: '.16.' x total hours)
16
0
Study Hours Out of Class
15
2
30
Field Work
0
Quizzes / Studio Critiques
0
Portfolio
0
Homework / Assignments
0
Presentation / Jury
1
10
10
Project
1
10
10
Seminar / Workshop
0
Oral Exam
0
Midterms
1
10
10
Final Exam
1
12
12
    Total
88

 

COURSE LEARNING OUTCOMES AND PROGRAM QUALIFICATIONS RELATIONSHIP

#
Program Competencies/Outcomes
* Contribution Level
1
2
3
4
5
1

To able to learn the concepts, methods and tools of Call Center Services

X
2

To be able to interpret and evaluate data in the call center area using basic knowledge of sales techniques and customer relationship management.

X
3

To be able to analyze and create strategy, cost, income and quality measures.

X
4

To be able to critically evaluate the basic knowledge and skills acquired in the field of call center services.

X
5

To be able to produce practical solutions to complex problems that are encountered and unpredicted in practice and ability to have make the right decision.

X
6

To be able to follow the information in the field and communicate with colleagues as determined by the European Language Portfolio A2 level.

7

To be able to internalize the need to obey the values of business ethics and will be able to have and apply the social, scientific and ethical values in the stages of the collection of data, interpretation, dissemination and implementation.

X
8

To be able to use informatics and communication technologies with computer programs in a level that required by the Call Center Services field.

9

To be able to adopt a lifelong learning approach, and will be able to do studies for renewing and improving their knowledge continuously.

X
10

To be able to work efficiently and effectively, learn how to be a team member, take responsibilities, be open minded, constructive, open to criticism and have self confidence

X

*1 Lowest, 2 Low, 3 Average, 4 High, 5 Highest

 


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