Description of Individual Course Units
Course Unit CodeCourse Unit TitleType of Course UnitYear of StudySemesterNumber of ECTS Credits
173315004100BASIC SALES TECHNIQUES FOR CALL CENTERSCompulsory242
Level of Course Unit
Short Cycle
Objectives of the Course
The aim of this course is to explain the basic concepts related with selling in the call centers and is to teach the sellling process
Name of Lecturer(s)
öğr.gör
Learning Outcomes
1Bu dersin sonunda öğrenci çağrı merkezlerinde tele-satışla ilgili temel kavramları açıklayabilir.
2Bu dersin sonunda öğrenci çağrı merkezlerinde değişik satış yöntemlerini ve çağrı merkezlerinde satış sürelerini açıklayabilir.
3Bu dersin sonunda öğrenci müşteri itirazlarını etkin bir şekilde yönetebilir.
4Bu dersin sonunda öğrenci tele-satış yapabilir.
5Bu dersin sonunda öğrenci müşteri ile telefonda etkili iletişim kurabilir.
6At the end of this course, students can explain basic concepts related to call centers, tele-sales.
7At the end of this course, students cn explain different sales methods.
8At the end of this course the students can manage customer objections, efficiently.
9At the end of this course, students can tele-sales.
10At the end of this course, students can communicate effectively with customers on the phone.
Mode of Delivery
Daytime Class
Prerequisites and co-requisities
None
Recommended Optional Programme Components
Face-to-Face
Course Contents
The individual selling management in the call centers,the selling process in the call centers,the consumer objections,to close the selling in the call centers and the preparation for the future selling,the management and the organisation of the selling efforts,the designing and largeness of of the selling regions in the call centers
Weekly Detailed Course Contents
WeekTheoreticalPracticeLaboratory
1Sales Management
2Sales Management
3Personel Selling
4Personel Selling
5Planning and Organization of the Sales Force
6Planning and Organization of the Sales Force
7Development of Sales Force
8Development of Sales Force
9Motivation and Reward
10Motivation and Reward
11Evaluation of the Sales Force
12Evaluation of the Sales Force
13General Repetition
14General Repetition
15
16
Recommended or Required Reading
Planned Learning Activities and Teaching Methods
Assessment Methods and Criteria
Term (or Year) Learning ActivitiesQuantityWeight
Midterm Examination1100
SUM100
End Of Term (or Year) Learning ActivitiesQuantityWeight
Final Examination1100
SUM100
Term (or Year) Learning Activities40
End Of Term (or Year) Learning Activities60
SUM100
Language of Instruction
Turkish
Work Placement(s)
None
Workload Calculation
ActivitiesNumberTime (hours)Total Work Load (hours)
Midterm Examination111
Final Examination111
Attending Lectures14228
Self Study166
Individual Study for Mid term Examination11515
Individual Study for Final Examination11515
TOTAL WORKLOAD (hours)66
Contribution of Learning Outcomes to Programme Outcomes
PO
1		PO
2		PO
3		PO
4		PO
5		PO
6		PO
7		PO
8		PO
9		PO
10		PO
11		PO
12		PO
13		PO
14		PO
15		PO
16		PO
17		PO
18
LO1  4               
LO2  4               
LO3  4               
LO4  4               
LO5  4               
LO6  4               
LO7  4               
LO8  4               
LO9  4               
LO10  4               
* Contribution Level : 1 Very low 2 Low 3 Medium 4 High 5 Very High
 
Iğdır University, Iğdır / TURKEY • Tel (pbx): +90 476 226 13 14 • e-mail: info@igdir.edu.tr