Week |
Subject |
Related Preparation |
1) |
Introduction of the course
- Introduction of the media
- Listing of advertisements in the channels
- Classification of advertisements
- Explaining marketing and sales management
- Discussion of theoretical issues |
Review of subject
To do source scans
Reading and evaluating related parts of resources |
2) |
- Classification of advertising and explanation of its features
- Explanation of advertisements with examples according to the maker
- Explanation of advertisements with examples according to their purpose
- Explanation of advertisements with examples according to the target audience
- Explanation of advertisements with examples according to the message they carry
- Explanation of advertisements with examples according to time
- Explanation of advertisements with examples according to geographical criteria
- An overview of all the ads. |
Review of subject
To do source scans
Reading and evaluating related parts of resources |
3) |
- Explanation of the types of advertisements and their characteristics
- Explanation of the characteristics of printed advertisements (newspaper, magazine, catalog, brochure, flyer, insert)
- Explanation on the importance of print advertising in itself
- Explaining the differences in companies' approaches to print advertisements
- Explanation of the advantages and disadvantages of print ads
- An overview of print ads |
Review of subject
To do source scans
Reading and evaluating related parts of resources |
4) |
- To review the types and characteristics of advertisements handled in the media
- Explanation of the characteristics of radio, TV, cinema advertisements
- Evaluation of the features of advertisements in terms of companies
- Explanation of the advantages and disadvantages of advertisements
- Explaining the differences in firms' and consumers' approaches to advertisements
- To make a general evaluation of advertisements. |
Review of subject
To do source scans
Reading and evaluating related parts of resources |
5) |
- To review the types and characteristics of advertisements handled in the media
- Explanation of the features of cinema, internet, social media advertisements
- Evaluation of the features of advertisements in terms of companies
- Explanation of the advantages and disadvantages of advertisements
- Explaining the differences in firms' and consumers' approaches to advertisements
- To emphasize the importance of networking
- To make a general evaluation of advertisements. |
Review of subject
To do source scans
Reading and evaluating related parts of resources |
6) |
- Explaining the importance and characteristics of customers and consumers
- Customer and consumer expectations and purchasing behavior
- Customer types and characteristics
- Customer segmentation and its importance
- Firms' strategies according to customers' expectations |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
7) |
- Introduction to Sales Management, explanation of basic concepts
- Market/market relationship and its importance
- Explanation of the characteristics of sales organization according to channels
- The importance of sales dynamics
- Customer Relationship Management |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
8) |
- Explanation of sales and its types
- Features of Advertising sales in service sales
- Explanation of the stages of advertising sales I (planning - approach)
- Explanation of the criteria for setting objectives in planning
- Approach - techniques for making appointments
- In the approach - explaining the aspects to be considered during the customer visit
|
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
9) |
- Explanation of the stages of advertising sales II (information gathering - need validation)
- Explaining the importance and criteria of information gathering
- Stating the importance of asking questions in information gathering with an example
- Explanation of the issues to be considered in need validation
- Addressing objections that may be encountered |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
10) |
- Explanation of the stages of advertising sales III (presentation- proposal and pricing)
- The importance of making a presentation will be emphasized
- Preparing a product presentation based on the information collected
- Explanation of proposals suitable for customer needs
- The importance of quoting a price for the service offered will be explained. |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
11) |
- Stages of ad sales IV (closing the sale - meeting objections)
- The importance of closing sales will be emphasized
- Sales closing techniques and their characteristics will be explained.
- Objection handling techniques and their features will be emphasized
- General evaluation of sales stages will be made. |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
12) |
- Stages of ad sales IV (closing the sale - meeting objections)
- The importance of closing sales will be emphasized
- Sales closing techniques and their features will be explained.
- The techniques and features of meeting objections will be emphasized
General evaluation of sales stages will be made. |
Review of subject
Advertising research for the final project
To do source scans
Reading and evaluating related parts of resources
|
13) |
- Stages of ad sales IV (closing the sale - meeting objections)
- The importance of closing sales will be emphasized
- Sales closing techniques and their characteristics will be explained.
- Objection handling techniques and their features will be emphasized |
None |
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Program Outcomes |
Level of Contribution |
1) |
explain the essential body of knowledge in the area of banking and insurance, including evolution of the discipline, the state-of-the-art concepts, scientific methodology, theories and models.
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2) |
employ the appropriate tools and analytical techniques to collect and analyze quantitative and qualitative data in the related areas, interpret results and propose solutions. |
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3) |
recognize and assess legal environment in banking and insurance industries |
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4) |
explain ongoing operational and managerial methods in banking and insurance industries |
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5) |
discover and create entrepreneurial opportunities and expertise to successfully establish and develop their own ventures. |
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6) |
develop the capacity to assess current global economic issues. |
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7) |
translate and explain the content of the documents written in English related to the field |
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8) |
express he role of international capital markets in the global economy; accordingly define the concept of risk in terms of measurement and management |
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9) |
identify standards of personal, professional, social and business ethics, evaluate the ethical implications of various practices in the related areas, and be aware the importance of ethical behavior in adding value to the society. |
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