International Trade (English)
Bachelor	TR-NQF-HE: Level 6	QF-EHEA: First Cycle	EQF-LLL: Level 6

General course introduction information

Course Code:

HRE453

Course Name:

Advertisement Sales Management

Course Semester:

Spring

Course Credits:

Theoretical	Practical	Credit	ECTS
3	0	3	6

Language of instruction:

Course Requisites:

Does the Course Require Work Experience?:

Type of course:

University Elective

Course Level:

Bachelor

TR-NQF-HE:6. Master`s Degree

QF-EHEA:First Cycle

EQF-LLL:6. Master`s Degree

Mode of Delivery:

Face to face

Course Coordinator :

Öğr.Gör. GÜLLÜ DOĞA DAĞDEVİREN

Course Lecturer(s):

Course Assistants:

Course Objective and Content

Course Objectives:

The purpose of this course is to aim to understand the advertising theories and practices and to apprehend the differences of each advertisement on the media. This course also aims to know the consumers and customers and to gain the essential informations in order to sell the convenient advertising channels by presenting their expectations.

Course Content:

Presentation of medium; Classification and characteristic of the ad; The importance in itself of print advertising; A general evaluation of advertisements; The importance of networking; Advantages and disadvantages of advertisements; A general evaluation of Outdoor Advertising; Customer types and characteristics; The importance of sales dynamics; Sales and its types; The importance and criterias of information collecting; The importance of presenting; The importance of closing sales,

Learning Outcomes

The students who have succeeded in this course;

Learning Outcomes

1 - Knowledge
Theoretical - Conceptual
1) Understand the basic concepts and differences in marketing and sales management
2) Recognize the place and importance of advertising in marketing activities in the media.
3) Explain the classification and characteristics of advertisements
4) Learn the individual characteristics of advertisements in the media
5) Comprehend how companies can make a difference with advertisements in a competitive environment.
6) Apply the importance of advertising sales management and how sales techniques are used
7) will be able to discuss why each advertisement made in each medium is more successful.
2 - Skills
Cognitive - Practical
3 - Competences
Communication and Social Competence
Learning Competence
Field Specific Competence
Competence to Work Independently and Take Responsibility

Lesson Plan

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

Sources

Course Notes / Textbooks:	Basın İşletmelerinde Reklâm ve Satış Yönetimi Yard. Doç. Dr. A.Tuğrul SAVAŞ 2010 Derin Yayınları ISBN: 978-9944-350-94-8
References:	Pazarlama Yönetimi- Philip Kotler Nejat Muallimoğlu Beta Yayınları / Ekonomi Dizisi Pazarlama İlkeleri Prof. Dr. İsmet Mucuk Türkmen Yayınevi 2010 ISBN : 9789757337591 Kavram ve Kuramlarıyla Reklâm Prof. Dr. Filiz Balta Peltekoğlu Beta Yayınları

Course-Program Learning Outcome Relationship

Learning Outcomes	1	2	3	4	5	6	7
Program Outcomes
1) To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level.
2) - To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence.
3) - To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field.
4) - To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning.
5) - To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety.
6) - To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project.
7) - To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources.
8) To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence.
9) - To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety.
10) - To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning.
11) To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety
12) - To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their responsibility.

Course - Learning Outcome Relationship

No Effect	1 Lowest	2 Low	3 Average	4 High	5 Highest

	Program Outcomes	Level of Contribution
1)	To have theoretical and practical knowledge at the basic level supported by textbooks, application tools and other resources with current knowledge in the field based on the qualifications gained at the secondary level.
2)	- To gain the ability to use the theoretical and practical knowledge at the basic level at an advanced level or at the same level in the same field. - To be able to interpret and evaluate the data by using the basic knowledge and skills acquired in the field, to identify and analyze the problems, to develop solutions based on evidence.
3)	- To be able to convey his / her thoughts on basic knowledge and skills at the level of written and verbal communication. - To share his / her thoughts and solutions to the problems related to his / her field with experts and non-experts. - To be able to follow information in the field and communicate with colleagues by using a foreign language at least at a level of European Language Portfolio A2 General Level. - To be able to use information and communication technologies together with computer software at the basic level of European Computer Driving License required by the field.
4)	- To be able to evaluate the basic knowledge and skills acquired in the field with a critical approach, to determine and meet the learning needs. - To be able to direct his / her education to an advanced level of education in the same field or to a profession at the same level. - Not to have gained awareness of lifelong learning.
5)	- To have social, scientific, cultural and ethical values in the stages of collecting, applying and announcing the data related to the field. - To have sufficient awareness of the universality of social rights, social justice, quality and cultural values, environmental protection, occupational health and safety.
6)	- To be able to conduct a basic level study independently. - To be able to take responsibility as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to carry out activities for the development of employees working under their responsibility within the framework of a project.
7)	- To have advanced theoretical and practical knowledge supported by textbooks containing current information in the field, application tools and other resources.
8)	To be able to use the advanced theoretical and practical knowledge acquired in the field. - Interpret and evaluate data using the advanced knowledge and skills acquired in the field, identify problems, analyze, develop solutions based on research and evidence.
9)	- To be able to inform the relevant persons and institutions about the related subjects; transfer ideas and solutions to problems in written and orally. - To share his / her thoughts and solutions to the problems related to the field with the experts and non-experts by supporting them with quantitative and qualitative data. -To be able to organize and implement projects and activities for the social environment in which he / she lives with a sense of social responsibility. - To follow the information in his / her field and to communicate with his / her colleagues by using a foreign language at least at the European Language Portfolio B1 General Level. - To be able to use information and communication technologies together with computer software at the Advanced Level of European Computer Driving License required by the field. - To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety.
10)	- To be able to critically evaluate the advanced knowledge and skills acquired in the field, - Identify learning needs and direct learning. - To develop positive attitudes about lifelong learning.
11)	To act in accordance with social, scientific, cultural and ethical values in the stages of collecting, interpreting, applying and announcing the data related to the field. - To have sufficient awareness about the universality of social rights, social justice, quality culture and protection of cultural values, environmental protection, occupational health and safety
12)	- To be able to conduct an advanced study independently. - To be able to take responsibility as an individual and as a team member to solve unforeseen complex problems encountered in the applications related to the field. - To be able to plan and manage activities for the development of employees working under their responsibility.

Learning Activity and Teaching Methods

Individual study and homework
Lesson
Reading
Homework
Social Activities
Case Study

Assessment & Grading Methods and Criteria

Written Exam (Open-ended questions, multiple choice, true-false, matching, fill in the blanks, sequencing)
Oral Examination
Bilgisayar Destekli Sunum
Uzman / Jüri Değerlendirmesi

Assessment & Grading

Semester Requirements	Number of Activities	Level of Contribution
Midterms	1	% 40
Final	1	% 60
total		% 100
PERCENTAGE OF SEMESTER WORK		% 40
PERCENTAGE OF FINAL WORK		% 60
total		% 100

Workload and ECTS Credit Grading

Activities	Number of Activities	Duration (Hours)	Workload
Course Hours	3	3	9
Presentations / Seminar	1	1	1
Homework Assignments	1	1	1
Midterms	1	1	1
Final	1	1	1
Total Workload			13