GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
MARKETING AND SALES TECHNIQUES IN BANKING/BNK- 310
Course Title: MARKETING AND SALES TECHNIQUES IN BANKING
Credits 3 ECTS 4
Semester 6 Compulsory/Elective Compulsory
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Lecture
 -- WEB SITE(S) OF LECTURER(S)
  
 -- EMAIL(S) OF LECTURER(S)
  
 -- LEARNING OUTCOMES OF THE COURSE UNIT
Understand the importance of marketing in banking
Can analyze the competition
Learns effective sales techniques
 -- MODE OF DELIVERY
  The mode of delivery of this course is Face to face
 -- PREREQUISITES AND CO-REQUISITES
  There is no prerequisite or co-requisite for this course
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  There is no recommended optional programme component for this course.
 --COURSE CONTENT
1. Week  Marketing in banking
2. Week  Market and competition analysis
3. Week  SWOT Analysis
4. Week  Personal Sale
5. Week  Customer visit programme
6. Week  Follow-up on customers
7. Week  Customer utility analysis
8. Week  Midterm
9. Week  Identifying customer needs
10. Week  Cross sale
11. Week  Customer reference sources and private banking
12. Week  Personal products
13. Week  Distribution channels
14. Week  Checking account and wage payments
15. Week  Review
16. Week  Final
 -- RECOMMENDED OR REQUIRED READING
  Aslı Yüksel Mermod, Ülkü Yüksel, Hizmet Pazarlaması (Bankacılık Pazarlaması), Beta Yayınevi, 2004
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  Lecture, Question & Answer, Demonstration
 -- WORK PLACEMENT(S)
  -
 -- ASSESSMENT METHODS AND CRITERIA
 
Quantity
Percentage
 Mid-terms
1
40
 Assignment
0
0
 Exercises
0
0
 Projects
0
0
 Practice
0
0
 Quiz
0
0
 Contribution of In-term Studies to Overall Grade  
40
 Contribution of Final Examination to Overall Grade  
60
 -- WORKLOAD
 Efficiency  Total Week Count  Weekly Duration (in hour)  Total Workload in Semester
 Theoretical Study Hours of Course Per Week
14
3
42
 Practising Hours of Course Per Week
0
 Reading
4
3
12
 Searching in Internet and Library
5
1
5
 Designing and Applying Materials
0
 Preparing Reports
0
 Preparing Presentation
0
 Presentation
0
 Mid-Term and Studying for Mid-Term
7
3
21
 Final and Studying for Final
7
3
21
 Other
0
 TOTAL WORKLOAD: 
101
 TOTAL WORKLOAD / 25: 
4.04
 ECTS: 
4
 -- COURSE'S CONTRIBUTION TO PROGRAM
NO
 PROGRAM LEARNING OUTCOMES
1
2
3
4
5
1Use mathematical and graphical tools in the field of bankingX
2Understand the basic concepts and assumptions related to the science of bankingX
3Use methods, techniques and tools necessary for the analysis and modelling of economic data to ensure and evaluate the obtained resultsX
4Describe the structure and properties of the markets in economyX
5Make predictions about the relationships between economic and financial variablesX
6Analyze and comment on current economic eventsX
7Comment on Banking SectorX
8Analyze the banks and the banking sector within the framework of economic, financial and accounting dataX
9Have the ability to develop solutions for social problems
10Have the ability to do inter-disciplinary research and studyX