GAZI UNIVERSITY INFORMATION PACKAGE - 2019 ACADEMIC YEAR

COURSE DESCRIPTION
MARKETING AND SALES TECHNIQUES IN INSURANCE/SGR-307
Course Title: MARKETING AND SALES TECHNIQUES IN INSURANCE
Credits 3 ECTS 4
Semester 5 Compulsory/Elective Compulsory
COURSE INFO
 -- LANGUAGE OF INSTRUCTION
  Turkish
 -- NAME OF LECTURER(S)
  Assoc. Prof. Aybala DEMİRCİ AKSOY
 -- WEB SITE(S) OF LECTURER(S)
  http://websitem.gazi.edu.tr/aybala
 -- EMAIL(S) OF LECTURER(S)
  aybala@gazi.edu.tr, aybalaaksoy13@gmail.com
 -- LEARNING OUTCOMES OF THE COURSE UNIT
To be able to establish an insurance and marketing relationship,
To learn the characteristics of the insurance market,
To be able to plan marketing in insurance
To be able to choose the target market in insurance,
To learn marketing mix in insurance services
To learn service from elements of marketing mix in insurance,
To learn price from elements of marketing mix in insurance,
To learn place from elements of marketing mix in insurance,
To learn promotion from elements of marketing mix in insurance,
To provide communication with Customers, Concept of Customer Acquisition and Retention
 -- MODE OF DELIVERY
  Face to Face Training
 -- PREREQUISITES AND CO-REQUISITES
  -
 -- RECOMMENDED OPTIONAL PROGRAMME COMPONENTS
  -
 --COURSE CONTENT
1. Week  Insurance and marketing relationship
2. Week  Target Market Selection in Insurance
3. Week  Marketing mix in insurance- Service
4. Week  Marketing mix in insurance- Service continued
5. Week  Marketing mix in insurance- Pricing
6. Week  Marketing mix in insurance- Place
7. Week  Marketing mix in insurance- Promotion
8. Week  Midterm exam
9. Week  Marketing mix in insurance- Promotion continued
10. Week  Communication with Customers
11. Week  Customer Acquisition and Retention
12. Week  Customer Acquisition and Retention
13. Week  Customer Acquisition and Retention
14. Week  General evaluation
15. Week  
16. Week  
 -- RECOMMENDED OR REQUIRED READING
  Muhittin Karabulut ( 1988). Sigorta Pazarlaması, İ.Ü İşletme Fakültesi Fayın No: 196, İstanbul. Ünsal Elbeyli (2001). Sigorta ve Sigorta Pazarlaması, 2.baskı, İstanbul. Selim Yazıcı, Serhat Yanık (2002). Elektronik Sigortacılık, DER yayınları, İstanbul. Öztürk, Aziz ve Güven, Ömer Faruk (2014). Bankacılıkta ve Sigortacılıkta Pazarlama, İstanbul. Odabaşı, Yavuz ( 2015). Satış ve Pazarlamada Müşteri İlişkileri Yönetimi(CRM)Aura Kitaplığı, 9.basım, İstanbul.
 -- PLANNED LEARNING ACTIVITIES AND TEACHING METHODS
  LECTURE
 -- 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
0
 Searching in Internet and Library
4
2
8
 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
4
28
 Other
0
 TOTAL WORKLOAD: 
99
 TOTAL WORKLOAD / 25: 
3.96
 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 insurance
2Understand the basic concepts and assumptions related to the science of insuranceX
3Use methods, techniques and tools necessary for the analysis and modelling of economic data to ensure and evaluate the obtained results
4Describe the structure and properties of the markets in economyX
5Make predictions about the relationships between economic and financial variables
6Analyze and comment on current economic eventsX
7Comment on Insurance SectorX
8Analyze the insurance companies and the insurance sector within the framework of economic, financial and accounting data
9Have the ability to develop solutions for social problemsX
10Have the ability to do inter-disciplinary research and study