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  • Course Information
    • Course Title Code Semester Laboratory+Practice (Hour) Pool Type ECTS
    Marketing and Sales Management in Banking BAF218 SPRING 3+0 C 3
    Learning Outcomes
    1-Recognizes the products and services of banks.
    2-Defines the consumer rights of customers in banking services.
    3-Interprets customer satisfaction and its importance in banking.
    4-interprets banking product and service marketing/sales processes.
    5-Recognizes alternative distribution channels used in the marketing of bank products.
  • ECTS / WORKLOAD
    • ActivityPercentage

    (100)

    		NumberTime (Hours)Total Workload (hours)
    Course Duration (Weeks x Course Hours)14342
    Classroom study (Pre-study, practice)14228
    Assignments0000
    Short-Term Exams (exam + preparation) 0000
    Midterm exams (exam + preparation)4011313
    Project0000
    Laboratory 0000
    Final exam (exam + preparation) 6012020
    0000
    Total Workload (hours)   103
    Total Workload (hours) / 30 (s)     3,43 ---- (3)
    ECTS Credit   3
  • Course Content
    • Week Topics Study Metarials
    1 Bank Concept, History, Functions and Classification, R1. Chapter 1
    2 Relationship between Marketing and Banking, Development of Marketing Approach, Services and Features in Banking, Case Study R1. Chapter 2 and 3
    3 Pricing of Banking Product and Services, Case Studies and Analysis R1. Chapter 4
    4 Distribution in Banking Products and Services, Case Studies and Analysis R1. Chapter 5
    5 Promotion in Banking Products and Services, Case Study and Analysis R1. Chapter 6
    6 Customer Satisfaction and Its Importance in Banks R1. Chapter 6
    7 Relationship Marketing and Customer Loyalty R1. Chapter 6
    8 Preparation for Sale in Banking R2. Chapter 1
    9 In-Bank Sale R2. Chapter 2
    10 Out of Bank Sales R2. Chapter 3
    11 Finalization of Requests Received R2. Chapter 4
    12 Managing and Tracking Sales R2. Chapter 5
    13 A Final Look at the Sale Short Selling Tactics R2. Chapter 6 and 7
    14 Keywords to be Successful in Sales R2. Chapter 9
    Prerequisites -
    Language of Instruction Turkish
    Responsible Asst. Prof. Melek Yıldız
    Instructors -
    Assistants -
    Resources R1: Öztürk, A., & Güven, Ö.F. (2019). Bankacılık ve sigortacılıkta pazarlama. Beta Basım Yayım, İstanbul. R2: Fındık, T. (2010). Bankacılar için pratikte satış, 105 satış taktiği başarılı satış hikayeleri. Pia Yayınları, İstanbul.
    Supplementary Book -
    Goals The aim of this course; to explain the strategies, marketing and sales processes of the marketing of banking products and services and to raise awareness of the consumer rights and satisfaction of bank customers.
    Content Bank Concept, History, Functions and Classification, Relationship between Marketing and Banking, Development of Marketing Approach, Services and Features in Banking, Case Study, Pricing of Banking Product and Services, Case Studies and Analysis, Distribution in Banking Products and Services, Case Studies and Analysis, Promotion in Banking Products and Services, Case Study and Analysis, Customer Satisfaction and Its Importance in Banks, Relationship Marketing and Customer Loyalty, Preparation for Sale in Banking, In-Bank Sale, Out of Bank Sales, Finalization of Requests Received, Managing and Tracking Sales, A Final Look at the Sale, Short Selling Tactics, Keywords to be Successful in Sales.
  • Program Learning Outcomes
    • Program Learning Outcomes Level of Contribution
    1 To gain competence in analyzing and following banking practices and financial markets. -
    2 To gain competence in practicing financial markets and the techniques through team work. 5
    3 To analyse the validity of the theories on banking and finance with regard to current financial conditions. 4
    4 To gain knowledge on the legal aspects of the financial markets and establishments. -
    5 To gain competence in evaluating the financial administration of the related institution in detail and in assuming responsibility of every kind on this. -
    6 To gain detailed knowledge with regard to the numerical methods used extensively in banking and finance. -
    7 To gain competence on data gathering, analysing and evaluating through the theoretical and practical information gained in the field. 5
    8 To gain competence in establishing, analysing and evaluating financial and economic models. -
    9 To analyse the problems in banking and finance, find solutions to these problems and openly express and discuss the ideas and proposals. 3
    10 To act in accordance with scientific, social and ethic values during the process of gaining, analyzing, publishing financial information and process of practicing the financial ideas. 5
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