ECON. AND ADM. SCIENCE
BUSINESS
Course Name   POTENTIAL CUSTOMER MANAGEMENT
Semester Course Code Theoretical / Practice time ECTS
7 0603790 3 / 0 5
Course Degree Bachelor's degree
Course Language Turkish
Format of Delivery: Face to Face
Course Coordinator Assist. Prof. Dr. Esen ŞAHİN
Coordinator e-mail eboztas selcuk.edu.tr
Instructors
Yrd. Doç. Dr. Esen ŞAHİN
Asistant Instructors
Arş. Gör. Ömer AKKAYA , Arş. Gör. Ömer AKKAYA
Course Objectives In todays market that information lifecycle is short, social network is more important than customer, customer experience is more important than advertisement and that have strong competition it is important to manage customer base for firms and brands to gain advantage. For potential customers that has customer experience for the first time, It is necessary to manage them with CRM approach when firms manage rightly the customer that affect financial performance of management.
Basic Sciences Engineering Scinces Social Sciences Educational Sciences Artistic sciences Medical Science Agricultural sciences
20 0 80 0 0 0 0
Course Learning Methods and Techniquies
To study the lessons interactively with synthesizing the literature information and real sector implementations. Corporate applications and the case studies are important parts of the lesson. Following the strategies to learn opinion and suggestions of student about lesson.
Week Course Content Resource
1 Concept of customer Tekin, M., ve Zerenler, M., (2012). Marketing ( 1. Edition). Konya: Günay Offset.
2 Concepts of internal and external customer Tekin, M., ve Zerenler, M., (2012). Marketing (1. Edition). Konya: Günay Offset.
3 Changing customer profile Ünüsan, Ç. ve Sezgin, M., (2007). Principles of Marketinge (1. Edition . İstanbul: LiteraTürk Yayınevi.
4 Customer value and customer classification in the context of customer value Tekin, M., ve Zerenler, M., (2012). Marketing (1. Edition). Konya: Günay Offset.
5 Customer orientation, customer satisfaction and customer loyalty Customer value and customer classification in the context of customer value Tekin, M., ve Zerenler, M., (2012). Marketing (1. Edition). Konya: Günay Offset.
6 Customer Relationship Management Odabaşı, Y., (2000). Customer Relationship Management in selling and marketing, İstanbul: Sistem Publication.
7 Concept of potential customer Ünüsan, Ç. ve Sezgin, M., (2007). Principles of Marketing (1. Edition). İstanbul: LiteraTürk Publication.
8 Midterm exam
9 Potential customer management Ünüsan, Ç. ve Sezgin, M., (2007). Principles of Marketing (1. Edition). İstanbul: LiteraTürk Publication.
10 Modern marketing approaches Mucuk, İ., (2010). Principles of Marketing (18. Edition). İstanbul: Türkmen Publication.
11 Potential customer relationship management within the scope of modern marketing concepts.
12 Multiple interaction channels that uses for potential customer management.
13 Potential customer client survey
14 Potential customer analysis.
15 Automatic elimination technique in potential customer management.
Assesment Criteria   Mid-term exam Final exam
  Quantity Percentage Quantity Percentage  
Term Studies : - - - -
Attendance / Participation : - - - -
Practical Exam : - - - -
Special Course Exam : - - - -
Quiz : - - - -
Homework : - - - -
Presentations and Seminars : - - - -
Projects : - - - -
Workshop / Laboratory Applications : - - - -
Case studies : - - - -
Field Studies : - - - -
Clinical Studies : - - - -
Other Studies : - - - -
Mid-term exam   1 40 - -
Final exam   - - 1 60
ECTS WORK LOAD TABLE   Number Duration
Course Duration : 15 3
Classroom Work Time : - -
Presentations and Seminars : 3 7
Course Internship : - -
Workshop / Laboratory Applications : - -
Field Studies : - -
Case studies : - -
Projects : - -
Homework : 1 20
Quiz : - -
Mid-term exam : 1 24
Final Exam : 1 40
ECTS 5
No COURSE LEARNING OUTCOMES CONTRIBUTION
D.Ö.Ç. 1 Building the general framework of the concept of marketing 3
D.Ö.Ç. 2 To approach of the concept of customer with different sizes. 4
D.Ö.Ç. 3 Make the impression of todays changing customer 4
D.Ö.Ç. 4 Learning the changing competitive priorities in historical process 3
D.Ö.Ç. 5 Definition of potential customer concept 4
D.Ö.Ç. 6 Learning the todays modern marketing techniques. 3
D.Ö.Ç. 7 Hold a view about the importance of customers in modern marketing techniques. 3
D.Ö.Ç. 8 Indicate the importance of Customer Relation Management. 4
D.Ö.Ç. 9 Learning the key properties of successfull customer relation management. 4
D.Ö.Ç. 10 Learning the golden rules for manage the potential customers successfully. 4
* 1: Zayıf - 2: Orta - 3: İyi - 4: Çok İyi
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