| PHARMACY SERVICES | |||||
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| Associate | TR-NQF-HE: Level 5 | QF-EHEA: Short Cycle | EQF-LLL: Level 5 | ||
General Information about the Course
| Course Code: | ECH208 | ||||||||
| Course Title: | Sales Management | ||||||||
| Course Semester: | 4. Semester / Spring | ||||||||
| Course Credits: |
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| Language of instruction: | TR | ||||||||
| Prerequisite of the course: | No | ||||||||
| Type of course: | Necessary | ||||||||
| Level of course: |
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| Course Lecturer(s): | Erkan Erdogan |
Purpose and content of the course
| Course Objectives: | By providing information such as awareness of Sales and Marketing concepts, awareness of personality traits required for sales action, sales methods, leadership in sales, effective communication, patient/customer behavior modeling, to ensure that they have the necessary knowledge and equipment for sales activities, especially in community pharmacies, while practicing the profession of Pharmacy Technician |
| Course Objective: | At the end of the semester, it is aimed for each of them to be knowledgeable and equipped about sales and marketing activities for pharmacy needs and to quickly adapt when they start business life |
| Mode of Delivery: | Face to face |
Learning Outcomes
| Knowledge (Described as Theoritical and/or Factual Knowledge.) | ||
| Skills (Describe as Cognitive and/or Practical Skills.) | ||
| Competences (Described as "Ability of the learner to apply knowledge and skills autonomously with responsibility", "Learning to learn"," Communication and social" and "Field specific" competences.) | ||
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1) Knowing themselves about Sales Management, Competence, Sales models and taking the right approach to the issues they will encounter while doing their job |
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2) Ensuring that communication is established on the right frequency when providing patient consultancy and/or sales regarding customer types and communication |
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3) While practicing the profession of Pharmacy Technician, gaining knowledge and competence regarding the pharmacy environment, patient/customer expectations, and workplace perspectives in order to provide correct and ethical guidance as a patient consultant, drug knowledge, the importance of patient communication, and to result in solutions and/or sales for possible demands and needs. targeted |
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Course Topics
| Week | Subject | ||
| 1) | . Introduction to Sales and Sales Management | ||
| 1) | . Introduction to Sales and Sales Management • Sales Management Concept • Sales Methods • Sales Skills • Effective communication • Patient Behavior Modeling • Successful Salesperson • Sales Increasing Methods - Cross Selling • Leadership in the Sales • Leadership Styles in Patient Approach • Agile Leadership (Motivational Selling) • Category Management • Shelf Management | ||
| 2) | Sales Management Concept | ||
| 3) | Sales Methods | ||
| 4) | Sales Skills | ||
| 5) | Effective communication | ||
| 6) | Patient Behavior Modeling | ||
| 7) | Successful Salesperson | ||
| 8) | Sales Increasing Methods - Cross Selling | ||
| 9) | Leadership in the Sales | ||
| 10) | Leadership Styles in Patient Approach | ||
| 11) | Agile Leadership (Motivational Selling) | ||
| 12) | Category and Shelf Management | ||
| 13) | Review | ||
| 14) | Review | ||
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Ders - Program Öğrenme Kazanım İlişkisi
| No Effect | 1 Lowest | 2 Average | 3 Highest |
| Ders Öğrenme Kazanımları | 1 |
2 |
3 |
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| Program Outcomes | ||||||||||||||||||||||||
| 1) Has knowledge of prescription and non-prescription drugs, medicinal products, cosmetic preparations, medical supplies and other health-related products offered in the pharmacy. | ||||||||||||||||||||||||
| 2) Has the knowledge and equipment about the administration and use of the drug to the patient. | ||||||||||||||||||||||||
| 3) Has knowledge of pharmaceutical care service by providing safe drug use. | ||||||||||||||||||||||||
| 4) Has the knowledge to recognize the drug, ensure its quality, control and standardize it. | ||||||||||||||||||||||||
| 5) Has knowledge about pharmaceutical raw materials and drug forms. | ||||||||||||||||||||||||
| 6) Has knowledge of ethical principles and rules in the field of Pharmacy Services Program. | ||||||||||||||||||||||||
| 7) Uses basic computer programs and related technologies related to the Pharmacy Services Program. | ||||||||||||||||||||||||
| 8) It maintains the devices and laboratory and ensures their operability. | ||||||||||||||||||||||||
| 9) It follows the stocks of all pharmaceutical and non-pharmaceutical products, determines the requirements, and gives orders to the relevant warehouse/companies in a timely and complete manner. | ||||||||||||||||||||||||
| 10) It checks the compatibility of all products entering the pharmacy with the order form and invoice and ensures that they are shelved. | ||||||||||||||||||||||||
| 11) It ensures that the expired products are determined and destroyed in accordance with the legal rules and methods together with the pharmacist. | ||||||||||||||||||||||||
| 12) Take or ensure to be taken measures related to occupational health and safety together with the pharmacist. | ||||||||||||||||||||||||
| 13) Organizes the archive of documents in the pharmacy. | ||||||||||||||||||||||||
| 14) Gains the ability to use basic knowledge and skills related to the field, to interpret and evaluate data, and to identify and resolve potential problems. | ||||||||||||||||||||||||
| 15) With the awareness of the necessity of lifelong learning, they gain the ability to follow the developments in science and technology and to renew themselves constantly. | ||||||||||||||||||||||||
| 16) Acts in accordance with the laws, regulations, regulations and professional ethics rules regarding duties, rights and responsibilities as an individual. | ||||||||||||||||||||||||
| 17) It gives information about the service carried out depending on the needs of the patient/customer. | ||||||||||||||||||||||||
| 18) It organizes the work, takes personal responsibility when necessary, while fulfilling its professional duties with the awareness of teamwork. | ||||||||||||||||||||||||
| 19) He/she conveys his/her thoughts through written and verbal communication at the level of basic knowledge and skills on the subjects related to his/her field. | ||||||||||||||||||||||||
| 20) It ensures that all medicines and other health-related products offered in the pharmacy are presented correctly. | ||||||||||||||||||||||||
| 21) It maintains the devices in the pharmacy and the pharmacy laboratory, and ensures that the drugs are stored in the right conditions. | ||||||||||||||||||||||||
| 22) It assists the pharmacist in supplying the necessary materials for drug preparation, archiving documents, warehouse drug tracking, and drug sales. | ||||||||||||||||||||||||
| 23) Have certified training on occupational health and safety. | ||||||||||||||||||||||||
| 24) Can practice basic first aid. | ||||||||||||||||||||||||
Course Teaching, Learning Methods
| Q & A | |
| Case Problem Solving/ Drama- Role/ Case Management | |
| Laboratory | |
| Quantitative Problem Solving | |
| Fieldwork | |
| Group Study / Assignment | |
| Individual Assignment | |
| WEB-based Learning | |
| Internship | |
| Practice in Field | |
| Project Preparation | |
| Report Writing | |
| Seminar | |
| Supervision | |
| Social Activity | |
| Occupational Activity | |
| Occupational Trip | |
| Application (Modelling, Design, Model, Simulation, Experiment et.) | |
| Reading | |
| Thesis Preparation | |
| Field Study | |
| Student Club and Council Activities | |
| Other | |
| Logbook | |
| Interview and Oral Conversation | |
| Research | |
| Watching a movie | |
| Bibliography preparation | |
| Oral, inscribed and visual knowledge production | |
| Taking photographs | |
| Sketching | |
| Mapping and marking | |
| Reading maps | |
| Copying textures | |
| Creating a library of materials | |
| Presentation |
Evaluation System
| Semester Requirements | Number of Activities | Level of Contribution |
| Attendance | % 0 | |
| Laboratory | % 0 | |
| Application | % 0 | |
| Practice Exam | % 0 | |
| Quizzes | % 0 | |
| Homework Assignments | % 0 | |
| Presentation | % 0 | |
| Project | % 0 | |
| Special Course Internship (Work Placement) | % 0 | |
| Field Study | % 0 | |
| Article Critical | % 0 | |
| Article Writing | % 0 | |
| Module Group Study | % 0 | |
| Brainstorming | % 0 | |
| Role Playing + Dramatizing | % 0 | |
| Out of Class Study | % 0 | |
| Preliminary Work, Reinforcement | % 0 | |
| Application Repetition etc. | % 0 | |
| Homework (reading, writing, watching movies, etc.) | % 0 | |
| Project Preparation + Presentation | % 0 | |
| Report Preparation + Presentation | % 0 | |
| Presentation / Seminar Preparation + Presenting | % 0 | |
| Oral examination | % 0 | |
| Midterms | % 0 | |
| Final | % 0 | |
| Report Submission | % 0 | |
| Bütünleme | % 0 | |
| Kanaat Notu | % 0 | |
| Committee | % 0 | |
| Yazma Ödev Dosyası | % 0 | |
| Portfolio | % 0 | |
| Take-Home Exam | % 0 | |
| Logbook | % 0 | |
| Discussion | % 0 | |
| Participation | % 0 | |
| total | % 0 | |
| PERCENTAGE OF SEMESTER WORK | % 0 | |
| PERCENTAGE OF FINAL WORK | % 0 | |
| total | % 0 | |
Calculation of Workload and ECTS Credits
| Activities | Number of Activities | Workload |
| Course Hours | 14 | 28 |
| Laboratory | ||
| Application | ||
| Practice Exam | ||
| Special Course Internship (Work Placement) | ||
| Field Work | ||
| Study Hours Out of Class | ||
| Article Critical | ||
| Article Writing | ||
| Module Group Study | ||
| Brainstorming | ||
| Role Playing + Dramatizing | ||
| Out-of-Class Study (Pre-study, Reinforcement, Practice Review, etc.) | ||
| Homework (reading, writing, watching movies, etc.) | ||
| Project Preparation + Presentation | ||
| Report Preparation + Presentation | ||
| Presentation / Seminar Preparation + Presenting | ||
| Oral examination | ||
| Preparing for Midterm Exams | ||
| MIDTERM EXAM (Visa) | ||
| Preparing for the General Exam | ||
| GENERAL EXAM (Final) | ||
| Participation | ||
| Discussion | ||
| Portfolio | ||
| Take-Home Exam | ||
| Logbook | ||
| Total Workload | 28 | |
| ECTS (30 saat = 1 AKTS ) | 0 | |