Course

Personal Selling

Important Notice

This course is not active. Please contact Department Chair for more information.

Course code
MARK 1150
Credits
3.00
Semester length
15 Weeks X 4 Hours per Week = 60 Hours
Max class size
25
Typically offered
To be determined

Overview

Course description
This course focuses on the theoretical and practical techniques used in selling goods and services. Emphasis is given to developing practical skills in presenting goods and services to prospective buyers. Attention is devoted to the art of persuasion as a life-skill and to the need to develop professional relationships in business.
Course content

1.             Partnering - building professional relationships.

2.             Communication styles.

3.             Product strategies - features and benefits.

4.             Buyer behaviour.

5.             Prospecting and preapproaching.

6.             Planning and executing the presentation, including demonstration.

7.             Handling objections.

8.             Closing the sale.

9.             Servicing the sale.

10.          Selling ethics.

11.          Management of self and employing of technology for increased effectiveness.

Learning activities

The course will use a blend of lectures, student presentations and an integrative term project.  Role play scenarios will also be used.  Self and peer evaluations will be used to supplement instructor evaluation.

Means of assessment

Class participation                                                  10%

Interactive presentations (3)                                   40%

Term Project                                                         25%

Examination(s)                                                    25%

                                                                        100%

 

STUDENTS MUST COMPLETE ALL COMPONENTS OF THE COURSE TO OBTAIN CREDIT FOR THE COURSE.

Learning outcomes

At the end of the course, the successful student should be able to:

1.             apply effective techniques in developing and qualifying sales leads;

2.             demonstrate good techniques in sales presentations;

3.             demonstrate the ability to deal with objections to advance the sale;

4.             demonstrate the ability to close the sale;

5.             develop a plan to follow-up and service the sale.

Textbook materials

Textbooks and Materials to be Purchased by Students

Manning, Reece, et al.  Selling Today: Building Quality Partnerships, Latest Canadian Ed.  Prentice Hall.

Requisites

Prerequisites

English 12 with a grade of “C” or better or approved equivalent

Corequisites

No corequisite courses.

Equivalencies

No equivalent courses.

Course Guidelines

Course Guidelines for previous years are viewable by selecting the version desired. If you took this course and do not see a listing for the starting semester / year of the course, consider the previous version as the applicable version.

Course Transfers to Other Institutions

Below are current transfer agreements from Douglas College to other institutions for the current course guidelines only. For a full list of transfer details and archived courses, please see the BC Transfer Guide.

Institution Transfer details for MARK 1150
There are no applicable transfer credits for this course.

Course Offerings

There are no course offerings this semester.