Personal Selling
Important Notice
This course is not active. Please contact Department Chair for more information.
Overview
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.
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.
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.
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.
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. |